A market with great potential – more sales personnel in Norway

Exports to Norway have resulted in success more quickly than expected. Ejendals is now expanding its sales drive with two new personnel. “In the past year alone we have increased our turnover by around 40 per cent,and demand continues to grow,” says Björn Tiberg Pettersen, Ejendals manager in Norway.

It is only three years since Ejendals sought to make its entry into the Norwegian market via a co-operation with Jernia and its warehouse in Oslo. There soon proved to be a great deal of demand for a wide range of high-quality hand and foot protection. Björn Tiberg Pettersen was assigned to cultivate the market and establish contact with users and retailers, a tough job involving a great deal of travelling on long trips, as he says himself. “But it has produced results, and there is no other competitor in Norway with the breadth and quality that we have to offer in our range. We’ve also succeeded in providing reliable logistics.” Consignments are packed and made ready in Leksand for further transportation to the warehouse in Oslo, where the goods are placed in a special ‘street’. Consignments are then divided up and driven out to our customers in Norway, a system which Björn Tiberg Pettersen refers to as crossdocking. “For the customers, this means quick and reliable deliveries in one to two days, irrespective of where they are in the country.”

Creating demand

Norway is currently experiencing a boom bordering on overheating of the economy, with the oil industry acting as the driver. Large-scale construction and investment are, of course, creating demand and this means requisites in the form of personal protective equipment, among other things, are required. “An increasing number of customers are demanding hand and foot protection of a high quality, where comfort and safety play a major role. Of course, the price is of importance but I am actually noticing a change in attitude in this respect.”

Appreciating the advantages

By this he means that customers are placing increasing importance on quality and can appreciate the long-term benefits of fewer injuries, lower absence figures and so on. Here, he says, Ejendals has hit the spot with its range of products. Also, customers have the opportunity to participate and influence the design of shoes and gloves, to come up with their own particular requirements. “Dialogue with our customers is important and long-term co-operation has therefore been of a high priority,” he points out.

Boosted sales force

Ejendals is now expanding efforts in Norway with two new sales personnel. One of them is based in Trondheim with responsibility for the North of Norway, while the other is based in Bergen with responsibility for West Norway. Björn Tiberg Pettersen works in Oslo and southern areas of the country. This has increased the force of their efforts significantly and the target of NOK 54 million in turnover by 2010 seems entirely achievable, he feels. “The demand is there, it’s just a matter of meeting it, and the next stage is the fishing industry. We see a great deal of potential in that particular market, especially concerning footwear and gloves.” That’s the way he talks, Björn Tiberg Pettersen, with a go-ahead spirit and the ability to see the opportunities that are there. And with two new sales personnel, he can work even more effectively and reach even more customers.