Steen has to be seen
de-scalers, de-frillers and the Steen fi n and tail - are on their doorstep, in Holland, parti cularly, and in Scandinavia, where the company has a local agent, based in Grenaa, Denmark. It helps, said Seesing, to have a distrib- utor who knows the language and the culture. The recent appointment of a new dealer in Nova Scoti a - Blois Fish
Processing Automati on - has made a big impact on the North Ameri- can market, said Seesing. When the company exhibited at the Boston seafood show last year it was ‘very, very good for us’, he said, and North America now represents a substanti al part of the market. ‘We had been working the market there ourselves but with not a very
good return because the other companies are very powerful in the US. But now we see a turnaround, thanks to our agent, who can work the market more effi ciently than we can.’ Sales to the aquaculture industry have been rising, too, with fi sh breed-
ers demanding small machinery as they diversify. ‘Instead of being just suppliers of whole fi
sh...maybe they think they
can have more profi t if they skin the fi sh and process them,’ said Seesing. It is too early to say where the new pin bone remover will sell well, said Seesing, but he believes that when people have had a chance to use it they will be convinced of its merits. ‘The price is higher because we’ve taken out all the disadvantages. But new companies buying their fi rst pin bone remover don’t know the diff erence and the fi rst thing they think of is the price; however, the price isn’t the most important considerati on, it’s the quality.’ The more established companies tend to have pin bone removers
already but, as Seesing points out, ‘our main clients have pin bone re- movers that have failed’. ‘They come to us and if they are nearby we give them demonstrati ons and if they’re further afi eld we’ll send them one of our machines and most of the ti me they end up buying one. Once they’ve seen it, they want one themselves.’ So what gives Steen the competi ti ve edge, not just with the pin bone
STEEN_UK_700T 23-09-2011 12:26 Pagina 1
remover but with all their machines? Seesing won’t talk down a competi tor but will say that Steen has an ex- cellent, high yield and superb quality, of both machine and end-product. ‘For us, quality, yield and customer service are the most important visions and goals in the company, which is certainly appreciated with our clients new, and existi ng. ‘We sell our machines mainly on demonstrati ons. We can get more yield on the fl at fi sh and this is one of our very strong points in the mar- ket, but people don’t believe it. So we say to them, buy a machine, we’ll demonstrate it, and we’ll install it, and if they are not happy we’ll give them their money back.’ FF
STEEN Worldwide ANNO 1960
machine, we’ll demonstrate it, and we’ll install it, and if they are not happy we’ll give them their money back
“Buy a ”
www.fishfarmer-magazine.com
LEADING SPECIALIST IN FISH PROCESSING EQUIPMENT
+ 50 years of creative innovation in machinery Steen is driven by the search for excellence for 50 years. The focus to achieve goals and challenges set
by clients and the determination to strengthen long lasting relationships in confidentiality with customers. That is why we introduced the new ST700T table top skinner. A range of different versions is available for skinning a variety of whole fish and big fillets and also for fine and rough work.
• STEEN 700T SERIES TABLE TOP SKINNER • WHY CHOOSE FOR THE STEEN 700T SERIES TABLE TOP SKINNER?
Safety: electronically monitored guards and foot pedal help for controlled use Technology: the knife holder can be taken out without any tools Efficiency: the knife can be set and locked at different heights Easy: the in-feed plate can be opened without any tools, as well as the rear side New: a brand new concept, already proven itself in the skinning industry
STEEN UK:
mail@steenuk.co.uk - tel.: 0044 14 74 87 37 73 -
www.steen.be 51
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