The value of strong supplier relationships

By Jenny Yu.  

Three qualities to seek in an equipment partner.

In a recent RoofersCoffeeShop® Lunch & Learn, Heidi J. Ellsworth sat down with Stephen Gosk from MetalForming, LLC, to discuss the top considerations when choosing an equipment partner. As the MetalForming’s president and CEO, Stephen brings over 40 years of experience on both the technical and field services teams, partnering with clients to provide services that lead to mutual success. 

The first topic Heidi and Stephen tackled in their discussion was what sheet metal shops and contractors should look for in their metal forming equipment partners. In referencing  MetalForming’s “One partner, trusted expert” mission, Stephen offered a simple formula: “They should find someone that listens, someone who consults and someone who supports them.”  

Someone who listens 

According to Stephen, the first step to a strong partnership is understanding who your client is, who they serve and what their needs are. To do this, you have to listen.  

“We start every discussion with understanding what that contractor is doing today, what that contractor wants to do five years from now,” Stephen shared. “And [we] talk through the details of the parts that they're bending or folding and their customer base, where they are in the market, questions like that.” 

Someone who consults 

Next, an equipment partner should act as an experienced and trustworthy consultant. To do so, you need the right people.  

“To be a good consulting resource in this space, you have to have the people with the history,” Stephen said. “We are a very good mix of people who've been here 20-plus years and people who've come in more recently with different ideas, thoughts, ways of doing things. We have a full spectrum of people, not only on the sales side but on the technical services side and the field services side.” 

Being that one-stop shop for both equipment and consulting makes customers feel at ease in choosing an equipment partner like MetalForming.  

Someone who supports 

Finally, with equipment that lasts 20 years or more, ongoing support is essential for sheet metal shops and contractors to feel confident in their equipment partner. The supplier must value and appreciate the intrinsic and economic importance of the customer’s decision.  

Stephen stated, “With regard to support, it's on numerous levels. It's that upfront support, but as importantly, the aftermarket support that we offer the customers, both technical and remote to keep their machines operational.” 

Today’s technological advancements make products and services available at the click of a button, and customer support is challenged to meet the moment in equally efficient ways. 

“The world that we're moving towards is one that is respectful of the customer's investment, one that's understanding of the customer's requirement for uptime and then having all the resources in place to support that and allow us to successfully help them be successful with their end customers.” 

Read the transcript or Watch the full Lunch and Learn to find out more about the latest needs and trends in architectural folding, roll forming and MetalForming!