More than a standard business relationship
For some time now, Mitari and Eurosafe Solutions have maintained a close working relationship. What began as a series of small projects has developed into a partnership that goes beyond the standard business relationship. For a better understanding of this special partnership, Jan and Jeremy enthusiastically share their insights on the successful partnership between Eurosafe and Mitari.
Eurosafe
Eurosafe Solutions is a specialist in safe working at height and in confined spaces. From offices in the Netherlands, the UK, Germany and Belgium, they supply reliable systems and solutions for working at height and in confined spaces. To this end, Eurosafe Solutions has developed the unique Safety Circle®. This brings together all their services, helping to manage and maintain every facet of safe working at height or in confined spaces.
The beginning
About four years ago, questions arose from Mitari about overhead systems, marking the beginning of their collaboration with Eurosafe. These enquiries led to several projects, where contact ran smoothly and resulted in multiple requests. Both parties provided more and more support, so the cooperation grew. Eventually, several agreements were put in writing, culminating in the signing of an official contract to confirm the cooperation. This contract included provisions, including an arrangement whereby both parties would share a portion of the proceeds when making an offer to a client proposed by the other party. This not only strengthened the business straps, but transformed the relationship from just a supplier to an in-depth collaboration.
"We complement each other perfectly where needed"
The collaboration
On a monthly basis, Mitari and Eurosafe maintain several moments of contact. Sometimes these result in projects, sometimes they lead nowhere, and in other cases a concrete outcome only reveals itself after the passage of a year.
"A great example of our cooperation is a customer we have both been doing business with for many years. We have done several assignments here, but the contact is not always smooth. Jeremy visits several branches of this customer every week, knows all the coffee machines there, knows all the employees and always finds an entry point. This allows us to join forces. That's the beauty of our total package," Jan explains. "We come to a customer for enclosed spaces, he walks around with other things again, and it all falls together. At the same time, we bring Mitari to the attention of our customers, which results in new requests and orders for Mitari
"I think of Mitari first when I have an issue about lifting equipment."
Successful
Communication is smooth, with the ability to make quick calls, emails or appointments to finalise matters. Thanks to regular informal meetings for a bite to eat or a drink outside the door, the cooperation is not only businesslike, but also approachable.
"Jeremy occasionally invites me to events outside work, such as a football match or a bite to eat together. During these moments, we discuss not only work-related matters but also personal topics. This helps to strengthen our straps and build trust, which translates into improved professional cooperation. I know I can count on him, and vice versa, which further strengthens trust. We support each other," Jan says.
Jeremy adds that this year, ten colleagues from sales and eight colleagues from under the hook visited Eurosafe in Zevenbergen on behalf of Mitari. "Not only is the training we received there important, but being physically on site gives us an insight into what Eurosafe does and what they stand for. This gives us a better understanding of what we have to gain from Eurosafe as a partner and where we can support each other."
Future
The prospects for the cooperation between Mitari and Eurosafe look promising. In terms of customer approach and product offering, the right strategy seems to have been found, but we recognise that there is always room for improvement. One of our initiatives to achieve this is to offer Eurosafe's training courses on our website, while Eurosafe will list us as a partner on their own website. This interaction will expand and vary our offerings for customers. In addition, we will further streamline communication by clearly indicating which contact person belongs to which department. This will allow projects to be handled more efficiently and faster.
Project Details
Eurosafe Solutions
