Specialty Fabrics Review May 2019 - 42

"We've always kept a common thread of
outdoor recreational fabrics," says Massey
of the company's expansion strategy.
"We adapt or morph according to what
opportunities present themselves."

The FutureTrac series from TopTec Event Tents is one of the company's most popular lines.
Shown here are FutureTrac keder frame tents with clear tops installed for a lavish wedding.
A Marquee stair-step frame tent provides a covered walkway. Photo: Event Makers.

A BALANCED

APPROACH

T

orey Heinz, founder of Teagles Consulting in Zeeland,
Mich., focuses on helping small marine canvas businesses
streamline their operations and provide more value-added
services. He also provides a web-based software system,
business software consulting services and custom software
development. There are plenty of potential advantages for
businesses that want to expand their services from their
core products, says Heinz. However, to fully realize these
benefits, a thoughtful approach is necessary. He suggests:
* Look at your best/ideal customers, those who really
fit your current business. What do they like about
your business? What might they still need?
* People value convenience. Think about how you
can make your customers' lives easier. For example,
42 REVIEW MAY 2019

AFTER-SALES SUPPORT
ENSURES SUCCESS
Losberger De Boer, which has global
headquarters in Germany and U.S.
headquarters and warehouse in Frederick,
Md., manufactures and sells Germanengineered clearspan tent structures and
accessories, says Joe Langehaug, regional
sales manager. These come in a range of
sizes and configurations and are deployed
for short-term and long-term installations.
Losberger offers an array of no-cost,
added-value, after-sale services and support
to customers, such as training staff at
the install site or the client's facility on
installation; transportation, storage and
other matters; working with the client's
sales staff on how to best present the

a marine fabrication shop could offer to clean and store
boat tops each season for X-amount of dollars. Or, for
X-amount an awning manufacturer could offer a year
of preventative maintenance.
* Consider what you could do for other companies that
might help them present better and bolster their brand.
* Review your core competencies. You want to avoid adding
something that would take you too far from these.
* Evaluate your resources and what the added service would
require. Would you have to take on additional employees?
Would current staff have to undergo training? Would new
equipment be required or would you have to expand your
space? All these factors-and likely others-must be
weighed against the potential payoff of the new service.
Perhaps of greatest importance is determining if the new
service will enhance your brand. If not expertly implemented,
it could detract from it instead, weakening the appeal of even
your core products.



Specialty Fabrics Review May 2019

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