Customer relationships and a quick product modification led to an £81,000 taking share win at one of the UK’s biggest conference and exhibition centres.
ExCel London is in phase two of a major expansion, with the washtroughs specification in the washrooms initially awarded to Motionspot.
However, an opportunity arose due to our close relationship with the mechanical and electrical contractor SES.
The client insisted on using the Dyson Airblade combined tap and dryer because of concerns over users washing their hands and walking across the washroom to a conventional hand dryer, leading to a possible slip hazard and potential claim.
Our Silhouette trough and the Dyson tap was set up by Terry Moss, our leader for fittings new product development, and his team to ensure the items were compatible, which was a difficult process.
However, early indications showed when the tap was in the drying function it was causing small droplets of water to be pushed back over the edge and onto the floor, contrary to the client’s wishes.
Key Account Manager Liam Ansell said: “We then had discussions over manufacturing and, with a small window of opportunity because of site milestones, a design to create a small lip on the front edge of the trough was agreed to ensure the water remained in the trough.
“Thanks to the support of our NPD people combined with manufacturing agility, the order has now been received and illustrates true partnering between Ideal Standard and the M&E contractor SES.”