FEATURE Collaboration
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OEM and preferred supplier relationships usually work well but
even the most successful can benefit from a review of how well
they are — or are not — meeting customers’ needs 23<<7A=¸<37::@3>=@BA
Joint approach
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ABOVE Both teams worked closely together to examine and solve the problem
istening carefully to customer manager at Jeanneau’s main yard in customers towards alternative solutions L
feedback is essential if a builder Les Herbiers, western France. “Because — such as aftermarket installations by
is to successfully develop any comfort is essential to the brand value other companies.
of its products or services. So, of Jeanneau, improving the heating Secondly, the Jeanneau and Webasto
when Jeanneau realised that option in cooperation with Webasto was teams realised there was a lack of clear
its primary heating option wasn’t being extremely important for us.” and helpful information that properly
chosen by customers, the yard set out
on a determined investigation to try
to understand the reasons behind the “We met our targets of lowering the
phenomenon.
In a collaboration with Webasto market price and clearly positioning
— Jeanneau’s long-term partner for our solution as the best choice”
heating systems — the company
entered into a comprehensive analysis
of the low take-up of the heaters. After consulting extensively with expressed the advantages of their
customers and dealers, Jeanneau systems, not just for end-users but for
1=<AC:B/B7=< received important feedback that its dealers as well. Jeanneau decided
“We have always succeeded in uncovered exactly what was affecting to actively promote certain advantages
offering our customers very good the popularity and profitability of the of the heating installation, specifically
quality at reasonable prices due to heating option. safety, dedicated fit, reduced stock for
standardisation and cooperation with Firstly, they discovered that the dealers — and shorter delivery times
all of our supply partners,” explains pricing level of the heating solution for customers.
Erik Stromberg, sailboat product was deterring better sales and pushing Central to solving the problem was
"$ August/September u0s www.europeanboatbuilder.net
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