They were keen to establish a commercial alliance, and so were seeking a potential partner that could deliver against a number of key criteria. The supplier partner not only had to share its values, it also needed to demonstrate a willingness to invest time in consulting around joint business strategies, and provide support to help drive the company’s ambitious sales strategy. Previous attempts at developing this type of relationship with other suppliers had failed for a variety of reasonsincluding where the supplier concerned did not reflect their high values, nor could it provide the manufacturer/distributor with a satisfactory strategic plan.
The manufacturer/distributor approached Kingspan on the basis of the global strength of our brand, our high quality product (including our advanced tank technology), our positive trading attitude and the obvious potential to develop a highly beneficial relationship. Kingspan’s team were able not only to demonstrate the required shared values and a willingness to invest in the relationship, they also helped draft a joint-strategic plan to work together with the distributor to maximise revenue for both parties. The strategy included significant marketing support, such as at key agri machinery exhibitions and shows where Kingspan will be offering its support.
The partnership is intended to maximise the clear commercial opportunity around Kingspan’s market-leading fuel storage and dispensing tanks, notably Kingspan’s TruckMaster, FuelMaster and BlueMaster tanks for fuel (agricultural fuel oil and gas/oil/diesel) and Adblue storage respectively.
Kingspan has also provided full technical and after-sales support for its tanks backed by a trustworthy guarantee, and all are supported by excellent customer service. In keeping with the highest industry standards, Kingspan’s manufacturing facilities meet OFST200, OHSAS18001, ISO14001 and ISO9001. The feedback from the distributor has been extremely positive, and the partnership goes from strength to strength as repeat orders come in from farmers, construction companies, and hauliers.