CableManagement Marco also
believes that a manufacturer’s commitment to the retention of high stock levels as well as the ability to deliver to agreed turnaround times is critical.
looking for all their particular needs to be met by one supplier. At Marco, not only do we want to offer the most popular standard products, but also new less usual alternative variants and improvements. The launch of our new antimicrobial
product, Elite Hygeia uPVC Trunking is an example of a proactive move. We knew that legislation was changing and that more stringent controls were being placed on contractors operating within public buildings such as the healthcare and education sector. The need for infection control, particularly with hospitals, is high on the agenda for the operators of these buildings. As uPVC Trunking is installed throughout a building, we needed to find a solution. Development in silver technologies proved that (combined with uPVC built-in antimicrobial protection preventing the spread of bacteria) uPVC Trunking Products such as ours could be launched. Many of our wholesaler customers were
unaware that such a specification existed and it is the role of the manufacturer to explain how the products can be supplied with these
inherent qualities at a relatively small premium. They in turn have helped to market the product, by promoting its properties to their own customers. Two years on we are seeing how antimicrobial protection is being sought across the supply chain at little added cost; boosting prevention against the spread of infection through the choice of uPVC cable containment.
Achieving exposure As this example shows, the manufacturer/wholesaler role is critical when the marketing and awareness of a new product begins and it is through a joined-up approach that maximum exposure is achieved. Pressure to speed up time spent on site is another message that is being received and products and accessories that allow contractors to achieve this are being fully embraced. Traditionally, the UK construction industry is one reluctant to seek change, however, as
pressure mounts through difficult market conditions, our sector is being challenged to consider how it works and the products it uses. Marco also believes that a manufacturer’s commitment to the retention of high stock levels as well as the ability to deliver to agreed turnaround times is critical. Many manufacturers may have been forced to slow down production, outputting minimal additional stock which in turn can affect the ability for the wholesaler to deliver, when they are faced with unexpected orders with quick turnaround times. We have ensured that our stock levels have
remained consistently high which has helped us gather more market share during recent times. One development to this need was the opening of a second unit for storage only, enabling high stock levels, free next-day delivery and larger factory capacity for more increased development and general production.
Adding value Many contractors have streamlined or
restructured their businesses to give themselves a competitive edge during the downturn. They apply the same principles when choosing their supply chain, seeking added value through partnerships both with the distributor and the manufacturer. Many manufacturers have adapted in
response and it is those businesses that we believe will continue to thrive. We remain optimistic with a very positive outlook and have stayed true to our strategic plan throughout recent years in terms of product development and continued investment. As a result the quality of our product, expanding range and commitment to customer excellence has earned us a strong and growing customer base across the UK.
www.marcocm.com 22 | electrical wholesaler February 2014
www.ewnews.co.uk
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