HCUK, the UK's exclusive distributor of Hangcha forklift trucks and genuine parts, is positioning itself as a long term growth partner for dealers rather than simply a supplier.
Rachel's take
Backing dealers is a channel sales strategy, and it lives on the strength of the partnership team. Distributors win when they hire commercial people who make their dealers genuinely more successful.
Rachel Lunn, Founder, EvaraCertainty in the investment
The company argues that long term success for forklift dealers rests on two things, product confidence and partner reliability. In a competitive market where unsupported equipment and inconsistent aftercare create risk, it is offering certainty in the investment dealers make.
As an authorised distributor, HCUK frames its role as delivering trucks, expert support and a relationship built for sustainable growth.
Support behind the product
Ben Afford, head of dealer sales and product management at Hangcha, set out the case for dealing directly with an authorised distributor that backs its products with parts and support.
The message is aimed at dealers nationwide weighing up which brands and partners to build their businesses around.
What this means for commercial teams
- Distributors competing on partnership and support need commercial people who can build trust with a dealer network over time.
- As the pitch shifts from product to relationship, sales hires who can manage long term accounts become more valuable.
This summary is based on reporting by Warehouse News. Read the original article.
