From left to right: Andy Smith, Claire Cozens and Andrew Keeley The secret to success and longevity
CES (Contractors Equipment Sales) were established in 1972 and became a Volvo dealer for utility equipment in 1986. The Voice caught up with Director, Andy Smith, to find out their secret to success…
Business partners Ivan Smith and Michael Cozens, who still work at the business today, established the company when it began life servicing and repairing local machinery before becoming a multi- franchised business servicing and supplying equipment to the construction and agricultural industries in Norfolk and Suffolk. As the business expanded, Ivan and Michael were joined by
Ivan’s son Andy and Michael’s daughter, Claire – all four are joint directors with Ivan and Andy looking after ‘front of shop’ on the sales side with Michael and Claire managing and taking care of the after sales, service and warranty side of the business. Claire’s husband, Rob, also works in the business as Parts Supervisor as does Andy’s wife, another Clare.
Most employees have worked at CES for 25–35 years, so Andrew Keeley, who joined the business two years ago as Sales Engineer, is a relative newcomer to the team.
Andrew has worked in the industry for 34 years and has known CES for all of that time. Claire used to deliver parts to the company Andrew previously worked for and he used to live opposite Andy. With Ivan and Michael approaching 76 and starting to ease off (only slightly!) Andy arranged a meeting with Andrew and offered him a role within the company. Andrew is responsible for building
36 THE VOICE MAGAZINE No32 2018
and maintaining relationships with both prospects and customers in the area and his time is mainly spent out on the road. “We needed someone who knows the industry,” says Andy. “Andrew has been brilliant at making regular contact with everyone which allows us the time to concentrate on day-to-day activities. Andrew visits prospective customers and we then support him by putting together the specification and quotes – this works really well for us and has generated new business for us this year.” CES is able to service and repair machines either in their fully kitted out workshop or out in the field. They also have a comprehensive parts holding which is managed by Graham Ward, another longstanding employee who has been in the business since 1981.
This year has been extremely busy for the small company and they have seen their turnover increase by 45% compared to last year. Andy says, “It’s been quite unpredictable this year, we’ve had people come in to buy parts who have then also bought a Volvo machine and then we’ve received enquiries from people we’ve never dealt with before who want to buy Volvo equipment. But thanks to the support from Volvo, we’ve been able to fill all orders and add these new customers to our portfolio.”
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