Close collaboration with the manufacturing supply chain is enabling one major distributor of electronic, electrical, and industrial components to improve its value-added offering to electrical engineers.
Following a visit to the new HELLERMANNTYTON ACADEMY, RS Components is working even more closely with the cable management specialist to devise and deliver bespoke solutions to its customers throughout the UK and the rest of the world. Already the two companies are collaborating on products such as luminous cable ties for specialist industries, printed metal content cable ties for the food and beverage industry, as well as bespoke specialist solutions for the utilities industry.
Despite HellermannTyton being a key supplier to RS Components for more than 35 years, supplying in excess of 1,500 product lines to the business from its UK manufacturing sites, Mike Williams, regional sales manager, admits that it is difficult for its team to have an in-depth understanding of HellermannTyton’s extensive product range. This is where the HELLERMANNTYTON ACADEMY is playing a vital role for electrical distributors, delivering interactive training sessions on the HellermannTyton range of products, enabling businesses to get to grips with its vast range of manufactured solutions.
Mike Williams commented: “We’ve always worked with HellermannTyton’s core range of cable ties, but were previously unaware of how they could support our more general cable management requirements. The ACADEMY opened our eyes to this and showed us some of the more bespoke applications that the business has the capability to develop.
“Our approach to the market is built around delivering complete, added-value solutions, rather than competing on price. Having the ability to collaborate with HellermannTyton and visit its academy, enables us to offer customers everything they need from one source, rather than being part of a wider network of preferred suppliers. As market demands and legislation continue to evolve, this puts us in a highly competitive position.”
Since its visit to the ACADEMY, RS Components has partnered with HellermannTyton on client visits, and is planning to utilise its academy as part of its ongoing sales development strategy. The business has dedicated sales teams covering seven areas of the UK, with three of these already visiting the HELLERMANNTYTON ACADEMY and working more closely with the manufacturer. The other sales teams will also attend the ACADEMY between now and the rest of the year, with annual visits planned for all teams.
Claire Philpott at HellermannTyton commented: “We understand that electrical distributors such as RS Components have two primary business aims; not only do they want to advise customers on the best products for their requirements, but they also want to be able to upsell and provide more bespoke solutions. This is why we created the HELLERMANNTYTON ACADEMY, so that we can advise contractors and wholesalers on the vast range of solutions we can assist them with, so that they can deliver even greater value to their own customers.
“The fact that the ACADEMY has been so useful to RS Components and is now a part of their sales development strategy demonstrates how useful it can be. We are looking forward to welcoming them back to the ACADEMY, and inviting other major businesses to it as well.”