Increasing exposure in the European market
In Europe, the wholesale distribution channels for the majority of Danfoss products are well established. But these channels are less developed for industrial products such as solenoid valves and pressure and temperature components. That’s why Danfoss has launched a Wholesaler Strategy to increase the visibility and availability of our industrial products in Europe.
The Wholesaler Strategy is being implemented in various countries, including the UK, France, Germany, Poland and Denmark. It involves a Partner Programme containing 13 targets and activities to make sure that our relationship with our wholesalers develops into a win-win situation. It also ensures that what really matters to Danfoss customers – quality and reliability – is in place throughout the process, from technical support to promotion material, training, and values.
In some countries we’re helping to build the commercial sales capabilities of our wholesalers. For example, we recently held a training session for 20 of our Polish partners, where we took an in-depth look at value adding and how to make it work for their customers.
The Wholesaler Strategy is a bonus for our smaller customers too. Because the majority of our selected wholesalers also stock accessories for our products, such as pipes and fittings, delivery times are now faster and customers get easier access to technical and commercial support for our products.
Although still in its infancy, the latest figures show a significant increase in turnover from our selected European wholesalers. So the strategy is proving a great success.
During the latter half of 2008 we’ll be strengthening the Wholesaler Strategy and expect it to be fully implemented in Europe during 2009.
Contact your nearest Danfoss office to get in touch with a Danfoss wholesaler near you, or to hear more about our Partner Programme.
By Joakim Johansson, Regional Sales Director
