MADE IN ITALY Jiri Nemcik, managing director of SARIV Nemcik, and founder
of the distribution operations in Poland, Slovakia and Czech Republic, reflects on the development in these countries. “Since opening the first SARIV companies in Eastern Europe, in Slovakia in 1995 and in Czech Republic in 1996, our aim has been to give a complete service to the customers. Although our core business is selling blind rivets and blind rivet nuts, we have added several different families of fastening products. Now we have more than 6,000 active codes; nearly 80 percent of them in stock ready to be delivered.” In 1998, responding to market requirements, SARIV took
the strategic decision to open its own distribution operation at Legnica in Poland. “The catalogue platform of the three companies are similar,” explains Jiri, “but each warehouse has its own additional fastening products. For example, we are now preparing to add a comprehensive range of self-drilling and self-tapping screws. In this way, we can now provide a ‘next- day delivery’ for nearly all the high rotation articles. The next challenge is increased logistical integration with our customers, with the implementation of Kanban systems at several different production lines.”
five distribution companies, in Czech Republic, Poland,
Croatia, Slovakia, and Russia, ensuring critical levels of service to key growth markets throughout Eastern Europe. Russian sales manager Igor Marchuk explains what lies at the
heart of SARIV’s business in Moscow, which started trading in 2005. “The market strength of a fastening distributor in Russia is strongly connected to being ‘ready to deliver’. The longer time needed to receive products from Europe, and the distances inside the country make product availability within Russia a really decisive point.” For that reason SARIV Russia has doubled its warehouse space since the beginning of 2012 and also taken the decision to increase the safety stock levels. “This has allowed us,” says Igor, “to be ready to deliver 95 percent of the order lines received from our customers within 48 hours. We plan, within the next six months, to increase that performance even further to a 97 percent service level”. “Since SARIV Russia was set up,” he continues, “we have tried
to build a name in the market as the ‘consistent solution-provider for rivet distributors’. Now, we have developed the necessary know-how to further increase penetration in the market.” He adds: “With easier connections between Russia, Belarus and
Kazakhstan, our dealer network is developing fast, and we have successful cooperation with fasteners distributors everywhere in Russia, including Siberia, and in former USSR Republics.”
In 2012, nearly 70 percent of SARIV’s Italian production is
exported, explains Oddone Sartore. While he admits some mixed feelings, in terms of the reflection on the current Italian economic and industrial condition, the statistic is unquestionable surety to SARIV’s commercial strength both now and in the future. Germany and Eastern Europe, particularly Russia, are major markets but, Oddone says, SARIV also exports Made in Italy products to further flung destinations including Northern Africa, the Middle East and even as far as South Korea. The company employs 23 people in Italy and a further 27 across its network of businesses. Over the last eighteen months it has recruited eight people, testament to the success with which it has rebounded from the crisis period. By 2010 sales had exceeded 2007 levels and SARIV confidently expects to generate 2012 group sales in excess of 12 million euros. Specialisation and depth of knowledge are the crucial keys
to SARIV’s continued success, concludes Nicola Sartore. “We will continue to apply the full advantages of our flexibility and know-how, and particularly our own production capabilities to provide customised rivet and rivet nut solutions for our customers wherever they are. In 2008 these products accounted for 37 percent of SARIV Italy’s output, today that figure is nearer 50 percent, and includes as well as special dimensions, special packaging, and special zinc or paint coatings. We are very clear that our main strength and our future is continuing to be lean and highly flexible in responding to our customers needs.”
www.sariv.it
66 Fastener + Fixing Magazine • Issue 76 July 2012
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