Following the acquisition of Envopak by US-based Illinois Tool Works (ITW), the company has been restructured and refocused.
This was announced by ITW Envopak international projects sales director, David Billingham, during a visit to local distributor, Aluvin Securiseal. "The sales force has split into two divisions - general ongoing sales and the projects division. The former will concentrate on the regular range of products while the latter will provide a more solution-based service," says Billingham.
Kevin Norwitz, managing director of Aluvin Securiseal, says that the ITW Envopak strategy is in keeping with Aluvin's approach. "Products alone are not sufficient for our customers. Hence, we provide a full service including a full analysis of our customers' needs including the most efficient systems and processes required and then, of course, the relevant product to fit into those processes. The new focus at ITW Envopak is going to help strengthen this strategy," says Norwitz.
Billingham explained that the project division has focused up to now on two main industries, airlines and cash-in-transit both of which offer huge international opportunities. "These industries lend themselves to project work, as very often the people within these industries are aware of the security needs but are not sure of the solution. In the UK, for example, we recently helped a company that transports small, but high value goods using a disposable bag system. On analysis we proved that a reusable bag could be used time and again in conjunction with the appropriate sealing system and the company saved over £100 000 in the first year," explained Billingham.
Norwitz added that Aluvin looks for the transferability of the system so that all the experience gained by devising systems for customers worldwide can be used for customers with similar needs wherever they may be. "The project type approach enables us to develop the best practicable solutions for our customers. Of course, this system, to be effective, requires a mutual trust and a close relationship between our customers and ourselves. I am pleased to say that this is generally the case and over the years we have developed real partnerships with our customers," he said.
Joanne Parker, international projects manager of ITW Envopak said the biggest challenge presented by the acquisition involves maintaining and even improving excellent service levels. "Since the change in the structure we have worked even closer with some of our more committed distributors and Aluvin is certainly one of our most committed," says Parker.
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