Glaseksperten

To whom it may concern,

Tom Evans asked if I would give you some feedback about the work we did together, which I am happy to do.

I worked closely with Tom when Glaseksperten was developing the UK market.

When we first started working together, the UK was a new market for us. It was not only a question of finding some companies and trying to sell to them. We needed to understand how the market worked, what customers expected from a Scandinavian supplier and how we should present ourselves in a way that made sense locally.

Tom helped us a lot with this.

He became very involved with our export team and gave us regular feedback from the market. If customers had questions about products, prices, delivery, technical information or how we worked, Tom would bring this back to us and help us understand what we needed to improve or explain differently.

This was useful because sometimes what works well in one country does not automatically work in another. Tom helped us see the business from the UK customer’s side and adapt our approach where necessary.

He also spent a lot of time developing relationships. Some opportunities take a long time before there is a real project and Tom was good at staying in contact, following things up and keeping customers interested without pushing too much. When projects became active, he stayed involved with us and the customer through enquiries, quotations and discussions.

Another thing I appreciated was that Tom worked very closely with us. I did not feel that we had simply appointed an external salesperson who disappeared and sent us some leads. We spoke regularly and he understood what we were trying to achieve as a business.

He was also honest about opportunities. If he thought a company was not serious or was not the right fit for us, he would say this rather than waste our time. When he believed an opportunity was worth pursuing, he would keep working on it.

Tom represented Glaseksperten well in the market and I was comfortable with him speaking with customers on our behalf. This is important when you are entering another country because, in many cases, that person is the first experience the customer has of your company.

As our work developed, Tom became involved not only with the UK but with wider export opportunities as well.

From my experience, Tom’s strength is not only finding potential business. He is good at understanding a new market, building relationships over time and working with the manufacturer internally so the company becomes better prepared to win business there.

I would be happy to recommend Tom to another manufacturer looking to develop business in a new country.

Best regards,

Siggi Strandeng

Export Sales Manager

Glaseksperten