2021 Directory

Distribution Focus As in any other area of commerce and industry, the fluid power distribution sector witnesses change on a regular basis, both technological and business-related. Ian Simpson, Managing Director of Flowtech, observes that there has been a considerable level of consolidation and acquisition within the fluid power distribution space. “Some national, multi- branch businesses have been centralising a lot of their locations, whereas others have been acquiring more businesses to increase their fluid power market share within their chosen industry segments,” he says, adding that ecommerce is becoming increasingly important for B2B organisations and users now expect an online experience which more closely mirrors the experience they have on B2C platforms. Simpson also makes the point that the market is becoming increasingly reliant on distribution. “With this in mind the steps already made by companies such as Flowtech mean the user experience is at all time high compared with expectancy levels ten years ago,” he says. “Processes are in place to accommodate growth and that is a major opportunity for companies with the high investment levels and an established infrastructure. Flowtech’s key position within the market should help pave the way for single source to the majority of the UK and Ireland, provided the import export stance still stays strong.” Simpson and Stefan Gunter, Sales & Marketing Director, Abdex, point to a considerable level of consolidation and acquisition within the fluid power distribution space. “For example, Gunter reminds us that it was recently announced that power management company Eaton agreed to sell its Hydraulics business to Danish industrial company Danfoss A/S. “It will be interesting to see how this affects things from a distribution and supply perspective,” he says. “Within the world of distribution, the goal is always to sustain as effectively as possible the product supply chain and also good relationships with suppliers.” Expertise In terms of key market strengths within the fluid power industry, Gunter homes in Distribution – the current state of play 48 www.bfpa.co.uk The BFPA Yearbook spoke with three leading member companies, Flowtech, Pirtek and Abdex, about current strengths, opportunities and remaining concerns within the fluid power equipment distribution arena.  Ian Simpson: “Support from the market-leading manufacturers such as Parker, Rexroth, Eaton and Danfoss are producing products that are literally leading the way in design and performance.”  Paul Dunlop: “Our workforce now has a varied pool of skills to use on the job and potentially to use in order to further their own career path and thereby help to safeguard the future of our industry.”  Stefan Gunter: “A distributor may have a long- established relationship with many of its customers, but it should never be forgotten that custom can be lost in the blink of an eye.”

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