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Fujitsu
General Air Conditioning cooling season and external temperatures can get extremely low , so offering a product that very efficiently provides heat even with extreme external temperatures is crucial to the end user .”
Meeting customer needs
Working with supply partners , the business ’ approach remains centred around the ultimate customer and end-users . Deane explains how this approach is deployed and what benefits it brings to the business . “ We like to get involved in projects from the earliest point possible , often in the planning stages because the earlier that you are involved , the more you will understand about the application . As long as you follow the trail of bread crumbs properly you will understand the changes that may happen in the journey of a project and by definition you can then understand how you might need to adapt your proposal . The benefit to us as an organisation is the earlier you ’ re involved , the more people you know in the process and the closer you can be to them . Then when it goes to tender , you can make sure that the right people have got all the relevant proposals and information they require . Some people just wait for something to come to tender or for an order to be placed but that ’ s not a great approach . As long as the value of your proposition is understood throughout the supply chain then the more airtime you will get regardless of the stage of project .
“ It also greatly benefits the client and end user . If you are involved from early in the planning stages , then you should be able to work with the costing team to meet the
client ’ s requirements . Unfortunately , quite often in the construction industry client ’ s requirements can get slowly eroded over the course of a project . The earlier someone is involved in a project , the easier it is to avoid this happening . Trying to mitigate costs is one thing but when you start re-engineering the client ’ s requirements to achieve a cost , that ’ s not a great place to be in my opinion .”
Through a client centred approach , innovative product evolution , and by seeking out underexploited areas of the market , Fujitsu is looking to continue building on its strong growth phase over the coming years . ■
www . fujitsu-general . com
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