EXECUTIVE REPORT
Trelawny UK MD, Adam Dickinson
Tales of the unexpected
From its UK base in Leamington Spa to the world stage. Trelawny is bigger and more diverse than you might imagine, with ambitious plans for training and comms. Andy went along to find out more.
One of the delights of being relatively new to the UK plant and tool hire industry is having my ignorance alleviated on an almost daily basis. I thought I had the measure of surface preparation specialists, Trelawny, but an invite to look at its new training facility and a meeting with the management team soon highlighted a number of knowledge gaps. UK MD Adam Dickinson starts the ball rolling....
New machines ready for shipment. Trelawny can also 'skin' its machines to customer requirements.
“Trelawny is not an independently owned company, in fact our Swedish parent company, Indutrade acquired the business back in 2015. Since then we have been part of 160+ companies across Europe that benefit from their support and stability. Indutrade is a Swedish stock market listed company that specialise in acquiring niche, technological companies from all genres but then allow the companies to run their own growth and development strategies in a
“decentralised model”. It’s a unique proposition that leaves Trelawny as captains of our own destiny.”
“Around 50% of our sales are into the global marine market, the balance into construction and hire/rental with a little cross over in the Oil & Gas sector with our ATEX certified tools. The benefit of our equipment is that the majority of our product range can be used on either steel (Marine) or Concrete (Construction). Our expertise in all areas allows Trelawny to fully support the deployment of equipment in any territory which supports our distributors and ends users alike. As a supplier into one of the largest hire companies in Europe, our after sales support is equally as important as the robustness of our products”
Indutrade values the insight and expertise of managers from a variety of sectors, and not necessarily those they come from. Adam has a background in plastics and packaging, while Sales Director Dan Rowledge hails from food and product retail. UK Sales Manager Glenn Chapman, meanwhile, has been with Trelawny for nearly 16 years. What skills does this diverse team bring to the company?
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“Our backgrounds have always involved dealing with distributors and we appreciate that they have needs as well – especially at the moment,” says Adam. “I think that Dan and I bring a fresh viewpoint, particularly regarding customer requirements. If we can make things easy for them, then it means our proposition is in the right place. Glenn and the technical team provide a second tier of information that customers need to be successful.”
Further to customer needs, Trelawny has recently developed a new training suite, which enables a number of functions and facilitates corporate communications during the pandemic, and even beyond. Glenn Chapman picks up the story:
“We distribute to around 65 countries and are active in hands on supporting and visiting customer wherever required. Our export team have been grounded since March due to the pandemic, so we needed to come up with a way to offer the same sort of service our customers were familiar. The result is a new webinar training room, which also doubles as a product showcase and photographic studio”.
“We still stand by the fact that face to face meetings with our customers are key to our business, so it’s been a big challenge for us to change our style and approach,” adds Adam. “Adopting digital platforms is something that we have embraced in full, we are now able to take communication and support to the next level and make sure we can converse with our key stakeholders and clients in each global territory, even whilst at sea! The new facility allows us to train our distributors staff remotely, make corporate introductions to the business and the technologies available, but also provide live
Another view of the Trelawny factory floor - a place for everything and everything in its place.
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