News
| Strength in numbers - our independent retailers | 08-05-06 |
A primary reason why Eximo is heading in the right direction in the restructure of its ducting supply line is the strength and support we receive through our independent retail network.
Both in Australia and New Zealand, these dedicated companies are able to take our products into many areas the Blackwood's cannot reach economically.
Both in metropolitan areas and regional centres, the company is a fallback independent retail network use their strong links in even the most remote areas to ensure our product reaches those who need it, regardless of where they are.
For Eximo, this arrangement is a perfect fit. As these independent retailers have very close links to their long-standing markets, our aim is to continually improve the way we supply them and also help expand their markets.
Whether it is flexible ducting, metal ducting, or any of the peripherals that go with these products, for the end user any delays can always cause problems, so we are looking for ways to continuously upgrade our arrangement with these independent retailers to make sure the market has what it needs straight away.
A cross-section of Eximo's independent retail partner network is as follows:
Transpower (Albury/Wodonga)
One of the larger reselling accounts in Victoria before Eximo’s change in strategy, Transpower has found it is turning over a lot more in the modular type ducting rather than flexible ducting.
“Since the change, we have doubled our modular ducting sales which is beneficial for us and handy for Eximo,” said Transpower’s Mr Peter Westland.
“Eximo only has to deal with one organisation (Transpower) and we handle the myriad of small accounts for them.
“We now can go out confidently as a distributor of Eximo product. From our point of view, the marriage has been a very happy one. We are getting more and more enquiries from sectors of the market with which we haven't dealt before, and it is opening up more markets in our core business (power transmission and sales – no installation).
Austin Equipment (Sydney, Newcastle, Wollongong)
To this metropolitan retailer, the flexible ducting range in particular has been well received in the marketplace.
Proprietor, Mr Craig Austin, says Eximo’s wide range of ducting suits almost any application and the new distribution system should have considerable positives for the company as Eximo is moving away from supplying directly to the open market because the retail network offers greater efficiencies.
“The metal ducting is an area we are confident we can grow as we have talked to a wide range of SME manufacturing companies that could easily use the product in installation but they don't normally have a large internal engineering backup – but we can offer them the technical assistance,” said Mr Austin.
“This includes food processing businesses, small woodworking shops, metal finishing companies, and small joineries which may be connecting up a couple of machines to streamline their production.
“With Eximo now supplying product more quickly via us, the market knows it can receive the goods plus installation backup from Austin equipment.”
Austin Equipment has sales representatives familiar with the metal and flexible ducting products so we can turn up to answer questions immediately anywhere in Sydney, Newcastle and Wollongong.
HIS Hose (Melbourne):
Although predominantly an Eximo stockist and distributor in Melbourne, HIS Hose deals with Eximo technical partners and is making contact with these in Melbourne and in regional areas to optimise supply lines.
Primarily stocking the rigid products of Eximo, the company was also moving the product when it was under the Speedlock brand.
Yet, Sales Manager Mr Mario Bugeja says the arrangement is working a lot better now since it became Eximo.
“This is probably working better because the Eximo Victoria branch and the head office are working a lot closer to us.
“Now there is a really close association and more advertising, so people are becoming a lot more aware of the product. There is definitely a marked improvement from the previous arrangement.
“We primarily run the rigid lines and specialised products in the flexible range because we manufacture our own flexible lines, but the distribution arrangement seems to be working quite well.
HIS Hose is a wholly owned and operated Australian company since 1975, which operates from well stocked warehouses/showrooms in the Melbourne suburbs of Sunshine West, Mulgrave and Campbellfield. HIS Hose is a recognised supplier of Industrial hose – Hydraulics [including On-site Van services], Ducting and Pneumatics and associated equipment. Long-term experienced staff ensures HIS Hose are able to provide effective solutions in all of the above market segments.
Its client base encompasses major and minor establishments in government departments, resources, agricultural, industrial, marine and manufacturing industries.
Express Industrial (Sydney)
Express Industrial’s Peter Brennan says the difference now is that the company gains referrals and that is allowing it to work a little more closely with Eximo.
“Things have improved and will have to wait and see how it goes into the next stage. In the past service was an issue but that has gained momentum.
“The new retail network is definitely heading in the right direction which is good for us as we have 12 representatives on the road.”
Express Industrial supplies any industrial markets including building sites, hospitals, government departments, engineering facilities, factories, warehouses.