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| Mission Statement |
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| Our Values |
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01 March 2005
Technische Unie’s industrial approach
Herman Berghuis, Elektrotechnology Product Group
Over the last few years, Technische Unie has used a novel and highly successful approach to its industrial clients. “We record annual growth in turnover of ten percent with our industry clients,” says Herman Berghuis, Elektrotechnology Product Group Manager. “And we have also noticed that we are increasingly identified as technical wholesalers in the industry market.”
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Industry teams
Today, the company has 35 “industry teams,” made up of an industry representative and a specialist from the office staff. They work closely together in their own region to canvass the industrial market. But this novel approach was first adopted in 2001 in the form of a pilot. After the trial period proved successful in a number of sales offices, the approach was adopted in nationwide in early 2003. The industry teams meet regularly to share knowledge and trade experience. As Herman Berghuis notes: “The industry teams have the requisite technical knowledge and they speak the client’s language. The industrial client requires a process-oriented approach, not a product-oriented one like the installer. With its Electrotechnical, Bathroom Fittings and Heating ranges, Technische Unie is able to offer the Maintenance Repair & Operations (MRO) Industry an extensive package for all fixture and fitting installations in any particular building. With respect to the Original Equipment Manufacturers’ Industry (OEM), the company is particularly good at “kitting out;” –i.e. providing the products needed to construct specialized kits.* This approach offers OEM clients a significant boost in terms of efficiency.”
Dedicated technical specialists
In addition to its industry teams, Technische Unie also has T8, a group of technical specialists dedicated to providing advice and support in the PLC market (Programmable Logic Controllers, clever switch equipment used in industry). Today, the T8 consists of 16 technical specialists capable of giving expert advice to industrial clients in this highly specialized field. In 2005, large industrial clients will also receive support from specialized industry representatives operating in close collaboration with Technische Unie’s Specialized Accounts Group.
Classifying and refining
On the acquisition side, Technische Unie has already classified industrial supplier accounts. “This way, account managers who are responsible for industrial product suppliers for industrial buyers will become more focused,” says Herman Berghuis. “In 2005, we intend to further refine our industrial client classification to keep even closer tabs on what’s happening in this particular market.” * Kit: a box that contains all the material needed by an industrial client.
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