44
15 people, proving very successful. This the policy and preference of the local other Asian countries and route product
UIforwardUIforwardUIforward
month we opened in Bulgaria where management is an equally strong factor.” through Bopac to achieve these logistical
there is also great potential.” Again FABORY’s “We now have close to 100 shops and we are efficiencies.”
logistics capability is key in servicing the
shifting to a higher gear. We have recently
market to exceptionally high levels. FABORY’s
piloted a new style of FABORY Centre here in
“I am a little afraid that the complexity of the
sourcing, inspection and packaging operation
Holland, more retail in its layout and
case means that, in the end, they will base
in China, Bopac, now handles 20,000 tonnes
operational systems. The next phase is a
their decision on some political reasoning.
of fasteners per year. In 2002 little more than
major increase in the number of FABORY
Fasteners is a very small part of a much larger
5% of FABORY’s incoming products came from
Centres, perhaps to a final total of 400 or
political issue. I can only hope that they will
Asia, now the figure is nearer 60%. The
more.”
make a wise and informed decision.”
transition has been managed without in any
way compromising FABORY’s commitment to
There are clear parallels with consumer
Finally, then, what of his own future? “I have
quality. “What it means now is that each
service groups. Van der Aa refers to Starbucks
announced that I am leaving FABORY,” he
container we receive at Tilburg is unpacked by
and McDonalds. “I have invested in the
replies. “I plan to leave by the summer, as
a robot,” says Alfons van der Aa. “We have
marketing department which is now
long as my successor has been appointed by
achieved both high levels of efficiency and
responsible for the FABORY Centre concept.
then. It will be to do something else, but I do
confidence in our supply chain, which is part
Every shop looks the same and has the same
not know what yet. I have a very
of the assurance we provide to all our
way of working. The standardisation allows
young family and I would
customers.”
rapid rollout and a seamless interface with the
like to do less
logistics network.
Tilburg acts as central warehouse for the
Two questions remain to be poised
group’s European operation and despatches
to Alfons van der Aa.
product direct to FABORY Centre customers in
The first is
Benelux, Germany and parts of France. A
similar, although predominantly manually
operated, central warehousing
and logistic operation
services
travelling and spend
rather more time with them.”
the
“It is also fair to the company. It is important it
same as on
has a CEO who has the right motivation to
many people’s lips in the
give more than 100% of his time. I must say I
European fastener industry. “What
feel quite happy with what I did with the
about antidumping?” It is an issue in which
company – I really changed it, not only
Alfons van der Aa is deeply involved, working
Eastern Europe
improving it financially, but also making it into
on a coordinated response to the current
FABORY Centres and
a different style of business. Could I change it
complaint from the top European distribution
customers from Brno. The FABORY
again – Probably. Would I like to do it again –
players. “We strongly believe that there
Centres each hold a
No.”
should not be any antidumping penalties. We
believe in free trade. AD measures help the
core stock for immediate collection by or
“It is time for someone fresh to look at the
weak - with free trade the best win.”
delivery to local customers. ‘Local’ is a key
company. Maybe with a fresh vision, certainly
word. Each Centre has a local focus and it is
with the energy and commitment to follow it
“We attended a hearing in Brussels and I think
fundamental to the concept that management
through.”
we made some strong points, not least that
and personnel are also from the locality. “This
fastener importers are not small, insignificant
is how I typify the FABORY Centres,” explains
“I do feel a strong affinity to the fastener
businesses in Europe. It is a complicated
Alfons van der Aa. “It is the local Mam and
industry and the future is fascinating. There
matter, something we also tried to explain.
Pop shop, but with a highly efficient back
will be a lot more consolidation, look at the
You cannot simply see the quality of the
office and logistics operation in the
Würth Group buying Arvid Nilsson this year
product so how do you make proper
background. The service relationship is a local,
already. There will also, I am sure, be major
comparisons? That is complicated enough with
intimate one.” There are four sales channels
changes on the supply side. I think
just one product, but then look at it when you
integral to the concept. Each FABORY Centre
antidumping will prove to be just a blip on the
have 50,000 articles in the catalogue, as we
has one or two external sales people and a
screen amidst a much bigger picture. There
do.”
sales counter. Additionally there are regional will be consolidation in China and in India also
call centres, again carefully staffed to ensure and, with the dramatic changes in the
that inbound calls are answered in the right
“Of course, the imposition of tariffs would
western financial markets, I think there are
language, and accent. Finally, for e-business,
affect the FABORY business. However, we
very likely to be acquisitions forward along
there is an online shop:
source high quality in China and pay higher
the supply and value chain. Maybe
http://order.fabory.com. FABORY monitors the
prices accordingly. There is no question of
antidumping will accelerate this but certainly
performance of each channel, in each location,
dumping. Bopac also delivers logistical
it is clear the coin is dropping and Asian
as part of a range of key performance
efficiencies, which are not taken away if
manufacturers are becoming aware that the
indicators. “Traffic through the channels does antidumping measures are applied. You have
real value in their product is to be realised
vary dependent on location and the maturity also to recognise that the operation is situated
further along the chain and they have deep
of the market,’ says Alfons van der Aa, “but
in a bonded zone. We already source from
pockets now.”
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