Als we met TABS-directeur René Olsthoorn praten, moeten we het hem vragen. Blijven Jongeneel en PontMeyer apart? Of kijken ze naar integratie-kansen?
Hoe zijn TABS’ gedachten over Jongeneel en PontMeyer in een wereld waar we BME horen zeggen dat ze acquisities – uiteraard – onder één propositie gaan scharen? Dat vroegen we aan René Olsthoorn in een uitgebreid TABS-interview met MIXpro. BME-chef Remco Teulings zei onlangs in MIXpro dat hij Raab Karcher en BMN uiteindelijk – uiteraard – onder één propositie zal brengen. Denken ze daar bij TABS Holland anders over?
Kostenbesparing versus klantverlies
“Het is makkelijker om onder één naam te opereren. Maar ik ben hier niet voor ‘makkelijk’, ik ben hier voor goede handel." Dat zegt TABS-directeur Olsthoorn. "En stel nou dat we PontMeyer en Jongeneel zouden samenvoegen, hoe weeg je dan de voor- en nadelen af? Met één naam bespaar je kosten, maar wat zijn de nadelen? Neem de Rigakade in Amsterdam: daar zitten PontMeyer en Jongeneel in één straat. Met een Stiho-vestiging aan de overkant. Wat als we nou een van die twee sluiten? Klanten rijden ‘om een reden’ naar blauw (PontMeyer) of naar oranje (Jongeneel). En als ik een van die twee sluit, riskeer ik dat ik sommige van die klanten verlies. Maar hoeveel klanten mag ik dan verliezen in ruil voor de kostenbesparing op die ene naam? Ik heb nieuws voor je: dat zijn er niet zoveel."
Bestaansrecht voor beide ketens
Olsthoorn: "Toen we Jongeneel kochten – een organisatie waar we als PontMeyer al meer dan 170 jaar keihard mee concurreerden – hebben we het omgedraaid en vooral gekeken naar het bestaansrecht voor beide ketens. Toen hebben we geconcludeerd dat we in beide formules nog zoveel konden verbeteren dat ze gerust naast elkaar konden blijven bestaan. Of dat over dertig jaar nog steeds zo is, weet ik niet. Maar wat ik wel weet, is dat we daar voorlopig meer mee kunnen bereiken dan ze op één hoop te vegen.”
Klanten kiezen
Als je Olsthoorn naar verschillen tussen Jongeneel en PontMeyer vraagt, reageert hij resoluut. “Wat ik vind, doet niet ter zake. Het gaat om de klant en we hebben zoveel verschillende klanten. Als we ze naar de reden vragen waarom ze kopen waar ze kopen dan is het niet omdat de gevel blauw is of oranje. Maar dan gaat het om Jantje of Pietje achter de balie, in de loods of op de verkoop binnendienst. Al zullen aannemers Jongeneel gemiddeld iets meer zien als een hout-, plaat- en gevelspecialist en PontMeyer iets meer als een adres waar ze alles hebben. Maar dat is het dan ook.”
Dit is een fragment uit een uitgebreid interview met TABS-directeur Rene Olsthoorn
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