“Years ago, we primarily approached professionals like machine and panel builders with our selection of cables and accessories,” says the head of the area at Følsgaard, Sales Manager Mikkel Møller Jørgensen. “We had great competencies in house, but to ensure long-term development and growth, we changed the strategy and broadened the target group. This has provided us with a whole new momentum.”
Today, it is to a greater extent energy cables and solutions for infrastructure, data centres, renewable energy plants as well as tunnels and similar applications that fill up the order books. This has ensured a steady growth in both the number of customers, turnover, and competencies in the house. According to Mikkel Møller Jørgensen, this is due to Følsgaard mastering the four important disciplines.
Development and customized special solutions In the course of 5 to 10 years, Følsgaard has developed into a competence centre for all types of supply cables. Here, Følsgaard not only has an ongoing dialogue with the private companies of the sector but also with the large utility companies about development and customized solutions. The renewable energy sector with both solar and wind energy is on the rise and accounts for a large part of the turnover.
“In addition, the data centres are also experiencing impressive growth. It is said that the bandwidth in society is doubling every year, and this puts a thick line under the need for cabling to the ever larger data centres that are popping up,” says Mikkel Møller Jørgensen. Documentation can be expensive to overlook When we are talking about supply cables, documentation for areas like fire classification is essential to get the blessing of the authorities. If certifications, documentation, and approvals are not in place, there is a very real risk that everything must be installed over again which can of course be extremely expensive. This is the reason why documentation is central to Følsgaard’s advisory function on cables and subsequent deliveries.
Bundling adds value and saves precious time
“It is important for Følsgaard A/S that it is easy to be a customer with us, and this also applies to cable deliveries, whether they are large or small. We can add value to the process and save valuable time for the customer by bundling products in complete kits,” explains Sales Manager Mikkel Møller Jørgensen. Within cables, this can include cable chains, flex hoses, fittings, cable ties, and labels for marking. But it can also be different productcategories such as hardware for charging stations so that the customer receives bundles with a complete solution that can be integrated directly into the customer’s workflow.
Logistics play a crucial role in the outcome
Cables and cable management are extremely logistically heavy. The process ranges from development and technical advice to sales, production, and shipping to delivery, often at various locations. The price of the cable is important, and the quality is a crucial factor, but if logistics fail, everything else does not matter. Today, large construction projects simply cannot stand still. “In Sales, we pass on the order when it is transferred to operations, and then it is our skilled colleagues in the Servicebox who follow up and make sure to make it all work,” explains Mikkel Møller Jørgensen. “It’s a dedicated team that knows how to succeed when it comes to using a mix of air and ship freight, car transport, and tailored deliveries to each drop site.” The cable team and the dedicated colleagues in the Servicebox have just completed their largest delivery to date.