subject: Small Business Poised for Big Growth; Focus on FESCO Direct [print this page] Not long ago, FESCO Direct was little more than an idea for Matthew Gladen, owner of the Waukesha WI based capital equipment dealer. Matt sought out business professionals and partners required to put the business together which markets and sells three major types of equipment: concrete production equipment, wind turbine systems, and material handling systems. Like other dealers, the company also offers installation, service and other accessories that go with equipment of this nature.
Today, it is almost impossible to be a serious buyer of concrete or wind energy equipment without knowing who FESCO Direct is. While the company has procured exclusive distribution rights to sell 5 lines of equipment over a ten state territory, they sell and service 20+ brands nationally and internationally from their Wisconsin based office.
During a recent interview, Matthew explained "Our focus is customer service; fast and courteous answers. Even if we have no answers, there is no reason to leave a customer hanging. They have obviously asked for this information for a reason and it is our job to provide them with that information..." he continues "If we do our job well enough we should be rewarded with the sale".
The company's attention to customer service must be paying off. They have been actively interviewing and hiring local sales professionals for their concrete division in the following ten states: Minnesota, Iowa, Missouri, Wisconsin, Illinois, Michigan, Indiana, Ohio, Kentucky and West Virginia. Not to mention that most wind energy professionals consider FESCO Direct as one the top 5 dealers in the world of used and remanufactured wind turbines.
How does a company go from an idea to a recognizable brand in multiple industries in a short period? Apparently by using a combination of technology and innovation. FESCO Direct is built on an advanced secured online business platform similar to those used by some of the largest and most advanced companies in the world. From telephone and email communications through prospect and customer relationship management systems, even files and other traditional paper items are all digitized and integrated into the companies secured online business platform, which is accessible through any internet connection anywhere in the world. And because the company data is backed up regularly in multiple locations around the world the risk of data loss due to natural disaster or other catastrophic events is minimized.
Of course it also helps to have management and sales professionals that have decades of experience working in their fields of expertise. And having been able to partner with industry professionals like Enertech, Scaletron, Peak Innovations, Rapid International, Ocmer, and others have also helped FESCO Direct gain quick notoriety in these highly competitive concrete and rapidly growing wind industries.
Ultimately the biggest factor is innovation. FESCO Direct attempts to influence companies to purchase equipment from them by assisting them gain the necessary sales or contracts to support the purchase. While he declined to explain the specific details, Matt said "From a business prospective it makes sense for us to know about projects that are going on and it makes sense for us to support our clients and assist them in winning a project or bid. The biggest problem is getting them to fully communicate with us and understand we want to help them. We aren't haggling over a car or television, we want to earn their business on an ongoing basis, and more importantly prove we are an asset."
Customers seem very please with FESCO Direct, one boasting in a recent customer satisfaction survey "Of all the companies that I contacted you were the most attentive and timely in your response. You definitely were a cut above the other dealers out there. The price and product was exactly what I asked you for." Of course, the fact the company encourages prospects and customers to offer feedback on their pricing and performance is another innovative technique not frequently used by others.
Regardless of any specific reason or combination of reasons, FESCO Direct proves that it is possible for a small business to make a big impact. Focused on customer service and offering quality equipment and service at reasonable prices along with a little help from technology, hard work, and innovation are proving to be the keys to success for FESCO Direct.
Small Business Poised for Big Growth; Focus on FESCO Direct
By: Tebbid Wrightswell
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