Transcription
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So, Jonas
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welcome to the Onlinification Pod.
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Thank you, Alexander. Thank you.
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So can you tell us a bit about who
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you are and, where you working?
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Yeah, I can try to.
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My name is Jonas Karlsson.
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I’m managing director at
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Tilka Trading AB.
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Been here for almost three years now.
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15th of August 22.
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I think so, almost three years now.
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Working at Tilka, as I said, and 45 years
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old, living in Kalmar.
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And Tilka are located
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in Mönsterås.
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About three and a half miles north of Kalmar.
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Along the coast, East coast.
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So we have beautiful
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Kalamar Sund right outside our windows here.
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Oh, wow.
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What did you do before you started at Tilka?
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I worked for quite many years at,
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quite similar type of business, but
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a different industry.
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You could say it was a distributor.
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But in home electronics company was called, Electra.
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But
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the way we do business at Tilka
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when we working with C-parts and fasteners,
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are quite similar
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to the way you work with the home electronics.
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It's different products.
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Of course,
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bolts and nuts and screws instead of,
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mobile phones and TV sets and so on.
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And the customers are different, of course.
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But the way
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we work and the way we do the business are quite similar,
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I would say.
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A little bit slower, maybe in this type of business.
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Longer lead times and so on.
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You can work.
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With project for like, half a year, maybe a year.
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Before you get a go or no go.
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In the home electronic business, more
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shorter lead times and more
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rapid type of business, you could say.
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But many things are very, very similar, I would say.
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Yeah.
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So we're going to go more deep into what you actually what Tilka actually do.
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And, we can maybe compare those ways.
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And, and come back to those. But for the listeners
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who don't know who Tilka is,
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what do you do?
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Tilka are a
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company working with, we say
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C-parts or fasteners.
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We had a really tough time actually to
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to find a good word,
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for the products that we are working with or selling.
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But I think C-parts is the word that we, we are using.
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Basically, it's
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bolts and nuts and screws,
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and partsthat the producers, meaning our customers
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aren't developing or manufacturing themselves.
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Sort of parts of a bigger product
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or bigger set, you could say.
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Tilka founded in 1978
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and was a family owned business for
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a lot of years, actually,
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until, October 2021.
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So almost a year before I started, then,
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Bufab group acquired Tilka.
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So since October 2021, we are a part of Bufab group.
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Okay. Yeah.
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And Bufab Group are a
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big group,
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I think it's above 50 companies
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in 35 plus countries.
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So big, big player in the fastener industry.
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Yeah.
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And, they work with C-parts as well?
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Yeah, they work with C-parts.
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And, we have different business units
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and we are a part of business unit Nordic.
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And I think we are Bufab Sweden,
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Norway, Finland.
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Pajo-Bolte in Denmark,
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Rudhäll,
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Magnetfabriken and Tilka.
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So we are seven companies in the Nordic business unit.
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And we all all work with C-parts you could say
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with some niches or,
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differences between us, of course,
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Where Bufab Sweden are the biggest company
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actually, in the group I think,
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and I think Magnetfabriken are
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the smallest of the sister companies, and Tilka
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among the smallest.
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But we have different niches, you could say.
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Yeah.
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I met you once before.
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And I remember that you referred,
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to Tilka as a delicatessen.
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And, could you just, describe,
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What does that mean for you and your customers?
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Our niche in the market or our position,
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you could say, or as I say, we call itself a delicatessen or a deli.
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If you compare with our competitors in the industry,
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say, like Würth or Bossard or so on,
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maybe this is will this comparison will all,
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or only work with the Swedish listeners?
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But if if our competitors are, like, ‘City Gross’
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or like ‘ICA Maxi’, big markets,
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based upon selling, one kilo of,
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cheese, you say, already packaged in in plastic and so on.
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Then Tilka are the deli,
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where you can get 128g of cheese
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if you want 128g of cheese.
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Yeah.
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Maybe it's a weird comparison, but
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our business here are based on,
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maybe get some smaller quantities,
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but smaller quantities of higher quality C-parts or products.
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Okay. Yeah.
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And and the comparison with our competitors.
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Then our, based upon moving full pallets or full boxes,
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minimum quantity thousand.
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Here you I think you can get
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that special screw or bolt
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on that.
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You don't have to buy a full palette
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No. Could you exemplify,
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what kind of customer that, offer is,
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suited for?
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We have a lot of different customers.
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We have the customers that are in need of of big quantities also.
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Of course, but if you,
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we call it project oriented,
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developers or manufacturers and that you need,
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a set of C-parts or parts,
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fasteners for a specific product,
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you need, 3200 of those,
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and, 128 of those and, and so on and so on.
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And, in in addition,
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we work a lot with, surface treatments.
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Maybe I should explain that
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a little bit more, but if you have,
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stainless screw,
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and we want that, black,
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then we make sure that you get
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that stainless screw,
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surface treated so it will become black.
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Yeah.
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Or if you want it with wax
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on the spring or so. So,
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not only a standard part, but standard part
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with some kind of add ons that's more, our business.
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Yeah. Or say. Okay. I understand.
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So fulfilling our customer's needs, both
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in quantities and in quantity.
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Yeah, yeah.
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And, you mentioned you have the roots
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in a family business and,
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how does that,
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how do you notice that now in,
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when you're part of a bigger group, do you have that heritage with you, or?
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Yeah, I would say, and being a part of Bufab group,
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I would say you,
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you get they want you to
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to drive the company.
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They bought Tilka for a reason.
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They saw that Tilka are filling in the space,
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in the market that Bufab didn't have before.
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So they don't want us to be
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become a mini Bufab or something like that.
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They want us to to to keep on driving Tilka
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with our USPs and, and,
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and our way of doing business.
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So that's really, really great.
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And I think if you talk to all the MDs in the group,
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they would say the same that, you can
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take the benefits of being a bigger group.
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Centralised IT
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and so on, ERP systems and and all that.
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But you can still...
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You are suppose still to run your company
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with,
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the ways that you have become successful before.
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So it doesn't they don't they don't talk to you
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from the top and say, you do that and do that.
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So that's really, really great.
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So I will say, coming from being,
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family owned company,
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we have three, three words that we don't
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only talk about ourselves in those ways, but our customers,
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are really saying this words, and we are solution oriented.
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Of course, a lot of people are that.
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But we are committed, committed to
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to the business. And,
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the customers,
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I would say in extent that where I'm coming from,
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I'm was really impressed.
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The commitment that, the staff has,
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not only to Tilka, but to the customer
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and, of course, trustworthy.
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We are,
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having customers here.
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We don't have,
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we don't get new customers
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very often, but we have, a lot of customers
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that have grown with Tilka, and they still, customers to Tilka
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because they know that we deliver what we say,
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and as they grow their business,
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we grow our business
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I think that's,
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the main things that we are coming,
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coming from a family owned business that we have kept,
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all the solution oriented and committed and trustworthy style, I would say.
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Yeah.
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And maybe that's easier.
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We are 15 people here at Tilka.
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And we are,
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we are talking to our customers more or less
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like, family member I would say.
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Yeah.
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So being able to take the benefits from being part of a bigger group
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as Bufab but at the same time, running
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this small company
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way of working, it's been really, really great.
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And have you been, that amount of,
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employees, for a long time, or is it,
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actually, I think, a year or two years
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before I started, I think we were, 18,
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here, at Tilka so we're, three persons less.
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Yeah. But we have,
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that's, that's a big part of being, in Bufbab group.
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We have, all,
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accounting, for example, payroll, IT and so on.
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Quality
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that we have, outsourced to,
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to the group, office in ‘Värnamo’.
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So being a standalone company,
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we would have to have that competence here in most of us at Tilka.
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But now we are hiring it.
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Yeah. And yeah.
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So these, 15 now, how does the organisation look like?
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Is a rather flat organisation, actually,
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it's me as, managing director.
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And I have,
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responsible for, the sales department.
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We are for sales guys slash
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Girls, both, women and men,
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for indoor sales.
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So we are eight people at, at the sales department.
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We have, sourcing department,
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with, sourcing manager Elin and she have,
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one person, one purchaser under her.
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And actually we are,
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hiring a new,
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purchaser here
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in after the vacation in August.
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Emma will start.
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So there will be three in, in,
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in the sourcing department.
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And then we have, actually
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quite recently, 1st of June, hired,
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Martin Nilson that are,
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quality and operations manager.
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So he are responsible for all our quality work.
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And responsible for for the warehouse.
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Not all the logistics parts.
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And we are, three, people on in the warehouse.
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So quite a small company. Yep.
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What are,
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like, typical challenges that the your, you face that you,
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that you, as an organisation manage to, to solve,
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You mentioned that you have very, like, long time
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relations with your customers and so on.
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So, yeah.
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And our customers are used to, that's
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of course, why they are, having Tilka
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as a supplier, they are used to, to, a really high service level.
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And we have grown a lot the last few years.
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I think 2022 was the first year that Tilka
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had a turnover over 50 million SEK,
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50,200,000 SEK
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I think right about and last year, 2024
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we had a turnover,
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just above 80 million.
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So I haven't double the turnover yet,
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but we're, getting there.
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So of course, I don't know the, the, the real,
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a good English word for it, but ‘växtvärk’ in Swedish (growing pains).
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Of course it's it's,
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really nice to to, to grow like this, but,
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to be able to keep up the, the,
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the service level for our customers.
00:16:49:13 - 00:16:52:00
And that's been challenging, I think.
00:16:52:00 - 00:16:55:00
I don't think we have managed to do it.
00:16:55:05 - 00:16:57:06
But it's been a challenge.
00:16:57:06 - 00:16:59:08
Yeah.
00:16:59:08 - 00:17:02:01
And and,
00:17:02:01 - 00:17:04:11
I know,
00:17:04:11 - 00:17:06:15
talking to you before that,
00:17:06:15 - 00:17:10:05
customer service and customer satisfaction
00:17:10:05 - 00:17:13:05
is a very big part, of you,
00:17:14:01 - 00:17:17:01
what you want to achieve. And,
00:17:17:13 - 00:17:20:01
what are some of the KPIs
00:17:20:01 - 00:17:23:03
that, that you look at to, to.
00:17:23:03 - 00:17:27:05
Yeah, make sure that you are on the right track
00:17:27:05 - 00:17:31:04
and I didn't, but the main KPIs, I would say,
00:17:32:05 - 00:17:34:05
to measure our,
00:17:34:05 - 00:17:38:15
quality towards our customers, I would say it's OTIF (On Time In Full)
00:17:39:06 - 00:17:43:07
meaning that we are delivering in the right product,
00:17:44:00 - 00:17:46:15
in the right amount and in the right time.
00:17:48:09 - 00:17:51:11
And we have, a really high level of that.
00:17:51:11 - 00:17:54:11
We have, or above 98%.
00:17:55:02 - 00:17:58:02
So 98% of all our,
00:17:58:06 - 00:18:01:06
orders that our customer place, at our,
00:18:02:06 - 00:18:06:05
we are delivering in the right time, in the right amount and the right product.
00:18:07:03 - 00:18:10:03
And that's the challenge, of course, growing as we have,
00:18:10:06 - 00:18:13:06
been and doing,
00:18:14:04 - 00:18:15:12
we are
00:18:15:12 - 00:18:19:14
depending on a third part here also, but because we
00:18:19:15 - 00:18:23:00
we are a trading company, we don't have any production ourselves.
00:18:24:03 - 00:18:26:11
So we are trading all,
00:18:26:11 - 00:18:29:11
all the products that we are selling. So,
00:18:29:15 - 00:18:33:02
you could get some bumps in the road,
00:18:33:02 - 00:18:36:05
but we have a good network of suppliers,
00:18:36:14 - 00:18:39:14
that we also have worked with a lot of years.
00:18:40:09 - 00:18:44:06
And we have new suppliers that we have gotten into,
00:18:44:06 - 00:18:47:06
our suppliers that have been suppliers to the group before.
00:18:47:06 - 00:18:51:04
So we know that the suppliers that we are using
00:18:51:08 - 00:18:54:09
not only are keeping a high quality on the products,
00:18:55:09 - 00:18:56:06
but also high
00:18:56:06 - 00:18:59:10
quality, on the delivery demands that we have.
00:19:00:04 - 00:19:01:00
Yeah.
00:19:01:00 - 00:19:06:07
So OTIF, is, the most important, KPI.
00:19:06:07 - 00:19:09:08
I always say, measuring our customer service level,
00:19:10:03 - 00:19:13:01
and we have,
00:19:13:01 - 00:19:16:01
a quality KPI.
00:19:16:13 - 00:19:18:15
Also,
00:19:18:15 - 00:19:20:09
that,
00:19:20:09 - 00:19:23:10
say we are measuring our,
00:19:25:07 - 00:19:28:07
the quality on our, products,
00:19:29:14 - 00:19:33:02
meaning, are we delivering,
00:19:34:03 - 00:19:37:11
the right product with the right specification
00:19:37:11 - 00:19:41:07
that we have agreed upon with, with our customers.
00:19:41:15 - 00:19:46:08
And we have actually, a claim rate, right now
00:19:46:08 - 00:19:50:15
and soon in the half of 2025
00:19:51:05 - 00:19:54:05
you know, 0.2 percentage.
00:19:55:02 - 00:19:58:02
So that's, really, really,
00:19:58:04 - 00:19:59:04
a good figure.
00:19:59:04 - 00:20:02:04
Also, I would say, in this business.
00:20:02:05 - 00:20:05:08
So it's only 0.20,
00:20:06:08 - 00:20:09:06
0.2 percent of all the products
00:20:09:06 - 00:20:12:08
that we are delivering to our customers that they have,
00:20:13:15 - 00:20:16:12
found something that aren't,
00:20:16:12 - 00:20:20:05
as they thought or we thought, it would be.
00:20:22:01 - 00:20:23:15
Wow. And,
00:20:23:15 - 00:20:26:07
these if these two KPIs
00:20:26:07 - 00:20:29:07
or that's something that has,
00:20:29:10 - 00:20:32:10
you've been worked with, before you started,
00:20:32:10 - 00:20:36:04
like back, back in the days, as well.
00:20:37:02 - 00:20:38:12
Yeah.
00:20:38:12 - 00:20:41:10
I would say, Tilka has been working
00:20:41:10 - 00:20:44:14
with those two KPIs.
00:20:45:10 - 00:20:49:04
But going into the, the before group,
00:20:49:05 - 00:20:55:10
we have tools now to to measure it in a more effective way.
00:20:55:14 - 00:20:57:14
I would say,
00:20:57:14 - 00:20:59:10
we have,
00:20:59:10 - 00:21:02:05
completely,
00:21:02:05 - 00:21:06:11
different another type of, statistic tools.
00:21:07:09 - 00:21:10:15
And we can with more or less two button
00:21:11:07 - 00:21:14:07
pushes, we can get the actual figures
00:21:15:03 - 00:21:19:00
like this, till get worked with those two KPIs before.
00:21:19:00 - 00:21:22:00
But then it was more or less Excel sheets.
00:21:22:15 - 00:21:23:07
Okay.
00:21:23:07 - 00:21:27:11
So so we have worked with the, the KPIs, for a long time.
00:21:28:07 - 00:21:28:11
Yeah.
00:21:28:11 - 00:21:31:11
But, we are monitoring it,
00:21:32:05 - 00:21:34:02
more,
00:21:34:02 - 00:21:36:06
in detail now I would say. Yeah.
00:21:37:07 - 00:21:38:11
So, can you
00:21:38:11 - 00:21:43:07
explain more, but like, how do you, look at the is it statistics
00:21:43:08 - 00:21:46:14
that this has been sent and this is, this is right or?
00:21:47:15 - 00:21:52:11
The data on
00:21:52:11 - 00:21:56:03
OTIF, how does that work to, to measure?
00:21:57:03 - 00:21:58:01
Okay.
00:21:58:01 - 00:21:59:15
We
00:21:59:15 - 00:22:02:11
If we agree with the customer,
00:22:02:11 - 00:22:05:11
that we will deliver
00:22:05:11 - 00:22:11:00
product a, in the 23rd of June,
00:22:11:07 - 00:22:14:15
24th June, in,
00:22:16:09 - 00:22:19:09
an amount of 2000, you would say
00:22:20:02 - 00:22:24:00
if we deliver, 2000
00:22:25:11 - 00:22:28:06
the right day that we promised,
00:22:28:06 - 00:22:32:07
then we get a green check and it's 100% of this.
00:22:32:12 - 00:22:35:11
But if we deliver it,
00:22:35:11 - 00:22:38:11
the 27th of June,
00:22:38:15 - 00:22:40:13
that's too late.
00:22:40:13 - 00:22:43:13
Or if we deliver, it's,
00:22:44:05 - 00:22:48:12
the 23rd, as agreed upon, but only 1800, not 2000.
00:22:49:11 - 00:22:53:00
That's also, a red flag, on the OTIF.
00:22:53:10 - 00:22:54:05
So it's not.
00:22:54:05 - 00:22:59:11
And if we, instead of delivering this product that we, agreed
00:22:59:11 - 00:23:03:10
with the customers, we are leaving delivering this part instead.
00:23:04:01 - 00:23:05:03
That's also a red flag.
00:23:05:03 - 00:23:08:13
So it it needs to be the right amount in the right time.
00:23:10:03 - 00:23:11:13
And the right product, of course.
00:23:11:13 - 00:23:14:13
Yeah. And of course, we can.
00:23:14:14 - 00:23:18:12
We measure these, out of our ERP system.
00:23:20:05 - 00:23:23:00
So we measure it, that we deliver it,
00:23:23:00 - 00:23:26:10
it goes out our gates here, on the same date.
00:23:27:01 - 00:23:29:07
But if,
00:23:29:07 - 00:23:31:11
goods,
00:23:31:11 - 00:23:34:00
personnel at the customer
00:23:34:00 - 00:23:38:08
haven't have the time to, to move it in in their warehouse.
00:23:39:08 - 00:23:41:15
That's nothing we can do about,
00:23:41:15 - 00:23:45:04
so maybe we they think that we are or have a red flag,
00:23:45:04 - 00:23:50:07
but if we have a delivery from our doors or our gates at the right time
00:23:50:07 - 00:23:55:01
and the right amount and right product, then we are, 100% satisfied.
00:23:56:03 - 00:23:56:09
Okay.
00:23:56:09 - 00:23:57:09
Yeah.
00:23:57:09 - 00:24:00:06
So very reliable KPI to look at.
00:24:00:06 - 00:24:00:14
Yeah.
00:24:00:14 - 00:24:01:13
Of course, of course.
00:24:01:13 - 00:24:04:11
Yeah. It's
00:24:04:11 - 00:24:07:03
I don't think we could
00:24:07:03 - 00:24:08:13
miss out on anything.
00:24:08:13 - 00:24:12:10
Actually, I maybe if we, if we,
00:24:13:04 - 00:24:16:07
try to fool the system and, and tell the system
00:24:16:07 - 00:24:20:06
that we have delivered to the goods, but we haven't, maybe that would be the case.
00:24:20:06 - 00:24:23:06
But but no, no. Oh, no.
00:24:23:12 - 00:24:27:10
Oh, and we have we have a fantastic, BIE
00:24:28:03 - 00:24:31:05
unit in, in, you know, on group level,
00:24:32:00 - 00:24:34:07
I could more or less get
00:24:34:07 - 00:24:37:07
every report I would like,
00:24:37:13 - 00:24:40:13
I'm a little bit of a statistic nerd.
00:24:41:05 - 00:24:44:03
Maybe some, some of the people here,
00:24:44:03 - 00:24:47:03
I think so, at least,
00:24:47:08 - 00:24:50:14
and I think I am, since I started here,
00:24:51:02 - 00:24:54:02
30, 40,
00:24:55:00 - 00:24:55:13
you say
00:24:55:13 - 00:24:58:13
‘hemmasnickare (DIYer)’
00:24:58:15 - 00:25:01:01
Specific reports for Tilka.
00:25:01:01 - 00:25:02:03
Okay.
00:25:02:03 - 00:25:04:11
That I have gotten and helped to build.
00:25:04:11 - 00:25:05:00
Yeah.
00:25:06:00 - 00:25:08:01
So that's also,
00:25:08:01 - 00:25:11:01
of course, I could have a BI
00:25:11:02 - 00:25:13:13
guy or girl hired here at the.
00:25:13:13 - 00:25:18:01
But we are not that big of a company that we could manage to, to,
00:25:18:01 - 00:25:21:01
to handle that cost for hiring a BI
00:25:23:03 - 00:25:24:01
person.
00:25:24:01 - 00:25:25:02
No, no. Of course.
00:25:25:02 - 00:25:29:02
Yeah, but there are really skilled people on a group level, so we.
00:25:29:02 - 00:25:33:05
Yeah, we can get those reports, even though we don't have it in the house.
00:25:34:00 - 00:25:36:07
So, that's good.
00:25:36:07 - 00:25:39:02
00:25:39:02 - 00:25:42:02
So, what what's your
00:25:42:03 - 00:25:45:13
your focus right now and moving forward?
00:25:46:04 - 00:25:49:04
00:25:49:15 - 00:25:53:14
Focus right now are, to continue.
00:25:53:14 - 00:25:56:14
I would say, the journey that we are on,
00:25:57:11 - 00:26:01:10
we had when I started here, August 2022,
00:26:03:03 - 00:26:06:07
I got the all the, the, the Tilka stuff,
00:26:07:00 - 00:26:10:05
in a little, autumn kickoff, in October.
00:26:10:05 - 00:26:13:05
So, more or less two months after I started
00:26:14:02 - 00:26:17:14
and I told them that in five years we are going to,
00:26:19:09 - 00:26:22:02
have a turnover 100 million.
00:26:22:02 - 00:26:24:05
So we're going to double in five years.
00:26:24:05 - 00:26:27:04
So in 2027,
00:26:27:04 - 00:26:30:04
they don't tell me them, but they have told me
00:26:30:04 - 00:26:34:13
afterwards that they thought, what is this crazy guy?
00:26:34:13 - 00:26:37:13
Of course we can’t dubble in five years.
00:26:38:03 - 00:26:42:12
But as I said, last year 2024, we did 80.
00:26:44:03 - 00:26:46:11
So we have,
00:26:46:11 - 00:26:51:04
gotten more and then half the way to 100, in half the time.
00:26:51:09 - 00:26:56:06
So I think now they are not at all surprised or they,
00:26:56:11 - 00:26:59:11
they don't think I'm crazy and they think it's doable.
00:27:00:10 - 00:27:02:10
And that's,
00:27:02:10 - 00:27:05:10
we actually I call it vision 100.
00:27:06:11 - 00:27:08:13
And, since then
00:27:08:13 - 00:27:11:13
we have, renamed it to target 100.
00:27:11:13 - 00:27:14:03
It's not a vision anymore. It's a target.
00:27:14:03 - 00:27:17:03
Yeah. So that's the the aim.
00:27:17:08 - 00:27:21:08
And of course, we won't be satisfied there.
00:27:21:08 - 00:27:24:11
So then it's time to maybe make a new vision.
00:27:25:01 - 00:27:25:13
Yeah. Hope.
00:27:25:13 - 00:27:30:03
Hopefully rename even that to a target.
00:27:30:13 - 00:27:33:13
Maybe they will listen to this so we won't scare them.
00:27:34:06 - 00:27:34:14
Quite yet.
00:27:34:14 - 00:27:35:03
Maybe.
00:27:35:03 - 00:27:39:03
But yeah, I think like vision 200 sounds.
00:27:39:03 - 00:27:42:03
Sounds great. Maybe. Yeah. Yeah.
00:27:42:05 - 00:27:44:05
What do you think are the,
00:27:45:06 - 00:27:45:11
like,
00:27:45:11 - 00:27:48:11
main reasons why you have achieved 80 now?
00:27:48:14 - 00:27:51:05
Like, from where it started?
00:27:51:05 - 00:27:55:02
Yeah, we we do a lot of good things.
00:27:55:04 - 00:27:58:04
We have had a lot of good things,
00:27:58:10 - 00:28:01:10
coming from being in a group,
00:28:02:05 - 00:28:05:05
a wider, supply network,
00:28:06:15 - 00:28:09:02
whole lot better systems,
00:28:09:02 - 00:28:12:02
not only BI systems,
00:28:12:13 - 00:28:18:04
but I would say and maybe hard work, of course, but a little bit of luck also.
00:28:18:04 - 00:28:23:02
Tilka have been engaged
00:28:23:02 - 00:28:26:14
in, the right type of segments
00:28:26:14 - 00:28:30:05
or industries that are booming right now.
00:28:30:05 - 00:28:32:11
And that's
00:28:32:11 - 00:28:35:05
not really luck because it's been a choice
00:28:35:05 - 00:28:38:10
that the Tilka made a lot of years ago.
00:28:38:10 - 00:28:42:02
And now we are harvesting from that
00:28:42:04 - 00:28:45:15
the decisions that they took like ten years ago
00:28:46:03 - 00:28:50:06
or even more. For example, we are more or less not in the
00:28:52:14 - 00:28:54:15
'Fordon' industry, the
00:28:54:15 - 00:28:59:05
vehicle manufacturers or automotive industry.
00:28:59:15 - 00:29:02:05
We aren't
00:29:02:05 - 00:29:05:05
there almost at all.
00:29:05:09 - 00:29:08:09
And of course, if the automotive industry booms,
00:29:08:09 - 00:29:11:09
we won't be there to take a share of that.
00:29:11:09 - 00:29:14:14
But right now, when it, we can't say boom.
00:29:14:15 - 00:29:17:14
So quite the opposite, actually. Yeah, yeah.
00:29:17:14 - 00:29:20:14
We don't have to lower our
00:29:21:00 - 00:29:24:00
expectation on them also, but I have to say we are,
00:29:25:00 - 00:29:27:06
far and foremost three
00:29:27:06 - 00:29:30:06
industries or segments that we are in,
00:29:30:15 - 00:29:33:01
and all three of them are booming right now.
00:29:33:01 - 00:29:36:01
It's defense industry.
00:29:36:09 - 00:29:38:00
For obvious reasons.
00:29:38:00 - 00:29:40:09
That's booming right now.
00:29:40:09 - 00:29:43:09
It's environmental
00:29:44:03 - 00:29:45:11
industry,
00:29:45:11 - 00:29:49:14
meaning water cleaning, manufacturers and so on.
00:29:50:05 - 00:29:53:05
And the energy industry,
00:29:55:02 - 00:29:58:02
so say windmills and energy.
00:29:59:00 - 00:30:01:13
In all kind of businesses, you would say.
00:30:01:13 - 00:30:05:14
So the defense, environmental and energy industries
00:30:06:03 - 00:30:10:07
that have been Tilka’s focus for more than ten years.
00:30:11:00 - 00:30:11:05
Yeah.
00:30:11:05 - 00:30:14:05
And right now, maybe you could say it's luck.
00:30:14:14 - 00:30:18:01
Now we are harvesting for from those decisions
00:30:18:01 - 00:30:20:14
that Tilka took a lot of years ago.
00:30:20:14 - 00:30:22:08
Yeah, yeah.
00:30:22:08 - 00:30:24:15
So that's the main reason
00:30:24:15 - 00:30:28:11
going from 50 to 80 in quite a short time,
00:30:28:14 - 00:30:33:15
I would say. Being in the right industries and at the same time
00:30:34:06 - 00:30:37:11
not being in the wrong industries.
00:30:37:15 - 00:30:40:00
So we don't have
00:30:41:06 - 00:30:43:07
lowering demands from automotive
00:30:43:07 - 00:30:47:01
that are dragging down the turnover.
00:30:47:06 - 00:30:52:07
We only have the industries that are expanding or going upwards.
00:30:52:15 - 00:30:55:01
Yeah.
00:30:55:01 - 00:30:58:01
Yeah, that's a good position.
00:30:58:09 - 00:30:59:10
Yeah it is.
00:30:59:10 - 00:31:02:10
And tthat's not my
00:31:04:01 - 00:31:05:07
fault or
00:31:05:07 - 00:31:08:07
I don't take credit for that, at all.
00:31:08:09 - 00:31:12:07
Because that's was before my time.
00:31:13:08 - 00:31:17:01
So my work right now is more or less
00:31:17:02 - 00:31:21:12
to try to maximise the wave that we are on.
00:31:22:03 - 00:31:23:13
Okay. Yeah.
00:31:23:13 - 00:31:26:13
Take the opportunity of being in these,
00:31:27:03 - 00:31:29:04
kind of industries or segments.
00:31:29:04 - 00:31:33:12
it's been interesting for our listeners, at least for me to learn more about you.
00:31:33:12 - 00:31:36:02
And Tilka and
00:31:36:02 - 00:31:38:10
what do you doing.
00:31:41:07 - 00:31:44:07
Last one I like to ask,
00:31:45:05 - 00:31:48:11
for you personally working when you're in your previous
00:31:48:11 - 00:31:52:03
role, or work at, the electronics.
00:31:52:03 - 00:31:56:10
Like, how do you like, personally define great customer service.
00:31:57:05 - 00:32:00:05
What is it for you?
00:32:00:06 - 00:32:04:06
If we can have customers,
00:32:05:07 - 00:32:09:01
that price is always a factor.
00:32:10:02 - 00:32:15:03
But if our customers put a price factor,
00:32:16:06 - 00:32:19:06
like in third or fourth place,
00:32:19:09 - 00:32:22:09
the value a lot of other things before that,
00:32:23:05 - 00:32:26:09
then you have a really good customer satisfaction.
00:32:26:09 - 00:32:29:00
I would say.
00:32:29:00 - 00:32:30:11
If you if you do the OTIF,
00:32:30:11 - 00:32:35:12
if you do the claim right, if you always, said
00:32:37:11 - 00:32:39:03
solution oriented
00:32:39:03 - 00:32:42:03
or dedicated, if you do all these things,
00:32:42:15 - 00:32:48:03
the price won't be in first place, hopefully in third or fourth
00:32:48:03 - 00:32:50:05
or even lower.
00:32:50:05 - 00:32:53:08
If you can get the customer to value price
00:32:54:14 - 00:32:56:07
that low,
00:32:56:07 - 00:32:58:13
then we have a good customer satisfaction.
00:32:58:13 - 00:33:03:01
And that's not just specific for this kind of
00:33:04:11 - 00:33:06:04
business or industry.
00:33:06:04 - 00:33:08:09
I would say it was the same in home electronics.
00:33:08:09 - 00:33:11:09
And I think it's the same, everywhere.
00:33:12:03 - 00:33:14:01
If you keep,
00:33:14:01 - 00:33:17:00
a higher customer satisfaction,
00:33:17:00 - 00:33:19:10
then the price won't be number one.
00:33:19:10 - 00:33:21:07
Yeah.
00:33:21:07 - 00:33:24:07
And for those customers, that price
00:33:25:01 - 00:33:27:04
still our number one.
00:33:27:04 - 00:33:30:04
We aren’t supplier for them.
00:33:31:10 - 00:33:35:15
So, I think that they they will find another supplier.
00:33:37:06 - 00:33:39:14
Yeah.
00:33:39:14 - 00:33:42:09
I don't know if that was the answer for.
00:33:42:09 - 00:33:43:01
Yeah.
00:33:43:01 - 00:33:46:04
It’s very clear and, understandable.
00:33:46:07 - 00:33:49:07
And I think that was the same,
00:33:49:14 - 00:33:52:14
the cooperation with Zooma.
00:33:52:14 - 00:33:53:14
Yeah.
00:33:53:14 - 00:33:56:11
You aren’t the cheapest in the business.
00:33:56:11 - 00:33:59:11
But you are,
00:34:00:01 - 00:34:01:13
For me, it's the greatest
00:34:01:13 - 00:34:06:06
or the most skilled company that I worked with in your type of business.
00:34:07:10 - 00:34:08:15
And then the
00:34:08:15 - 00:34:11:15
price aren't on top of the agenda.
00:34:12:01 - 00:34:15:01
I would say. Yeah,
00:34:15:03 - 00:34:19:00
it's a little bit the same type of company Zooma and Tilka.
00:34:19:06 - 00:34:21:08
Yeah the deli.
00:34:21:08 - 00:34:21:12
All right.
00:34:21:12 - 00:34:22:05
Yeah. The deli.
00:34:22:05 - 00:34:25:05
Yeah, of course.
00:34:25:06 - 00:34:27:02
Yeah.
00:34:27:02 - 00:34:30:02
But I really like that definition.
00:34:31:06 - 00:34:33:13
Yeah yeah yeah yeah it is.
00:34:33:13 - 00:34:38:09
And when you maybe if you see it on the web page or, the home page or,
00:34:39:02 - 00:34:41:10
you have to maybe explain it
00:34:41:10 - 00:34:44:10
a little bit like I didn't did now, but
00:34:44:12 - 00:34:47:12
but I haven't met one single,
00:34:48:03 - 00:34:50:11
customer or,
00:34:50:11 - 00:34:53:10
supplier or partner, that I,
00:34:53:10 - 00:34:57:11
I told them about this deli, kind of thinking.
00:34:58:02 - 00:35:00:12
And they agree with us. You are a deli.
00:35:00:12 - 00:35:01:11
Yeah. Yeah.
00:35:01:11 - 00:35:04:11
And and, we we also
00:35:05:09 - 00:35:07:05
we have customers,
00:35:07:05 - 00:35:10:11
phoning us and, sometimes they. Oh.
00:35:10:13 - 00:35:20:06
Are you talking the Deli or ‘delikatessbutiken’ they would say in Swedish of course.
00:35:20:12 - 00:35:21:14
Then you have come a long way.
00:35:21:14 - 00:35:24:14
If the customers call us ‘Deli’.
00:35:25:04 - 00:35:27:11
Very good. Received.
00:35:27:11 - 00:35:30:11
You. Yeah.
00:35:30:15 - 00:35:31:11
Yeah.
00:35:31:11 - 00:35:34:09
No. But,
00:35:34:09 - 00:35:35:01
Yeah.
00:35:35:01 - 00:35:36:14
That that was all my questions.
00:35:36:14 - 00:35:39:15
And, it's been a pleasure to listen to.
00:35:41:04 - 00:35:42:08
Great, Alexander. Thank you.
00:35:42:08 - 00:35:44:00
Thank you.
00:35:44:00 - 00:35:44:13
Nice talking to you.
00:35:44:13 - 00:35:49:09
And and keep up the good work at Zooma, because you are, you're a great.
00:35:50:13 - 00:35:53:13
Thank you very much.
00:35:54:07 - 00:35:54:14
Okay.
00:35:54:14 - 00:35:55:13
Jonas
00:35:55:13 - 00:35:58:13
So talk to you, bye bye. Bye bye.
