A heavyweight contingent of Meiko dealers is today flying out to Germany for a unique insight into the warewashing manufacturer’s global operations.
Senior management from almost 50 dealers are joining Meiko’s UK sales team on the two-day trip, where they will also hear the firm lay out its UK distribution growth plans.
The event will kick off with a tour of Meiko’s Offenburg factory and an update on its latest product innovations. Distributors will then attend a seminar where Meiko will present its 2013 key UK partner distributor ‘draft’ agreement for discussion.
The company is expected to propose revised distributor categories, retrospective rebate scheme entry levels and band percentages, an enhanced after-sales support offering and a select distributor exclusive net pricing on a selection of its most quoted machines.
Writing to partners earlier this year, UK managing director, Bill Downie, said that Meiko’s primary objective was to grow the £4.5m in sales that it currently transacts through partners by strengthening the relationship that it has with its distribution base.
“Our targets to increase business through distributors in 2013 could be considered optimistic, but we believe that with a competitive and balanced commercial offer they can be achieved,” said Downie.
Meiko has been producing warewashing machines from Offenburg since it was founded in 1927. Back then the family-owned business employed just five staff. There are now more than 800 staff onsite, and 1,200 globally.
The Offenburg factory has played a significant part in the evolution of Meiko’s UK distribution strategy in more ways than one.
Back in 2004, when Meiko first embarked on building an indirect sales channel policy it flew 26 distributors out there. At that time it was primarily a large machine and systems company with no distributor business except for an own-branding exercise with Lockhart Catering Equipment, but the trip allowed it to develop a partner agreement that continues to serve as the basis of its offering today.