The Fortec Pallet Distribution Network has completely changed its business model over the past 18 months… The end result is a more efficient company and a more effective licensee network of nearly 70 respected and established transport operators who are successfully building their businesses on the back of the Fortec success story.
Fortec has long had a deserved reputation in the industry for providing a quality service. However, in terms of perception it probably had a lesser image as a progressive commercially driven operation.
That image has certainly changed in recent times as Fortec has embraced the strength of the image of its parent company Geodis and worked closely with Geodis Calberson UK to jointly and successfully attack the corporate market.
Neil Hodgson Managing Director of Midlands based Fortec also believes the changing face of Fortec has evolved through the company’s policy of attracting stronger, more commercially focused licensees.
He explained: “We set out a deliberate strategy to look for more progressive, sales driven licensees without of course diluting our quality service reputation which has been our lifeblood.
“Indeed over the past couple of years we have changed about 30 per cent of our licensee members and the result is now that our current network of licensee partners is the best in our history,” he continued.
“The licensees who have joined us in the past year are more sales and marketing experienced and commercially astute which fits the new Fortec style. Service quality is almost a given. But these licensees understand the importance of branding, marketing and image as key business tools.
Neil Hodgson stressed that the new approach in Fortec reflected the company’s commitment to improve the brand. “We need to promote the Fortec brand as a quality brand in everything we do. In our presentation, not just our livery but throughout our delivery transaction with the customer. Everything we do must embrace the brand,” he said.
A key ingredient of the Fortec formula for a successful relationship with its licensees is the amount of commercial support Fortec provides to them.
“We now have a senior management structure that works with the licensees to help them with their commercial strategy including sales and marketing. It is certainly paying dividends as our growth confirms,” he said. “Our Regional Commercial Manager are almost part of our licensee teams, helping to make a difference and providing the expertise and experience not always found in house”
Hodgson revealed that his commercial teams even helped some licensees to develop a sales plan and a workable sales strategy that links into Fortec’s own CRM systems.
He added: “We are helping our licensees to build their businesses. To embrace change themselves and to have a part in our success which has been up to 25 per cent in terms of growth.”
Hodgson believes Fortec can now look back on its first chapter with some satisfaction. The company is now embarking on its most ambitious strategy to date with a full service ‘one stop shop’ offering with the strategic alliance with APC Overnight.
Added to the fact no other pallet network can boast its own pan European network and, that with Geodis Wilson, the company can offer road, air and deep sea freight delivery, Fortec today, through Geodis has a unique service offering.
Neil Hodgson added: “The Fortec network has come a long way from its early days as a collection of hauliers. Today we are part of a true international network providing unique multi modal logistics solutions whether pallets or parcels.
“No other pallet distribution network can offer such a range of services domestically and internationally.
“It really is the Fortec difference…”
Fortec Pallet Distribution Network
Tel: 0845 676 0017