Spotlight on marine – customer first.

We all know the Perkins distributor network plays an important role in giving customers access to trained technicians, genuine Perkins parts, and a responsive local organisation in 171 countries, all supported by the marine team here in the UK. Ben and Benita, can you tell us more about how you work with the network?

“We place a high value on our distributor network, this is our route to market for delivering our engines and services to customers worldwide,” explains Ben. “There are several key principles that are our focus.  

“Open and responsive communication is essential to ensure our distributors have the support and resources they need to provide the sales and customer service we expect.  

“Feedback from our distributors is vital to understand their experiences in selling our product, their needs and customer pain points. This two-way communication helps us improve our products and services and evaluate our offering.”  

Benita continues: “Sales performance is tracked, and we work with our distributors to forecast future sales. This helps us set realistic targets, identify growth opportunities, and ensure we meet our business objectives. 

“We also engage our distributor network in our sales activities and provide tools and support to actively promote our engines and solutions.  

“The key message here is communication and engagement!  

“Through this collaborative approach, we ensure that our distributors are not just sellers of our products but work hand-in-hand with us in delivering value to our customers.” 

Benita, when a distributor or a direct customer contacts Perkins marine engines, their enquiry comes to you. As the lead account manager on marine, can you talk us through a typical day?

“In this job, no two days are the same, but one thing is constant, the day always starts with a cup of coffee!” enthuses Benita. “A typical day then begins with checking my emails and messages and addressing any immediate concerns or queries from the distributor network. As our customers are global, the communications don’t stop when we go home. To respond to the enquiry, this often involves coordinating with various departments, such as technical support, compliance or production. It’s incredibly handy to have all skills and information under one roof. This allows us to respond quicker and more effectively to most situations. We work close together, in one building, and this ensures that everyone is on the same page and working towards common goals.  

“Once the immediate queries are in progress, I then move on to longer term tasks. This usually involves multiple departments on projects aimed at expanding our value proposition beyond the physical product. Throughout the day, there are meetings and calls with distributors and colleagues, and it’s important to fit in time for self-development and learning.  

“Supporting our distributors is the key part of my role. I strive to provide the information and resources they need to succeed but not everything is available instantly. We are working on several exciting new service offerings and training opportunities to our distributor network. When our distributor business grows, so do we, so my primary focus is on delivering the tools and support to make that growth possible for both Perkins marine parts and prime products.” 

Matt, Benita touches on parts and sales there. Can you tell us a bit more about your role as parts sales supervisor and how you support the distributor network and ultimately the end user?

“As the parts sales supervisor, my primary role is to oversee the aftersales team here at Wimborne and to ensure that our customers have continuous access to the parts and support they need to maximise the performance of their marine engines,” explains Matt. “I work closely with multiple teams here at Wimborne to support parts identification, expedite parts availability, and ensure that we are responsive to any unforeseen challenges that may arise during an engine’s operation. 

“By closely monitoring customer needs, anticipating potential part shortages, and maintaining strong relationships with our suppliers, we strive to maximise uptime and keep engines running smoothly.  
 
“We also understand the importance of legacy units in our customer operations. Despite the challenges involved in sourcing some older components, we will always do our best to support these legacy engines, finding solutions where possible. 

“My team and I are committed to helping end customers by ensuring a seamless parts supply and delivering prompt and efficient service that contributes to their engine's uptime, reducing any operational disruptions as much as possible.”

We’ve touched on the network and the parts, but what about new engines. Ben, there has been a hive of activity with two new Perkins marine products in the last 18 months and more coming this year. Can you tell us more about what you are doing to reinvigorate the marine brand?

“We are leaning into our heritage and history – Perkins has a rich legacy in marine,” says Ben. “Durable and reliable engines that are proven over time is a story we want to tell and bring forward with Perkins marine products you can buy today.  We are also empowering our distributors – equipping them with marketing tools to effectively showcase our products and reach the right audience. The importance of building meaningful customer connections cannot be understated – creating engaging, lasting relationships that go beyond transactions is at the forefront of our minds. And finally, curating the right product portfolio – ensuring our offerings meet the evolving needs of today.” 

That all sounds really exciting, so no doubt you’ll be showcasing these new offerings at the key marine exhibitions this year? 

“We’ve taken a bit of a break from exhibitions to review the marine strategy and after doing so, are excited to be back exhibiting at trade shows!” says Ben.  “We felt it was the right time to reconnect and share our story. Over the past few years, we’ve been busy evolving our vision and refining our product range—and we were excited to launch our E44 and E70B products back in 2023. This return has been all about reengaging with our customers, sharing our journey, and offering an exclusive look at both what we’re currently offering and what’s on the horizon. We believe there’s a powerful story behind every product, and now is the moment to tell ours. We know that there is no better way to tune into the customers’ needs than hearing directly from them. Exhibitions are a great way to interact and hear the feedback that drives us to deliver for them. Our main exhibitions are currently Seawork Internationals and the Marine Equipment Trade Show (METS).”   

We know why you are at exhibitions as we have just heard from Ben. Benita, as the main contact with the network and central to the conversations, how does it make you feel when you see the finished product on display at an exhibition?

“It’s incredibly rewarding to see the finished product on display as it highlights the collective effort of the whole team,” explains Benita. “My colleagues at the show are essential to the team but there is an army behind us.” 

Marine has been part of the Perkins portfolio since the 1940’s. Marine engines have been installed in boats during WWII and have powered passenger ferries and yachts that have circumnavigated the globe.  Some would say you are custodians of the brand. What does it mean to you to be an integral part of Perkins future?

“I see my role as an opportunity to shape the next chapter of Perkins marine,” says Benita. “To strengthen our relationship with our distributor network for the lasting success of the brand. We are here for our customers and helping find a solution to their problems is the highlight of my day.” 

Click here to learn more about Perkins marine products and services.