Industry in general continues to face many challenges.
None more so than the chemical Industry, who the Finishing industry relies on heavily as a supply chain.
Traditional chemical products used in manufacturing processes continue to reduce and increasing regulation is forcing industry to produce or find alternatives. Investment has never been higher and returns never lower.
What does this mean for chemical suppliers?
Derek Carpenter, Sales and Marketing Director of Enviro Tech Europe suggests
“The days of selling commodity chemicals on price alone are gone. The demands on users are much greater today so the companies that are succeeding are those who offer specialist products and skills and provide support and personal attention to companies to solve existing problems. A common failure of many companies is not to recognise the importance of choosing their partners with strict criteria to enhance their own services. Many feel that by appointing many agents they increase their prospects of market share. In reality this is seldom the case as it serves to dilute effort, creates conflict and gives the perception that the product is in no way special”.
Derek Carpenter has served as Secretary to his local branch of the Institute of Directors. He is a Fellow of both the Chartered Institute of Marketing and the Institute of Sales and Marketing Management.
Using his own company as an example he explains why Enviro Tech Europe became a brand leader and established itself as a highly regarded specialist in all aspects of metal and plastics cleaning.
Specialise or Fail – A Clear Choice
Author Derek Carpenter
Success in any commercial structure relies heavily on two things -
The quality of your product or service and the people who represent you.
Enviro Tech Europe manufacture the EnSolv family of solvents that are protected by patent.
Whilst we are a sales organisation our customers are our Distributors. We do not sell direct to end-users. The reasons are simple and effective.
As a manufacturer of a prestigious product our role is to provide the best available science, gain product approvals and ensure the integrity of the brand, which is trusted throughout Europe and beyond.
We provide prompt technical support and engage fully with users of our product, regularly assessing product use and collecting data, which verifies high performance and safety.
This also reassures our partners who work hard in promoting EnSolv, since we use them as front line suppliers who are assured of the sale.
We remain ready and eager to support them. This results in trust and confidence.
Good examples of that support can be seen through the unique comparative solvent study done by In Vitro Bioassay Testing and the success of gaining Boeing approval for EnSolv 5408, both essential to industry and our Distributors.
It’s simplistic but it is proven to work. We know our strengths and role and placing our interests in the hands of our partner’s demands we appoint people with care. In the case of the UK this extends to just two companies.
It is essential to them that they have access to key professionals in our team. One such key role is our Technical Manager Doug Went CChem MRSC.
Doug is a professional chemist and amongst his tasks are all matters of quality, safety and regulatory affairs. Enviro Tech Europe are holders of the Responsible Care logo and Doug acts as co-ordinator for this.
As members of the Chemical Business Association (CBA) we play an active part in the industry and seek to be good ambassadors of our industry.
Doug is active throughout Europe in supporting both our distributors and users of EnSolv and is a well-known contributor to our education programmes.
In choosing two specialist partners I am the first to admit that such people do not come in abundance. Hence we feel privileged to work with the UKs leading specialists. I should confirm that they are entirely independent, offering a broad range of chemical solutions designed to meet individual needs following proper appraisal.
The first is Core-Chem Limited based in Langley, Berkshire. Their Managing Director is Bernard Pye, a long-standing specialist in process solutions. Their approach is to offer a total solution following a full assessment of process needs. The initial and vital assessment is free.
Integrity lies at the heart of everything that Core-Chem do, a vital criteria to Enviro Tech.
Unlike many companies who are happy to sell high volumes of products Bernie works with companies on solvent reduction programmes. In fact he insists on it since it has become a yardstick to measure success on behalf of the customer.
He innovated the Unibund system, which is now available for EnSolv for those users that prefer this form of handling.
He is totally customer led and bases recommendations entirely on individual need fully supported by evidence. He is a well-respected Aerospace specialist. The result is highly satisfied customers.
The second is Fraser Cleaning Technologies Limited based in Livingston, Scotland. Managing Director Graham Fraser has seen major expansion in his business and a dedicated demonstration is provided for customer convenience at their new premises. Graham’s team are highly experienced and have expansive expertise in electronics cleaning.
Highly regarded for his business approach, Graham has been nominated by the Institute of Directors, Scotland, for a Director of the Year award for the Edinburgh, Lothians and Borders region.
These two companies share much in common. They are both committed to the mission statement of Enviro Tech Europe and very prominent in assisting users of Trichloroethylene to meet existing legal obligations to find an alternative as soon as possible.
They also share engineering skills, recognising that both product and machinery are important keys to the best results. They work closely with the UK’s leading machine manufacturer CC Hydrosonics Limited, based in Harlow who are part of the world renowned Crest Corporation. Managing Director Lee Casey comments “Enviro Tech, Core-Chem and Frasers have specialised skills and consistency in their approach that recognises the value of modern engineering, compatibility of products and the wider issues of complying with regulatory needs. Their influence on our industry and the benefits they have brought to users is enormous. Whilst being independent they all approach the customer with honesty and value accurate information as a means to ensure good risk assessment. This is very welcome.”
Over the last three years the customer satisfaction rating for Enviro Tech Europe has risen from 89% to 91%.
Most of our business results from former users of Trichloroethylene.
We remain a close-knit group who recognise we are judged on the merits of what we achieve. We say what we mean and mean what we say. You can be assured of one thing. When you call on specialist help you gain added value. Proven experience ensures reliable recommendations.
Specialists specialise, Distributors distribute. Each performs a role but the choice always remains with the customer |
