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Word on the Wire By Andy Latham andy@salvagewire.com
Are You Ready to Stand Tall? A
m I a dog that you come after me with a stick?” 1 Samuel 17:43 Many will know the story of David and Goliath, the small shepherd boy against the giant warrior, the underdog against the powerful. If you know the story then you will know that David beat Goliath by using a sling and a stone to knock him out and then kill him with his own sword. Goliath was equipped for close quarter fighting – hand-to-hand in other words – and wasn’t ready for the attack that came from this little man who stood in front of him.
History has many examples of the underdog succeeding against a seeming- ly all-powerful opponent and these battles continue today.
I have been working with one compa- ny in the UK over the last year, they are a very small fish in a large pond – a David against a number of Goliaths. Recognizing the potential of the Eastern European market for spare parts, they have set up an operation that exports parts bundles from the UK to four coun- tries in Europe. Controlling the sale and transportation of the bundles means that they can give the best service to their cus- tomers and suppliers, and they are strug- gling to satisfy the demand from Europe. Exhibiting many of the talents of David, they think outside of the box, don’t fol- low the expected processes, challenge existing practices, and are learning very rapidly about their strengths and the weaknesses of the competition. Some potential suppliers are not inter- ested in working with them because their processes are so different from the norm, their standards are higher than some sup- pliers want to achieve, and they do not suffer failure happily because most of the time there is a disappointed customer at the other end of that failure.
They are pushing ahead with new sys- tems and processes that will enable whole vehicles, parts bundles, and individual
28 Automotive Recycling | March-April 2015
They think outside of the box, don’t follow the expected processes, challenge existing practices, and are learning very rapidly about their strengths and the weaknesses of the competition.
parts to be uploaded onto their web site from anywhere in the UK, auctioned and delivered to overseas customers, and all of this is at zero cost to the seller. I spoke to one of their regular suppli- ers who said that they were one of the best companies he has worked with over the years, “I am able to sell parts bundles or whole vehicles that would normally end up in the crusher, I am making more profit per vehicle, my yard is busier than ever and I can pay more for the vehicles I am purchasing which makes my cus- tomers happier” he said.
So where is the comparison with David? Their experiences are starting to define who they are, what they stand for, and the many differences between them and the rest of the industry. Sometimes they need to build bridges to connect with suppliers and show them the options available; at other times they need to throw a few stones – not to kill anyone – but to make business owners and managers pause,
take a look at their own current practices and processes, and see how a different way of thinking can increase sales, improve recycling rates, and increase profit potential.
These guys are determined to succeed by offering different, innovative solu- tions, by being small and flexible, by building bridges and, occasionally, throw- ing a few stones.
Maximizing your strengths, searching out vulnerabilities in your competitors, and battling giants sometimes takes a third party perspective, and is something that I offer my clients through consultations with my company, Salvage Wire.
Andy Latham is Managing Director of Salvage Wire, a unique Auto Recycling consultancy with a focus on Safety, Ethics, and Profitability for all clients. With over 30 years of experience
in the automotive industry, Andy shares his knowledge, ex- perience, and wisdom garnered as an engineer, manager, and leader: Contact him at +44(0)7710 877411 or e-mail andy@salvagewire.com.