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27 February 2004
Quality sells Jürgen Birker, Elektro Birker, client of Otto Kuhmann
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Sonepar Deutschland earns more than 50 percent of its revenue from small and mid-sized independent electricians. The two keys to success are flexibility and local service.
Jürgen Birker, an independent electrician-installer, is a client of Otto Kuhmann, a subsidiary of Sonepar Deutschland in Viersen. He runs Elektro Birker, a 110-person business that specializes in electrical installations and network database systems. Elektro Birker had already been in business for several years when Jürgen's father took it over in 1961. He sold it to his son in 1990.
Below, Jürgen Birker discusses the three golden rules of his field.
The importance of being professional
When our individual or business customers realizes that meeting deadlines is a basic ground rule, then we can accomplish our mission and provide quality service. This is why deadlines are established at the outset. There are no surprises as long as deadlines are met, he says.
Sound advice makes all the difference
When we explain product benefits well enough, even non-business clients understand the potential of high-quality electrical systems, confirms Jürgen Birker. This obviously takes time, but at the end of the day the client is more willing to invest. We take all complaints or requests for reimbursement seriously. When there's a problem, we take immediate action.
The best wholesalers for the best products
Jürgen Birker sells only high-quality products purchased from wholesale distributors. I don't even look twice at low-end products. As an electrician-installer, I know this is a losing proposition. What may be tempting at first glance only leads to unsatisfied customers later on.
Jürgen Birker's wholesaler of choice is Otto Kuhmann in Viersen. It's close by and the warehouse is well-stocked, and this is important. I don't have time to wait for parts that I need immediately. Plus, the employees are friendly and helpful, taking the time to listen. They understand our needs and the problems we face. I respect this because my own clients have come to expect the same from me.
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