Over six months into his appointment in the newly created post of Vestdavit After Sales Director, Henric Collvin has formulated a clear path towards growing a part of our business that plays to an unsung company strength. Developing strong, long-term relationships can be decisive, and it is certainly something Vestdavit does well, but Henric is also aware that the company earned customer trust in the first place by meeting best practice expectations, including in its performance to support equipment in service.
Previously Vestdavit’s service assignment and spare parts staff worked independently, but Henric has brought the two groups together into a focused, 10-strong internal team that works in the same office area. “There are synergies for customers and Vestdavit if service and spare parts staff work together: service excellence and timely spare parts go hand in hand,” he says. “The goal is to simplify matters for the customer, but it’s also the case that servicing activities are an opportunity to identify spare parts business, and vice versa.”
Flexible and customer-focused package
While essential, service and spare parts are also overheads that customers seek to minimise. Henric believes clients will welcome plans to develop frame agreements which allow them to budget for service, maintenance and parts supply in a single, flexible and customer-focused package with price incentives.
Henric remains convinced that customers also benefit from keeping davit operators well trained. In fact, he is developing Vestdavit’s training offering to be delivered in the field, on-board ships using the customers davits as the training ground. By performing user and maintenance training on-board, customers get more relevant experience. The training course focuses on davit operation and maintenance, prioritising safer davit operations. This is important as statistics show that more than 70% of marine accidents happen due to human error.
After sales business
With a target to double Vestdavit’s after sales business within 2-3 years, “I am also seeking to increase the number of parts held close to market and develop and grow the service network,” Henric adds. “For example, our recently-established subsidiary in Seattle has its own spares warehouse, and that may provide an opportunity to grow service later. Again, we are investigating how to grow service activities through our existing partners.”
https://www.vestdavit.no/wp-content/uploads/2018/04/Q8A6955.jpg9401411vestdavitEditorhttps://www.vestdavit.no/wp-content/uploads/2016/06/logo_256.pngvestdavitEditor2018-04-30 12:46:392018-05-02 08:33:09A new lead for after sales