I knew we had to focus on what we were good at. To be known for specific unrivalled expertise. Especially where we could use our design/development experience, building on our knowledge and know-how, installation and future manufacturing capability. Skew the dice our way etc.
We still produced ‘me too’ products such as door and trunk lid hinges. Our customers had three UK metal-brasher specialising in hinges, most notably the exquisitely named, Bloxwich Lock and Stamp.
The two remaining hinges were the Land Rover door hinge set and the Mini door hinge set. They were old parts, produced on very old equipment at very old prices. When Rearsby informed our customers we no longer wished to produce this range of component, at first, they simply ignored us. Buyers don’t like additional work. ARG purchasing resisted and made threats regarding re-sourcing other aspects of our business (handbrakes, pedal box, gearshift etc.) and did precisely nothing.
After a year of achieving precisely nothing, I imposed significant price increases, which gave rise to increased threats and prompted a rare visit to Rearsby. I took the buyer round to see the specialisation in 'our products’ from design through development. Then onto the sad old hinge production in the corner on ancient, decades old plant. "We simply can't divert investment from products we are good at, which is good for you, to this area of the business." I pointed out, with the price increase we've imposed, you can't fail to resource it at considerably less cost. “You young man, will be in ‘medal’ territory” The penny dropped. We aided a smooth handover to two other suppliers.