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160 Business View Australia - January-February 2016
AUTO
rently, work is in progress on a spe-
cial shim from 3M to be supplied with
the shim that is sourced from Ameri-
ca. Efforts are also on to broaden the
range of rotors that are supplied as
currently only European rotors are on
offer.
Distribution strategy
Victor describes Bremtec’s distri-
bution strategy, “We have loyal cus-
tomers Australia- wide and in New
Zealand and in America that love our
brand, and as we work on a new prod-
uct or an upgrade, we let our custom-
ers know, they come on board.
“We tend to stick to the customers
we have, we are not a retail business.
We supply to the wholesale market
and to stockists who stock our prod-
ucts on their shelves. They distribute
through their network to their custom-
ers. A lot of our sales is through word
of mouth as well. It is a small industry
and people know each other.”
The company values the relation-
ships that it has built with its cus-
tomers. It works closely with them
and in many cases, speaks to them
every day. This helps to get feedback
on the products sold and on service
issues. As a result of having estab-
lished strong ties with its resellers,
Bremtec’s manufacturing facility has
an annual turnover of 23 million brake
pads and four million brake discs.
New product lines are developed
based on customer needs. Recent-
ly a New Zealand distributor request-
ed specific numbers that are just for
the New Zealand market. The compa-
ny immediately began the process for
their manufacture.
There is a system in place where
distributors are offered a catalogue
lookup which furnishes vehicle de-
tails, allowing for the supply of cor-
rect part numbers. This is a unique
approach in the industry and normal-
ly manufacturers do not offer this fa-
cility. In fact, there is a special team
that helps customers to look up the
correct part.
If a customer needs to supply a part
for an Audi A6 and there are five list-
ings, the company’s team uses its ex-
pertise and confirms the correct part
number. This backup service is very
popular with customers and greatly
appreciated by them as it allows them
to quickly satisfy the requirements of
the end-customer.
Motorsport
Bremtec sponsors Renee Gracie,
Australia’s first woman to race in the
Porsche Carrera Cup. The company
has gained great mileage from this
sponsorship and the exposure for its
products has been tremendous. In the
motorsport world, Renee is viewed as
the equivalent of Danica Patrick, the
former Indycar and now NASCAR rac-
er.