New focus for engineered hose specialist

strategy. Every year the company invests €2 million in those segments (CNC machines, new information technologies, ecology, FSC certificate, humidity and temperature control in production and storage facilities, development of new products and materials etc.). Even higher investment is planned for robotics and automation of production in the near future.

As a result of careful investments and dedication to improvement on all levels, the company’s sales are marked by regular increments, which make Podgorje a financially stable company.

“The majority of sales are done through business partners Adria Mobil, Carthago, Niesmann Bischoff, Kabe Cabby and other partners on the main European markets such as France, Italy, Germany, Scandinavia, Great Britain and Spain. Our furniture is also installed in boats such as the Green line of Seaway Yachts which are sold all over the world,” said Mr Kostanjšek. “To develop a long term relationship with our business partners, we have to support them with design, innovations and development of new products and construction solutions.” To follow all this changes we have developed a sophisticated system to deal with that.

In addition, Podgorje is delivering its products to customers by using just-in-time system, packed according to their requirements.

An effective growth planning

With its innovative and stylish furniture, Podgorje is a well-known manufacturer on 29 markets all over the world. Recently new marketing options have been opened for special furniture for universities, libraries, museums and churches. This specially designed and high quality chairs and benches, made from famous Slavonian oak are produced for a well known design company in London.

Although the main market for Podgorje at the moment is Slovenia, it is not large enough for the planned growth. Therefore the company is working out the strategy to raise its exports while keeping domestic sales stable. ”Geographical expansion is a major aspect of our growth strategy. Principal markets we aim to target in the future are Germany, Great Britain, Scandinavia, France and even Australia,” stated Mr Kostanjšek. ”The recreational vehicle and boat industry has great potential. At the moment sales are stable and a lot of customers are looking

for new solutions. This is our opportunity to grow and to get new business partners.”

Apart from the market expansion within and beyond European borders, the five year strategic plan includes steady organic growth. The company intends to grow every year from five to ten per cent and that will be supported by continuous investments in the manufacturing process and in employees. The company will also increase its use of natural or recycled materials and implementation of the most advanced designers’ ideas in its furniture lines. ”The company’s current development and its five year strategic plan look very promising and give me confidence that all the people involved in the company - our employees, business partners and owners - will enjoy a successful future,” concluded Mr Kostanjšek. n

Visit: www. podgorje.si

SYNTHESIS: high quality ABS edging. ALUMINIUM: aluminium adapted to wrap profiles or for edging. KAPPA: decorative profile with surface in aluminium or wood.

LIKE A TAILOR MADE SUIT info@bvr.it | www.bvr.it

UK-based James Dawson is a leading producer of reinforced silicone and organic rubber based industrial hoses, primarily for heavy vehicles such as buses, trucks and construction machines. Established well over a century ago, it is now embarking on a new strategy to enhance its R&D capabilities and achieve recognition as a total engineered solutions provider. Victoria Hattersley spoke to managing director Paul Edwards to find out more about these new developments.

James Dawson is known to customers throughout the world as a high quality supplier of advanced specialist hoses from either reinforced polymers or organic rubber polymers. The company’s roots reach all the way back to 1896 when it was known as ‘James Dawson & Son’ and specialised in leather drive belts for industrial applications. In fact, its Lincoln headquarters have remained on the same site from the very beginning.

In 1978 the company was acquired by the UK-based Fenner Group and in the years since has evolved to become a global supplier with representatives in Europe, Asia and the US. Its customers include global giant such as Caterpillar, JCB and Cummins. In addition to its two production sites in the UK it has a warehouse in the US, to which nearly half of the goods manufactured in the UK are delivered.

“In fact, exports account for the majority of our sales today,” says Mr Edwards. “Only about 20 per cent of our business overall is in the UK.” Expansion in Asia

One of the company’s biggest growth markets is Asia. For over seven years James Dawson has had a production base in Shanghai, China and its business here is expanding steadily. As many of the company’s major clients already had a presence here, it was recognised that this represented a considerable opportunity.

As Mr Edwards says: “It means our clients are able to continue with their existing suppliers and maintain the same level of quality they offer throughout the world – all without the supply chain issues associated with importing goods. It wasn’t the case that we simply wanted to manufacture cheaply.”

James Dawson originally transferred some workers from the UK to its Shanghai plant, but today the entire workforce is made up of Chinese nationals. Furthermore, in January this year it appointed the first Chinese general manager of its Shanghai operations, Pan Feng.

Mr Edwards explains the importance of this step: “We thought it was time to have a Chinese national run the plant. Pan is someone who has strong experience working with large Western multinationals, so he is able to bridge the gap for us. After all, there are major cultural differences between the West and Asia when it comes to doing business. It is hoped that this appointment will aid our growth in China: for one thing, the local companies we don’t yet work with will be more comfortable doing business with a fellow countryman. In fact, we apply this thinking across all our operations.”

Core products

James Dawson’s core products are silicone and organic rubber based hoses for heavy vehicles such as buses, trucks, diesel engines and construction machinery. Silicone offers a number of benefits compared to conventional hose materials in areas such as reliability and durability for radiator, heater