Customer case
Navacqs seal suppliers
What was the basis for the collaboration?
DS: ‘In 2007, I started at Schipper Beveiligingssystemen (SBS), a small company that had five employees at the time. We worked a lot with mechanical container locks and seals, and that's where I came into contact with Ronald and Arnoud from Navacqs. That cooperation was strong from the start, even to the extent that we sent orders with Navacqs logo and manuals directly to the customer from our premises. That was really an exception at the time. The cooperation was very personal and customer-oriented right from the start.’
JV: ‘I have been working at Navacqs as a buyer and product specialist for two years now. During that period, I had a lot of contact with suppliers, including Imbema. The history of cooperation made it easy for me to take over the ongoing business. And fortunately I had Arnoud, who could always update me on past choices. It feels like the cooperation has stood for years.’
Knowledge sharing plays an important role in collaboration. What does that look like in practice?
JV: ‘For us, knowledge sharing is essential. Not only towards existing customers, but also towards potential customers who are still searching. If we can explain something or answer a question, we do so. This does not always lead directly to a sale, but it builds trust and ensures that we can show our expertise.’
DS: ‘It's exactly that: trust is the basis of everything. We have always invested a lot in sharing knowledge, both internally and with our partners. That transparency and the sense of security we give to our customers really contribute to the success of our businesses.’
A lot has changed over time, especially at Imbema. How did that transformation take place?
DS: ‘Indeed, in 2016, SBS was acquired by Imbema. I was then given a more consultancy role. The way of working changed, I really had to reeducate myself. I learned that I should not want to do everything myself and that it was important to improve processes and work more efficiently. It was a challenge, but at the same time it brought the opportunity to professionalise our approach.’
‘What I appreciate in the cooperation is that both parties respond quickly and the lines of communication are short. This makes it easier to solve problems.’
What makes the cooperation between Imbema and Navacqs so successful?
JV: ‘Both organisations are very customer-oriented and know each other well. This ensures that you can act quickly and in a solution-oriented way. It's really about listening to each other and understanding what the other needs. We work with many suppliers, but what I appreciate about working with Imbema is that both parties always respond quickly and the lines of communication are short. This makes it easier to solve problems.’
DS: ‘Indeed, the short lines of communication are an important factor in the cooperation. We have been working together for a long time, and that is only possible if you are open and honest with each other. After the takeover, we professionalised, but the personal contact has always remained. I see that as one of the great advantages of our cooperation.’
Wat zijn de trends die jullie in de markt zien?
DS: "Er is een duidelijke verschuiving van mechanische naar elektronische sloten. Er is steeds meer vraag naar traceerbaarheid en data. Het digitaliseren van sloten is een ontwikkeling die we niet kunnen negeren. De behoefte aan verantwoording, vooral op het gebied van beveiliging, neemt toe. Daarom hebben wij ook het SBS FOX NFC slot ontwikkeld; een compact en slim opbouwslot voor containers en koeltrailers, die je opent met een app op je telefoon.”
JV: "Wij merken dezelfde trend bij de verzegelingen. Er wordt steeds meer gevraagd om digitale oplossingen. Toch hebben wij de stap naar elektronische verzegelingen nog niet gezet. Dat komt doordat de markt nog in overgang is. Maar we blijven innoveren en zoeken naar de juiste oplossing.”
‘Navacqs helps us to be visible in the market. Our SBS container locks are well presented and well found. This is an added value for us.’
What are the benefits of this collaboration?
DS: ‘Navacqs helps us to be visible in the market. Our SBS container locks are well presented and well found, also online. This is really an added value for us. The presentation of our container locks and systems is always top-notch, which helps us reach more customers.’
JV: ‘And from our side, Imbema plays an important role in this. When we have questions about the locks, we get quick and detailed answers, which we then incorporate in the presentation to the customer. It's a joint effort to highlight the products in the right way.’
What are the plans for the future of the partnership?
DS: ‘We know that there is still much to be gained from customers who do not yet know that Navacqs also supplies container locks. In this respect, the SBS brand is the well-known and trusted name in the field of mechanical locks. And we need to make sure we stay at the forefront of technology.
JV: ‘Yes, we are indeed working hard on this. There are still many opportunities to increase the visibility of locks. We will continue to focus on those customer groups that are not yet fully aware of the possibilities. The role of equal-locking locks and key planning is becoming increasingly important in this respect.
What makes the relationship between Imbema and Navacqs so strong?
DS: ‘The foundation of our cooperation is trust. Both companies value service and quality. We have the same standards and values. This ensures that we have worked together successfully for years, even when market conditions change.’
JV: ‘Trust and open communication are very important to us. We offer products that help prevent fraud, damage and theft. Imbema plays a crucial role in that process with their SBS container locks. We are convinced that together we offer the right products for the customer.’
