From structural shift to
sector‑led outperformance

Organisational Fitness

In 2025, Watson-Marlow Fluid Technology Solutions (WMFTS) EMEA undertook a significant structural transformation as part of the Group’s Organisational Fitness Growth Driver. This shift, which adapted the sales structure from a geographic model to one centred on the Biopharm or Process Industries sectors, has delivered immediate and measurable impact by sharpening commercial focus and enabling deeper market penetration across Europe.

Previously, under the geographic structure, our Process Industries sectors received less targeted attention. Building relationships in these sectors typically requires more time, technical engagement and onsite presence, while individual order values vary considerably. For example, a £50k order is standard in Biopharm but represents a more significant win in Process Industries. As a result, the previous model unintentionally constrained WMFTS’ ability to capture growth in the Mining, Water & Wastewater, Food & Beverage and Medical sectors in particular.

The 2025 reorganisation addressed this challenge through the creation of dedicated sector-focused teams for Biopharm. Each Process Industries sector now benefits from a team whose sole mandate is to build deep, long-term customer relationships and pursue technically complex, high-value opportunities.

The addition of a structured inside sales team further freed up the more experienced sales engineers to concentrate exclusively on high‑priority accounts and strategic solutions.

The impact has been clear. Within EMEA, Process Industries delivered strong growth in 2025, well ahead of IP, with Medical and Mining emerging as standout contributors. Double-digit demand growth in Medical reflects the longer sales cycle of the sector alongside WMFTS’ breadth and quality of product offering.

Demand from Mining customers benefited from increasing mineral prices, as well as increasing sustainability requirements. We have expanded our distributor networks, made strategic hires and established strong partnerships with global and local Engineering Procurement and Construction firms. These relationships secure earlier involvement in major projects.

In Europe, demand from Mining increased by 40%. Mining is now one of four target sectors within WMFTS’ Together for Growth Strategy. With additional sales enablement, marketing support and training planned, we are strongly positioned to convert today’s momentum into sustained growth across the Mining value chain.