AirUser 2008 96+4pp 24/7/08 11:31 Page 8
Business report
Customer relations is key
to economic growth
Customer focus rather than cost-saving is now the major driver in the compressed air
and vacuum industry sdays Chris Dee, executive director, BCAS
B
ritain’s manufacturers are continuing to being the big sellers in rotary machines.
defy the pervading economic gloom by • Sales of portable compressors units have also
posting their tenth consecutive quarter of increased year on year with the 51-65 L/sec machines
healthy growth in the second quarter of outselling all other sizes.
2008 according to a major survey published • In a monthly sales index report from the
recently by Engineering Employers Federation and distributor/supplier members, they are recording
Grant Thornton. exceptional growth during the last nine consecutive
months.
Despite reports of weakening economic growth in the
UK, firms reported a rise in domestic orders and export Membership of an industry Trade Association is critical
orders have also remained relatively strong. for business growth and efficiency. All firms – large and
small – must have have access to impartial and expert
The EEF chief economist, Steve Radley, said recently: advice that will improve productivity and, importantly,
“Manufacturers are providing a beacon of light amidst the skills to use it effectively.
the current economic gloom and remain cautiously
optimistic about their immediate prospects. Companies As the only UK Trade Association for the compressed air
are responding to the squeeze on their margins from and vacuum industry, BCAS is a trusted partner to many
rising costs by continuing to invest in their businesses to businesses, be they manufacturers, suppliers or end-
drive up productivity. However, at a time of heightened users, across Britain and, more recently, across Europe.
uncertainty, the government needs to send a clear On any given day you’ll find BCAS staff providing
message that it will ensure that the UK remains an technical, standards and business advice to members –
attractive place to do business.” helping them to tackle a whole range of challenges with
compressed air and vacuum systems.
However, the combination of higher raw material,
energy, component and freight costs has clearly eaten Belonging to BCAS means that we can offer you
into firms’ margins as they have struggled to pass on all business advice, resources and support services, helping
of the cost rises that they are facing. you operate more effectively. Our structure means we
are owned by our members, allowing us to focus on
Many manufacturing firms are outperforming the rest of delivering excellent value.
the economy and are in a good position to weather the
economic downturn, a report from the EEF claims. The BCAS helps its members better meet customer needs,
EEF also said the top performing sectors were enjoying enter new geographic markets and build value in their
stronger growth rates than in France and Germany. offerings.
What is notable is the diversity of activities that use Any trade association has to broaden its outlook and its
compressed air and vacuum systems are thriving. scope. Investing in providing customers with additional
Alongside the well-known success stories of aerospace services has given BCAS members major competitive
and pharmaceuticals are sectors producing food and advantages.
drink, scientific instruments, mechanical appliances and
basic metals – which have all shown strong growth. Two thirds of members cited improved customer
retention and satisfaction, better tailoring of products
A brief look at some of the trends indicated by BCAS and services to customer needs, and the development
members’ statistics schemes over the last four years of new marketing and delivery methods. More than half
clearly shows that BCAS members are able to show such of members said that their customers were more
strong growth: demanding and that responding to these demands had
• Sales of stationary compressors have increased year led to an increasing number being listed in a recent
on year with 2 – 4 kW machines being the big sellers report on the Top 50 Companies by market share.
in reciprocating machines and 7.5/11kW machines
8 AirUser
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