Executive Hire News › Archives › December 2008 › Executive Report : Pfaff's Silverlining
Executive Report : Pfaff's Silverlining
Pfaff-silberblau Ltd is celebrating 25 years in the UK and MD Kevin Griffiths is using his extensive hire experience to further develop its sales opportunities.
As 2008 draws to a close, Pfaff-silberblau Ltd is celebrating 25 years in the UK. Established in September 1983, this UK operation is one of seven wholly owned European subsidiaries of this German manufacturer, which generated worldwide sales of €62m in 2007. Bavarian-based Pfaff-silberblau describes itself as a European leader in lifting, hoisting and materials handling equipment.
The UK distribution operation is headed by Managing Director, Kevin Griffiths, who joined the Wirrall-based business in June 2007. Kevin certainly brings a wealth of senior management hire industry experience in lifting gear and powered access equipment. Having started out with Harrison Hire, which was acquired by HSS, he spent the next 18 years leading the development of the HSS Lift & Shift brand, helping to create 100 outlets with a £25m turnover. More recently, he has also served with Hire Station’s Lifting Point division.
In the UK, Pfaff-silberblau is focusing on its well-established lifting and handling products, materials handling and actuators. Kevin Griffiths has also started to place greater emphasis on road and rail activity and has restructured the company’s sales effort to reflect this. In addition, the distribution and re-seller network is being expanded to provide more in-depth coverage in strategic geographical areas of the UK and Ireland. “We aim to provide a consistently high quality service to customers and distributors of all types, across all our product ranges – Pfaff-silberblau markets many thousands of different products in the UK.
“The ability to offer technical assistance is a key part of our sales proposition, particularly in the selection of hoists, winches and other safety critical items. People buy from people at the end of the day. We’re experts in our field and our customers know they can rely on us for support. It’s all part of the Pfaff package, which is not just about the product.”
“Sell on quality”
Between 60% and 70% of Pfaff-silberblau UK’s turnover is derived from sales to the hire market, which the company has supplied throughout its 25 year history. Its core products going into hire are electric hoists, hand chain blocks, as well as an extensive range of pallet trucks. With his long-serving hire background, Kevin considers himself something of ‘a poacher turned gamekeeper’. “I’d been a Pfaff client for many years before I came to work at the company, and this has given me a real insight into the brand, which is about good value for money and technical excellence. Previously, I bought on quality and now I sell on quality.
“We aren’t the cheapest in the market, but when you are in hire, I know from experience that cheap products will let you down more often than not.
Our emphasis is on service and fleet life – low maintenance and high reliability, and this, combined with good rental returns, makes Pfaff-silberblau ideal for hire. In recent years, there has also been a sustained investment in new product development and innovation across the range that we offer.”
“We understand how important it is to fulfil orders quickly. Hirers’ end user client base is incredibly demanding. They need to manage their site costs and productivity very tightly, and rely on hirers to have the right products available and ready to hire whenever they need them. It’s a 24 hour business nowadays.
Speaking the same language
“We also speak the same language as hirers, in that we have former hire staff within our business who know the products and can advise on their application and suitability for hire. We add a lot of value and customers appreciate this.”
In its silver anniversary year, that Pfaff has introduced ten new products, many of which will be on display for the first time at the Executive Hire Show next February. New equipment includes two new hand pallet trucks – the ergonomic Flex Motion, which is height adjustable and is described as ideal for use by both left and right handed people, and the power-operated electric Joker Classic. “Both have a place in any modern hire fleet and will raise the bar for user expectations of this key hire product. The EGV ESL range of electric stackers has also been brought up-to-date with advanced battery technology, anti-slip drive and superb manoeuvrability and grip.”
Pfaff is also introducing ZWW EX rack and pinion jacks, Omega winches and Delta rope winches to complement its Silverline range of hand chain blocks, hand pallet trucks, lifting jacks and shifting skates. “As part of our silver anniversary celebrations, we are offering a number of special offers, which will be available up and until the Executive Hire Show in February. In the current tough economic conditions, it makes more sense to offer customers something more meaningful than a round of golf!” •
www.pfaff-silberblau.co.uk |
