opinion BNP paribas leasing solutions l
Good, better, best...
Nigel Samson, head of partner sales for BNP Paribas Leasing Solutions – sponsor of IMHX 2013 – believes in the philosophy of understanding what your business is good at and making it even better.
D
uring 2007 and into 2008 the phase ‘living the dream’ can now be reflected upon as being very appropriate. Sales at
that time were booming. However, we found out that we were in for a rude awakening when the alarm went off in September 2008 to the sound of the collapse of Lehman Brothers. The markets panicked and triggered a global economic crisis. Since then the only certainty has been change and on an unprecedented level.
Businesses that have prospered better over this
period...really understand what the business is good at and then they make it even better.
Commentators questioned whether we would see a V shape, a U shape, a W shape or some other shape of recession that would have the characteristics of entering in free fall followed by a correction and then recovery.
Over the last three years we have seen businesses adapt to the new landscape with varying degrees of success, and then in some instances, just as an air of stability seems to be
64 ShD October 2011
www.PressOnShD.com
taking hold, they are knocked off course again as a result of factors which in many cases are beyond their control.
Businesses that have prospered better over this period seem to have a similar theme to their evolution, namely they really understand what the business is good at and then they make it even better; this exercise is undertaken by evaluating the added value delivered to trading partnerships. By the end of 2011, we will see the brand evolution of our Materials Handling Business conclude with the adoption of the solus branding BNP Paribas Leasing Solutions. Our whole team is focused on continually improving service; this notion of service is one where our trading partners really feel the benefit of added value being delivered and look upon BNP Paribas Leasing Solutions as the best-in-class.
To be able to ensure we will deliver on this objective we must have focus on individual dealer and manufacturer relationships. This important requirement has led to a rationalisation of our approved supplier listing; those suppliers no longer within our scope of operation have been advised. Going forward, we will be bringing new initiatives into play, and will also
be open to feedback. Later this year the first supplier questionnaire will be undertaken.
To fully understand what is good about your business you must also view the operation through the eyes of your trading partners. This is where the real test comes into play in the ability and willingness to take on change to continually improve service.
A partner’s perception is indeed their reality, and this is where many of the factors to making your business even better will be found. BNP Paribas Leasing Solutions is certainly no ‘me too’ business and is going to raise the bar within the Materials Handling Leasing Sector. ●
http://leasingsolutions.bnpparibas.co.uk
opinion
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