Partnership between KP and ABUS has grown from a natural continuation of its long history in Finland into a strong cooperation built on trust, local service and long-term customer value. Over the years, it has developed into much more than a business agreement.
– Finland is one of ABUS oldest export markets, with a presence of more than 40 years. First Oy Ekström Ab, then ABB and now for the past ten years, we have had KP-ServicePartner Oy as our local dealer, Export Channel Manager Pierre-André Heinrich from ABUS Kransysteme GmbH explains.
– Ten years ago, when negotiating the partnership contract, I had to convince ABUS that a small company like us would be a valuable partner for ABUS, says Pekko Herola, CEO of KP-ServicePartner Oy.
Both parties emphasize the importance of good cooperation and trust. After two years of starting the cooperation, for the first time in history, sales were over 1,5 MEUR in Finland. And there have been many more record-breaking years after that. Currently, KP has sold more cranes in ten years than were previously sold within 30 years.
– We have received excellent support both in sales and training from ABUS, Herola explains figures.
– At ABUS, we value motivated dealers like KP. Their excellent market expertise and a nationwide service network ensure that our customers are supported throughout the entire lifecycle of their cranes, which is exactly what we are looking for, Heinrich continues.
Mutual trust
The start of the cooperation was like jumping together into cold water with a sincere belief that both parties can swim very well. Now it is easy to say that it was worth it. ABUS Cranes are very reliable and high-quality products. As a result of KP’s ambition and determination, growth of ABUS presence in Finland has been outstanding.
– I am happy that ABUS saw our commitment, capability and a service-oriented mindset. We also bring in strong local market knowledge, which is an advantage for them, Herola lists success factors.
ABUS sets high targets related to customer reliability, which includes, for example, fast response times, strong planning, on-time delivery and high-quality products with no downtime. Expectations are at a high level for their partners as well.
– Trust is always earned. We want our customers to know they can count on ABUS and its reliability on every single level. Together with KP, we can deliver that for our customers in Finland, Heinrich adds.
Cooperation has been shaped by open dialogue and practical support from the very beginning. ABUS has supported with training, knowledge-sharing and close cooperation, while KP has contributed local market insight, flexibility and strong service capability.
– This combination has helped us build trust with customers and grow steadily in a highly competitive market, both Heinrich and Herola say together.
Looking into the future
Combination of high-quality products, wide portfolio of cranes, market knowledge and reliable service creates value for customers. At the same time, competition in the standard crane segment remains strong.
– We see that competition as something healthy: it pushes us to innovate, improve and stay close to our customer needs, Heinrich defines future goals.
– Development of new intelligent features to increase safety and meet customers’ different production needs creates positive challenges for both of us. On the other hand, every crane sold means that the service network is also growing, Herola points out.
Mutual target is to strengthen ABUS’ position in the Nordic markets through strong partner network.
– Across different markets, we often find that our approach and values resonate well in the Nordics. Building on this long-standing cooperation, we expect a steady growth with KP. At the same time, we know it’s our duty to deliver consistently high quality at every stage, Heinrich says.
– In the years ahead, as a partner, we want to help ABUS to reach the desired market position in Finland, Pekko concludes.
“Trust is the fundamental base of this partnership — and over the years, that trust has only grown stronger.”
