In 2015 Ecochlor decided to concentrate the promotion of its leading ballast water management equipment to the Greek market.
This was because the treatment technology is particularly well-suited for the larger vessels that these owners operate. Finding the right route into the Greek market was a essential component of this strategy. Tom Perlich explains, “As Ecochlor’s managing director in Cyprus, I was looking for a highly experienced Agent in the maritime industry to represent our BWMS equipment in this vital marketplace. With Euploia Drydocks & Services Ltd, we found a long established and respected sales team. Through their efforts over the past few years we have become integrated into the Greek maritime community.”
Euploia represents a number of high-quality product lines and through this they have been able to assist Ecochlor in reaching out to many Greek shipowners. Charis Valentakis, Euploia’s managing director, shared his thoughts about the collaboration, “There is incredible cooperation between our two companies; we have received continuous support from them during all of these years. Euploia and Ecochlor have entered the Greek market as one team and we wish nothing more but to continue our close alliance in an effort to increase our successful projects and sales for our clients.”
Adapting to a client’s schedule and preferences makes all the difference in Euploia’s approach in the industry. The company’s stated vision is to “aim to expand our client list by providing the best products and services available to existing and new customers, while establishing a reputable name for our company” and their core values include “honoring collaborations, being punctual, staying effective and broadening our business horizons in favor of the clients who trust us.”
The Ecochlor equipment aligns well with their vision and values by offering a reliable, BWMS with a strong service program to Euploia’s list of products. This assurance is evident when Euploia is responding to enquiries from shipowners. Mr. Valentakis emphasizes in his discussions, “We talk about the simplicity of the Ecochlor system, the small footprint and low power, the quality of the equipment’s components and, of course, the after-sales service. It is important to understand that we sell by knowing how to find the best value for our customer and this starts with listening to what they need and targeting our activities to serve them in the best possible way so that they install a BWMS that is truly ‘fit for purpose’.”
When describing their sales process Mr. Valentakis explains, “Typically, we try to meet with the [shipowner] client at least a year in advance of their estimated drydock dates. After the initial meeting we follow-up with them to answer their technical questions and we will attend any additional meetings as required. This will generate a detailed proposal that will then be discussed until all parties are happy. Then, as the final part of the process, we arrange a meeting between the client and Ecochlor for commercial discussions that, hopefully, conclude with an agreement.”
Mr. Perlich feels that the Euploia team sets a high bar in the excellence of their performance, “Their salespeople and administrative office support frequently perform above and beyond our expectations. They are always striving to ensure that our customers are properly supported. When you have everyone moving forward together like this, then success is inevitable.”
Photographs: Charis Valentakis (left), Managing Director Manos Tsonis, Sales Executive