ABUS bouwt de laatste vijf jaar aan een nieuwe setup voor de Nederlandse markt. In 2020 namen zij Metafa, hun distributeur van ABUS Pfaffenhain cilinders over. Na een overgangsperiode van drie jaar zijn de activiteiten van beide bedrijven losgekoppeld. Dat betekent dat vanaf dit jaar ABUS zelf de Nederlandse markt betreedt. En dat biedt nieuwe kansen.
“Nu de overgangsperiode met Metafa achter de rug is, gaat er voor onze klanten niks veranderen. Want in principe werken we al drie jaar op deze manier”, zegt Ronald Kuyken, managing director bij ABUS Nederland. “Wat een voordeel van onze strategische keuze gaat worden? Kijk, een agent heeft meerdere merken in zijn productportfolio. Nu kunnen we alleen over ABUS-producten spreken. Dat geeft ons nieuwe mogelijkheden. Daarbij komt dat de markt steeds transparanter en agressiever wordt. We zien dat de lijnen korter worden. Directe verkoop aan eindgebruikers is voor ons geen optie, want we werken altijd samen met onze partners. Met onze partners zoeken we naar de markt en daar helpen we ook bij. Bijvoorbeeld bij projectaanvragen. Samen gaan we het gesprek aan, luisteren naar de wens van de klant en bieden een oplossing aan waarbij we kijken welke partner daar het meest geschikt voor is.”
Niet in de bestuurdersstoel
Zo’n vijftien jaar geleden begon ABUS te bouwen aan de Security-Center tak (elektronische beveiliging) in Nederland. “Na acht jaar hebben we toen tegen elkaar gezegd dat we de organisatie anders in willen richten”, legt Kuyken uit. “Waarom? Nou, omdat ieder land alle disciplines van ABUS in één organisatie had, behalve in Nederland. We werkten met twee agentschappen: Cillekens en Metafa. Maar daarbij zaten we niet zelf in de bestuurdersstoel, we waren afhankelijk van onze band met derden. In 2018 zijn wij van start gegaan met de nieuwe organisatie en hebben we de ABUS Security-Center omgedoopt tot ABUS Nederland. Onze eerste stap was de aankoop van Metafa, dat was in 2020. Destijds deden zij cilinders van ABUS Pfaffenhain, maar ook zaken zoals deurbeslag van de firma Hafi en Dieckmann en sleutels en sleutelmachines van de firma Keyline. Het cilindergedeelte hebben we er toen uit gehaald. Al het personeel werd destijds overgenomen - met de afspraak om Metafa te helpen om ze opnieuw te laten starten.” Sinds dit jaar is het zover dat ABUS en Metafa op eigen benen verder gaan. Een gedeelte van de gespecialiseerde medewerkers gaat daarbij verder bij Metafa, met eigen producten in een ander pand.
Direct contact met de markt
ABUS Nederland heeft verschillende taken, zo beleveren ze onder andere magazijnen van de inkooporganisaties, ijzerwaren zaken, slotenmakers en installateurs. Maar ook aanvragen voor volume- of stuksleveringen en specialties doen ze. Daar waar mogelijk trekken ze op met de firma Cillekens. Vanaf juli 2021 vervult ABUS een dubbelrol als agent en distributeur, waarbij Cillekens de distributierol vervult. “Om die bredere rol te kunnen vervullen hebben we in Nederland ons personeelsbestand verder opgeschaald, onder andere met collega’s voor de verkoop binnen- en buitendienst.”
Plug & play
De synergie tussen de verschillende productgroepen biedt nieuwe kansen en nieuwe markten. Kuyken: “Bijvoorbeeld bij slotenmakers en ijzerwarenhandels. Of neem elektronische producten bij de installateurs en IT-bedrijven. Die laatste markt is in opkomst, vooral met toegangscontrole en camerabewaking, waarbij geen certificaat voor de verzekeraar nodig is. Bij deze producten hebben we gradaties in ons productenpakket. Bijvoorbeeld voor profklanten, die producten met een certificaat willen hebben. En een apart portfolio voor ijzerwarenklanten, die vaker plug-and-play producten willen hebben. We zien de mogelijkheden en we zien ook klanten die daarin groeien. Bijvoorbeeld door complete sluitplannen mét camera’s aan te bieden. Daarin gaan we stappen maken, ook door andere systemen te bouwen. Neem een installateur die bij een klant komt. Die klant ziet ABUS-producten en vraagt naar andere producten van ons merk. Dat was met Metafa en Cillekens lastiger, nu hebben we meer synergie. We zien nu zelf meer en kunnen doen hoe wij het willen.”
Groothandel verschilt van dhz
“Kijk je naar ons businessmodel, dan zit 95% van de mechanische sluitingen bij de professionals. Dus veel minder bij dhz, terwijl we daar wel mogelijkheden zien en naar toe willen. Daar kijken we naar, we willen meer differentiëren.” Tegelijkertijd merkt Kuyken op dat in de dhz mogelijkheden liggen voor de toekomst, maar dat dit een andere markt is dan de profmarkt. “Staand voor een winkelrek is de adviesfunctie niet altijd optimaal. Het is voor de eindklant niet altijd even gemakkelijk om te bepalen welke producten hij moet hebben. We moeten dus goed nadenken hoe je een product presenteert. Tegelijkertijd zijn er ketens in de dhz die steeds meer naar de professional opschuiven. Je moet dus goed kijken wat je bij welke keten neer moet leggen. Dat is afhankelijk van het type klant en de adviesfunctie.”
Minder beslag op werkkapitaal
Bij de profmarkt ziet hij dat het houden van voorraad en de beschikbaarheid belangrijk zijn. “Zelf zijn ze ook voorraadhoudend, al draait het daarbij natuurlijk om de hardlopers. Klanten gaan naar de specialist als ze advies willen, terwijl in de dhz een product zichzelf moet verkopen. Dat kun je doen met een merknaam. Dan is uitleg belangrijk voor de klant en de keten moet het je gemakkelijk maken. En zit er een goed verhaal achter? Dan merkt een keten dat het merk zichzelf verkoopt.” Naast de sterke merknaam ontlast ABUS ketens door samen te kijken naar de omloopsnelheid, advies te geven bij het assortiment en duidelijk te maken welke services erachter zitten. “Het draait ook om het beslag op het werkkapitaal. Langzaam roterende producten kosten geld. We helpen klanten om hun werkkapitaal te beperken door minimale voorraden aan te houden en door ons serviceapparaat toch een compleet assortiment te kunnen bieden – vandaag bestellen, morgen in huis.”
Vanuit Son of vanuit fabriek
“Klanten worden, waar mogelijk, direct beleverd vanuit onze magazijnen in Duitsland. In Son is het ABUS servicecenter gevestigd, waar wij onze assemblagelijn voor de cilinders hebben. Hierdoor zijn wij zeer flexibel en snel. “Bij de verkoop kunnen we onze eigen montageafdeling inzetten of onze fabriek bij de grootschalige projecten. Bovendien hebben we altijd 100% controle bij wat we doen, we kunnen testen en zekerheid bieden. Is er bijvoorbeeld een nabestelling van een cilinder op nummer? Dan produceren we een sleutel om te testen, waarna we deze uiteraard vernietigen”, zegt Kuyken. “Bovendien gaan we straks naar één erp-systeem voor de hele organisatie. Daarbij kunnen wij nog sneller en efficiënter werken, wat vele voordelen gaat geven voor onze klant en eindklant. Marketing Manager Maurice de Bekker voegt toe: “Ook aan de marketingkant geeft dit extra voordelen. Dankzij de partnerportalen die we hieraan kunnen koppelen zijn duidelijker aanwezig bij onze klanten. Dat moet de verkoop vergemakkelijken.”
ABUS en Metafa vanaf dit jaar losgekoppeld
Het familiebedrijf ABUS bestaat uit drie segmenten. Het eerste segment is huisbeveiliging, waaronder de cilinders, vensterbeveiligingen, hangsloten en accessoires vallen. Het tweede segment is mobiele beveiliging, waaronder fiets- en motor producten vallen. Het derde segment zijn de elektronische producten, zoals camerabewaking, inbraaksystemen en toegangscontrole. Volgend jaar viert het bedrijf hun 100-jarig bestaan.
ABUS Nederland BV, Son, 0499 477 876, www.abus.com, info@abus.nl
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