Fondatore di F.P.A. srl, società di consulenza movimentazione fluidi
e distributore ufficiale di pompe e prodotti del marchio ARO.
🟥 Hi Antonio, FPA was founded in 2010 to provide tailored solutions for fluid handling to ceramic market in Italy. Recently the company have grown expanding his service to other markets. When you started the company, what made you choose ARO® ?
When I started, the installed base in ceramic industry was quite fragmented through different brands but none was proposing a full organised portfolio for the application. At that time ARO was launching the EXP line with the Santoprene diaphragms in their pumps. That was a game changer for the market a new model, innovative and reliable. Still today ARO means robust and reliable pumps.
🟥 Your have strong experience in the ceramic sector, an industry where diaphragm pumps are highly used and where price competition is very aggressive. What are the strengths that allow you to overcome this barrier?
In this environment even recent products from competition still show their limits (e.g. icing or stalling) where ARO provides a smooth, continuous and reliable operation. This is a value for the customer. ARO means quality!
🟥 In pumps business offer is wide. It is important for you that end users keep their focus on your proposal. How do you keep your customer's focus high?
Contact with customers is the key. The advantage I have, representing mainly ARO, is that I can keep weekly contact with my customer. In addition I provide a service by keeping a minimum stock of parts they need to guarantee they can have smooth operations with no worries.
🟥 The aftermarket business sees the continuous increase of competition especially from pirate parts. Those, once installed in the pumps, cause all ARO warranty and support to lapse. As an official ARO distributor, how do you manage to overcome this kind of competition by breaking the price barrier?
Genuine parts are results of many years of ARO experience and this need to be explained to end users. With all my customer I always put Genuine part at the center of my discussion and this type of approach pays back. Sometimes we also need to do price efforts, but customer accept to recognize a premium for Genuine parts and service that ARO and F.P.A. provide.
We thank Antonio and F.P.A. s.r.l. for this interview.
Intervista tratta dalla Voice of Partner di ARO
Comments