eKourier April 2017

FEATURES

Business Class By Kennards

I t was 2007 and we had just designed an in-house customer portal that gave us a leading edge over our competition and the ability to offer multiple storage units through a consolidated invoice. We had revolutionised the way we did business with large corporate clients. A gateway which stood us in good stead and placed us years ahead of our competition.

Using this as our base we made the decision to remodel our National Account Program to match our service. In February 2017 Business Class by Kennards was formed replacing our once National Account offer. Business Class is new, it’s personalised and it’s already a hit with clients! The new name communicates our message blending all our great ingredients into an industry first experience. In fact, only last week we initiated a rubbish report for a client that showed a repeated pattern of waste from their Team over ordering stock. It was this insight that triggered a chain of events saving this client money in manufac- turing, packaging, warehousing, delivery and finally the end of the line, disposal. It’s these real life examples that set us apart from budget driven operators. It’s this level of care that will hold us favourable in the minds of our clients. Combined with the development of our new software, digital agreements and improved payment systems we are literally just taking off with our Business Class offer. Fiona Harding Business Development Manager

After digesting feedback from tenders it became clear our clients weren’t comparing apples with apples. In fact many decisions were being made by a person who had never stepped foot in a storage centre and never had any intention to. ‘Paper Agreements’ It was the feedback we needed to better define the value of our offer. If there’s one thing we know it’s that good storage isn’t cheap and cheap storage isn’t good. It was time to take a good hard look at our offer.

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Business Class is new, it’s personalised and it’s already a hit with the clients!

At the time the ability to provide single invoicing through any storage software on the market was simply unheard of. It was the start of our National Account program. Of course being market leaders of any industry greatly increases the odds of competition to follow. Fast forward a decade and not surprisingly many have tried to copy our offer giving customers more choice.

‘ Traditionally our promotion had been around the quality of our centres, our goods and handling service, meeting rooms and consolidated invoicing but in fact our real point of difference is our care factor. When companies join with Kennards they are buying into a partnership which includes ongoing support. We promise the highest level of service and profes- sionalism in the industry and savings yielded here often far exceed any initial competitor discount.

When businesses can’t compete on quality they compete with price.

4 Kennards Kourier April 2017