Szolvegy's 42-day marathon

Solvegy Vegypari, manufacturer and distributor of the TISZABOND brand of adhesives, announces the completion of an extensive customer visit programme. Starting with the 42 km to be covered in the marathon event, Szolvegy team from Târgu Mureș has set out to visit, in just 42 dayse, not just the company's customers but all users of adhesives in the wood industry. The marathon started on 30 August and ended on 11 October, with the company's sales representatives doing a real tour de force.

What was the purpose of the approach

Szolvegy believes that the relationship with the customer must be built over time, not only by offering the right products but also by being there for them all the time. That's why a large part of the sales team's time is dedicated to customer visits. This is how they have built up a portfolio of over 280 customers, holding a significant share of the market. Being there for the customer is all the more important in these times of overlapping crises. This is where the idea of the marathon came from.

The marathon aimed, in addition to direct contact with customers, to create a complete and complex picture of the market in this difficult period with permanent price increases, labour shortages, prolonged health crisis.

The main themes were:

• general market trends,
• contact with all possible market partners,
• the deployment of supply and production to customers,
• strengthening relationships and partnerships

It is hard to predict which are general market trends in this period full of surprises of all kinds. However, if you manage to contact all the adhesive consumers in a relatively short period of time you can get an idea whether, for example, the rise in wood prices is a fluke or a trend, or whether it really is a good time in terms of orders for everyone working in the sector.

Contact with other potential market partners was necessary for the company to present its products and availability. The aim is to present itself as a possible reliable partner and as an alternative in case new requirements arise. Szolvegy has a very wide range of partners, from manufacturers of shreddersthe builders of timber frame houses. This variety has allowed them to develop a rich portfolio of products that are tailored to the most challenging technologies.

Maintaining a permanent link with partners is essential for good collaboration. Even if the supply activity is carried out according to well-established criteria and the quality of the products is constantand constantly checked, problems can occur. And helping the customer solve these production problems is one way to strengthen the partnership.

A complete and comprehensive overview of the timber market in general

What are they left with after this marathon of visits? A complete picture of the market and the timber industry in general. A closer link with partners. A clearer picture of performance requirements and adhesive quality. With new links and contacts that can be materialised in the coming period. And most importantly, with the conviction that they are a united, dedicated and efficient team.

Another plus was the message sent to customers and future partners. They understood that they had a collaborator who wanted long-term partnerships, not occasional sales. That they can rely on his presence if there are problems, even if he didn't cause them. That the partner is knowledgeable, and that they can benefit from this information together.

The project was enthusiastically embraced by all team members who were fully committed to achieving the objectives. Whereas before they used to allocate 3 days a week to visit partners, during this period they were on the road for 4 days visiting several factories and workshops with 20%. Their joint effort meant that the entire market was covered in just 42 days and the company's database was considerably enriched.

New products to meet market demands

Some of the information gathered from the market will be translated into new products. The current period, with a higher volume of orders to be handled in the same timeframe, has led to the need for faster reacting adhesives with the same qualities of strength and durability. Although the new products do not mean higher sales volumes or products with a higher commercial addition for the company, it is determined to offer these new products to the market as soon as possible. Because for Szolvegy, this is what a strong partnership means: paying attention to your partner's wishes and doing your best to fulfil them.

The new products will be ready for testing soon. And we will be back with information as soon as they are available.