Perla was stablished in 2012 by Gabriel Twala, who was experienced in the hygiene and cleaning industry. When the opportunity presented itself, Glenn decided to branch out on his own and established Perla. After 8 years of hard work, Perla had become a well-recognized competitor in the industry, employing over 600 staff members, with most of the staff complement placed directly at client sites across Gauteng, Western Cape and KwaZulu-Natal.
Gabriel Twala, Business Development Manager
Gabriel Twala smiles. As the Business Development Manager of Perla, he has not just survived, but thrived during the recent COVID-19 crisis. “We can thank Londvolota for making it through these last crazy weeks and months,” he starts. “Their financial support made all the difference.”
Gabriel is rightfully happy – and relieved. Their company’s application to Londvolota in the third quarter of 2019 was successful with Perla receiving financial support to bridge cash flow requirements. Gabriel explains, “The cleaning, hygiene and pest control model is a tough one. You work hard to secure a corporate account and then typically it takes 14 months into a 24 month contract just to break even. It’s hard work.”
But the unexpected COVID-19 crisis amplified the cash flow crunch even further. “We had opportunities for sanitizing at our corporate clients and providing hygiene equipment, but with the sheer demand our suppliers shifted terms from 30 day accounts to up front payment. We could never have converted these opportunities without financial support from Londvolota.”
That this financial support came prior to the pandemic circling the globe, was fortuitous for Perla. The business was already a well-established entity when it applied to Londvolota. The business was stablished in 2012 by Glenn Twala, Gabriel’s brother. Glenn came from a very successful hygiene and cleaning company that had grown substantially under his leadership. When the opportunity presented itself, Glenn decided to branch out on his own and established Perla. After 8 years of hard work, Perla had become a well-recognized competitor in the industry, employing over 600 staff members, with most of the staff complement placed directly at client sites across Gauteng, Western Cape and KwaZulu-Natal. However, to expand further would put a severe strain on the cash flow. Bridging finances was necessary and Perla decided to apply to Londvolota.
“Londvolota’s support allowed us to purchase larger quantities and negotiate better pricing – all of which helps when one is in such a competitive industry,” Glenn elaborates. “I have been in the industry for nearly two decades and seen the story repeat itself time and again. You just can’t get ahead of the older, more established companies if you don’t have financial muscle.”
Perla’s challenge is a common one in business and particulary in the B-BBEE environment. Black-owned enterprises often rank well on the Enterprise Development (ED) scorecard, but cannot compete on the Procurement scorecard due to not having the financial might to beat established entities. For Perla, Londvolota’s assistance was a game changer with them able to compete aggressively on both ED and Procurement.
This was a key consideration during the COVID-19 crises, and Perla was able to attract about 40 new customers. To these customers and their existing base, they were able to negotiate to supply a range of equipment, including infrared thermometers, face shields, sanitisers, hygiene dispensers and fogging services.
Being proactive is clearly a differentiator for Perla. The Twala brothers and management team are currently developing a business model that will create double digit savings on contractual spend for large customers. “We hope to pilot the model with key customers before the end of the year,” says Gabriel. “We know we can change the market in a big way if we find the right customer with critical mass to trial this with us.”
“And we have high hopes for the future with Londvolota and GE,” muses Glenn.
“We have positioned ourselves as a leading hygiene and cleaning company in South Africa and have no problem servicing GE locally – and globally,” Gabriel adds with a wink.
BUSINESS OPPORTUNITES REALISED
NEW CLIENTS
NEW STAFF MEMBERS
Destiny Cuisine