56
ANALYSIS
“Strong relations with customers, optimised
lean processes and added value for the
customers will be more important than ever.”
Dr. Florian Seidl
president, Fachverband des Schrauben-Großhandels e.V., Germany
Looking back, 2009 was the worst year for the German Fastener suppliers after the closure of China. The European suppliers will not
distributors since the end of the war. Turnover shrank between 40% be able to fulfi l a growing demand at reasonable prices. On the
and 20%, 28% on average. The MRO business was at the upper contrary it is an open question, which will survive a crisis that hit the
level: the automotive, especially truck, business on the lower end. manufacturers especially hard, because of their dependence upon
Due to this decrease and because stocks were packed full at the the automotive industry. They will continue to try to close the market
beginning of the year, as a consequence of anti-dumping, nobody through new measures to prevent free trade.
placed big orders. So the liquidity of most distributors was better For distributors, on one hand is the risk that some companies
despite lower turnovers and margins. try to get a greater share of a smaller market at lower prices.
The market seems at the end of the year to grow slowly, but On the other hand, there is the tendency for industry to reduce
there is still a risk that a relapse will come in 2010. In any case the suppliers which may help our trade. Strong relations with customers,
growth will be only modest for the next years. It is still an open optimised lean processes and added value for the customers will be
question which countries and which manufacturers will be the main more important than ever.
“Overall, I see the outlook
for fasteners as positive.
The general market volume
we cannot infl uence but
fasteners will continue to have
Wilhelm A. Böllhoff
their place in the future.” Böllhoff Group, Germany
Yes, 2009 wasn’t a pleasure. But if we In the future we will still see manufacturers more ecological, lighter with new materials
look back into generations (my brother and distributors. We will see generalists and and so fasteners have to react and offer new
Michael and I are the fourth generation) specialists. Those, which produce standard technology applications.
it was anyway better than a lot of products are probably more in the Eastern Overall, I see the outlook for fasteners
terrible ‘events’ that happened in earlier part of the world now and we still have as positive. The general market volume we
generations. those who focus on innovative niches. All cannot infl uence but fasteners will continue
If you mean by “event” the most types of producers and distributors can have to have their place in the future. Of course
important “meeting” then for all of us it was a good future if the management is able to those, who are able to grow internationally
probably the Fastener Fair in Stuttgart. If you focus and concentrate on a clear strategy. are in a better position than those who only
mean by “event” the general situation then Overall the global supply chain will have local markets.
it was of course that the whole automotive increase. The anti-dumping decision on The priority on which fastener businesses
and other industry lost between 20% and fasteners from China had a big and will need to focus is technical and logistical
40% volumes. Some industries more, some probably go on to have a bigger effect on support. The main topic will be to support
less. Of course all of us were affected and the supply chain of distributors for the total value chain of the customers
had to react fast. DIN/ISO standard products. to reduce total cost. The material cost of
What should be learnt from such a crisis? The relation between supplier and fasteners (often called as “C-parts”) is small.
Firstly, you can never have enough cash customer will become even closer - not only So we have to focus on the total cost chain.
and equity in the “pocket” or in the balance products but also service will be required. The main dangers are that our customers
sheet to be on the safe side. Secondly, for The expectations of our customers will know that we provide a good service and
the future our cost structure must be more always grow from a technical and logistical reduce total cost but do not pay for that. The
variable to react to this kind of crisis – point of view. So we have to adapt and build entire industry of fastener manufacturers
something I am convinced can occur again even better relationships. The challenge will and fastener distributors has to point out this
and not so far away. be: To get more service turnover out of that! even more clearly - instead of competing
Overall the world industry will need The technologies of fasteners will between themselves with material prices.
fasteners, so I do not see too many new or change, but not in a revolutionary way. Cars,
bad implications for the fastener industry. machines and everything have to become
Fastener + Fixing Magazine • Issue 61 January 2010
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