We spoke to Jim Everett, General Manager at Pac US about his experience at this year’s DSEI

What did you think of the DSEI show?
It was very impressive, it’s a completely new forum of business opportunities on a different scale and magnitude to what we have in the states.  For example I’ve never been to a show where there’s a warship outside, but I think what really struck me is the diversity, there was literally everything at the DSEI from drones and missiles to attack helicopters, with manufacturers and suppliers covering all sectors.

How did it compare to the US shows?
It was the same, but different, what I mean by that is that it seemed as if there was a different culture at the DSEI with a huge amount of delegates and products on offer.  Normally we exhibit at Fire Shows throughout the States, that’s how we’ve managed to meet and greet our contacts in the navy and military, but I think the DSEI offered us a direct contact to military vendors.

How do you think Pac was received?
Better than I thought, not because of the product, but we’re quite a small outfit compared to some of the larger companies exhibiting, companies like BAE systems etc.  having said that we did get a lot of interest on stand for the Pac, which was very encouraging.  Our experience with the US Military and Navy was of huge interest, all in all I though the show was very impressive.

How is Pac developed?
Well there are two main ways we design and manufacturer Pac.  Firstly we design a broad range, which can be used across different applications and for different tools and the second method is we design Pac specifically for our clients’ products or where we have had a significant volume of enquiries.  When it comes to design there are many hurdles and even though Pac is easy to use and doesn’t have any major moving parts, design engineers and consultants need to be briefed before a prototype can be designed, which will of course mean we need to sourced the relevant materials.  We pride ourselves in constantly renewing current lines, for example the Handlok and Adjustamount are two of our biggest sellers, both of which have been through a number of evolutionary cycles

Are there any new additions to the PAC coming out in the future?
Funny you should ask, we’re currently working on a brand new tool mount, totally unique to anything seen before.  I can’t go into much detail about it now, but it’s something we’ll be launching over the coming months.  We’ll certainly keep you in touch with any new developments.

Hi there Gary, how long have you been the warehouse manager?
I’ve been down here since June 2000, when I first arrived there was only 4 people working in one small unit, which grew to three small units until we finally moved to our current custom designed factory.

How was it custom designed?
Jeremy Binnington and Jon Lye worked with the architects to purpose build the offices as well as the warehouse itself. The bays have been laid for our forklift and work shops and our pallets were specially designed for the building allowing us to squeeze as much space out of the racking as possible.

In terms of products how has GSF changed?
We’re constantly working with vehicles builders and defence contractors to help them configure their loads more effectively and to help us do that we’re always finding out ways of supporting our clients. Apart from new product ranges GSF’s attitude to materials helps us increase our products life span, for example the slide and tilt mechanisms were steel originally and now we supply aluminium and plastic.

What are the benefits of aluminium and plastic?
It’s cheaper allowing us to pass on savings to our clients and its lighter, which reduces the weight on the vehicles whilst giving more strength, which is ultimately what brigades are aiming to achieve. The new slides have been extensively tested by an independent body called RAPRA, who have analysed the plastics we use and found them to be an excellent alternative in terms of durability and maintenance. We also run our own testing in house which means we can ensure that all GSF products operate to stringent standards.

How’s this affected your role?
We do more manufacturing that we did before and my role is to make sure that products are overseen and that quality is always maintained.

GSF Slides have really been developing their product range recently, what’s the feedback from clients?
Yes that’s right, originally we were supplied Chambrelan slides but now we have extended our product line to include the Slide and Tilt draws, Promount, Thomas Regout, the brand new vertical sliding system called the Balance Box and of course our new Interferon product range. Our Promount range has had wide acclaim and is proving very popular across a wide range of applications and the feedback I am receiving is really positive.

Introducing new products in this climate might seem quite daring, do you think its made a difference?
Certainly, it’s given us a bigger range to sell and it fits in with our overall experience and expertise. The cross over from our core market and the new products we’re offering is very small and so we’re finding we can add different solutions to different parts of the build.

What’s been the biggest change in the last six months?
The downturn has affected everyone, but we've got a very strong product range and orders have spread across E1, John Dennis and Browns, who have taken up our slides across their vehicles. We’ve had some very promising orders from Marshalls SV and Anteon in the defence sectors, which we hope to capitalise on at the forthcoming D.S.E.I (Defence Systems and Equipment International) show in September, which we will be exhibiting at.

How’s business abroad doing?
The US market has really opened up for our slide and tilt mechanisms and a lot of orders come in from Europe and we’re slowly getting interest from the Middle East. In addition we’re finding larger more specialised vehicle builders in the UK, companies like Marshalls SV, General Dynamics and Dytechna have taken on our slide and tilt mechanisms or the Promount range and we hope to maintain those relationships.

In what ways has the recession affected GSF?
It certainly has affected a lot of companies in terms of what companies are buying. Companies are ordering, but because they don’t want to hold stock they’re only ordering what they need when they need it. Even so, business is good and with our new Promount and Interfron product lines I believe we’re in a better position to weather the storm that many companies in our sector. 

Hi Colleen, I’d like to find out more about you and your role at GSF.
I am the Office Sales Manager at GSF and I tend to be the first point of contact for incoming enquiries.

And what areas do you cover?
I cover accounts in the UK, Ireland, Europe, Australia and the US.

So how long have you been with GSF
I’ve been with GSF since 2003 and in that time I’ve got to know what my clients want. I’ve developed a relationship of trust and my clients know that they get what they ask for. In a lot of cases I know the customers so well that if they do make mistakes I can give them suggestions and recommendations to make sure they have the right product for their application.

Has a lot changed since you’ve been with GSF?
We have developed and introduced a lot of our products over the last few years. The Slide and Tilt System has been totally re-developed. Instead of using steel we now use a combination of Aluminium and molded polymers. This new system ensures that maximum strength is still maintained, the cost is reduced and the weight is significantly lower making it an ideal storage solution for plastic body vehicles.

Last year we introduced a new tool mounting system called Promount. Already in standard use across in US, this product is coming on in leaps and bounds in the UK with lots more brigades seeing the benefits.

What do you most enjoy about your job?
I really enjoy the people part of my job, I’ve got a great bunch of clients who keep me busy and the team here are fantastic. It would be hard to see them all and I do miss the face to face contact, but we’ve got a good rapport. I think it’s very important to have that relationship with people, especially when they’re calling from all over the world.

So any sneaky previews on new products GSF might be releasing?
Funny you should ask. We’ve had two new developments in the last week, but I can’t say any more, except to say, as with the rest of GSF product range you can expect the best, other than that my lips are sealed.

Oh go on.
I am sworn to secrecy, you’ll just have to keep your eye on the News Page.

Hi there, what’s your name?
My name’s Jon Lye, I am the Managing Director for GSF Slides.

Let me cut to the chase. How are companies, like GSF Slides, finding the downturn?
Well from a manufacturing point of view, two main problems happen in a downturn; the ability to finance stock and the fall in requirement. GSF is both a manufacturer and distributor. We have large amounts of stock warehoused, which reflects our customers’ needs. Most manufacturers that deal directly with customers force them into taking large amounts of product which satisfies a manufacture to order programme. This simply does not equate in a recession, with the customer facing the problem of financing the burden of stock or negotiating smaller deliveries. This is where GSF is finding growth….supplying to customer’s exact needs.

How does GSF Slides intend to overcome the downturn?
By being proactive. Our experience of working with London Fire & Rescue, in particular, has led to us to investigate opportunities within large emergency vehicle manufacturers. We have widened our range of telescopic slides and draw systems and brought on board an Export Director, Alec Don, who is successfully developing these emerging markets. In our business vehicle downtime is measured in hours rather than days or weeks, again our 24 hour delivery service is able to react quickly to manufacturers needs. In addition to our service we’ve just launched our new website www.gsf-Promounts.com, which allows customers to order and make payment online, which again helps speed up the delivery process.

Do you believe Government could do more to support businesses like GSF?
I’m not a politician, I am an engineer; but what I would say is that the Government’s small business loans scheme needs to be accessed quickly and properly.

What’s you’re forecast for the future?
These are uncertain times, but I do believe GSF Slides will continue to play a global role in supporting 21st century fire fighters. From this perspective, change is already happening; I think future vehicles will continue to become more diverse. Civil defence and rescue vehicles will adapt for multiple roles; for example fire trucks used to have 3 drawers, now that has increased to a massive 33, carrying everything from medical equipment, and advanced cutting gear to the firefighter’s hot meal requirements

We have been integrating a range of products into the defence and electronics industries, whether it is aircraft carriers or 19” rack cabinets with a high degree of success. The investment in new product lines and a philosophy of product bundling into diverse industries has given us a competitive edge in a global market. So to answer your question, we’re prepared for a slow down in some sectors, but because of our buying power, the fact we’re developing new markets and we have a 24 hour delivery service, means GSF Slides is in a strong position to weather the storm.