Issue link: http://palletcentral.uberflip.com/i/1280561
12 PalletCentral • July-August 2020 palletcentral.com Kurt Larsen, President & CEO, Viking Engineering & Development Viking remained open as a critical supplier. There were no interruptions with our machine builds, parts, and service. We are fortunate to have long standing relationships with suppliers, and the result was minimal delays in materials or part lead times. Some installs or service work was delayed due to customer requests or travel restrictions, especially international installs. The pandemic has been a learning and galvanizing experience for everyone. It is undoubtedly changing the landscape of how we operate as a B2B supplier. Business relationships and sales strategies have been tested more now than ever. We believe that those who can adapt quickly to successful and creative strategies, along with strengthening customer relationships, will survive today but thrive in the future. Digital marketing trends are permanent. Continue to look for ways to connect with customers and show them your new products or innovation with or without access to large expos. We are hopeful that the travel restrictions and difficulties are temporary but have started initiatives on further improving and offering additional remote service solutions. However, finding the balance of providing valuable, concise digital messaging versus overcommunicating on unappreciated content is critical in effective communication execution. We continue to explore all options in helping our customers during these times. We believe that by living up to our corporate values, Viking customers will remember what we did to help support their businesses long after the crisis. Since COVID, Viking has seen increased demand for service work. Our service department has been bustling and actively traveling to customer sites to perform service work. Customer requests for "Made- To-Order" product requests – customized automation equipment has increased. We have completed a few MTOs and have more in the pipeline. We also sold and expedited machine builds for customers whose business has increased during this period. COVID-19 – SUPPLIER INSIGHTS DELIVERING ON Expectations N o one has escaped the impact of the global upheaval of today's economic and health crisis. While the crisis still lingers, companies that serve the industry have been quick on their feet to meet client demands. Their challenges and successes highlight the importance of the wooden pallet and container industry in moving goods and services worldwide. The machinery, lumber, tools, nails, and other supplies that manufacturers need to run their businesses are just as essential. We asked our supplier members to share insight into market shifts, trends, and new opportunities seen because of the pandemic. Some may be temporary; some are permanent. We thank them for taking the time to tell us more.