Coverage starts here – Clarke Powered Solutions.

Powernews caught up with the team to discover more on how they’ve continued to move the needle and position themselves for year-over-year growth.
 

Selling Clarke first

“Early on, it became clear that our territory was being sold on price rather than value,” explained Kelly Grencer, general manager. “To change that, we adopted the ‘Selling Clarke First’ strategy — focusing on the needs of both the industry and our OEM partners.”

Kelly continued: “At Clarke, we offer much more than a price point. Our dedicated engineering and applications team provides value-added solutions and packaging expertise, allowing us to sell not just an engine, but a complete solution throughout the product’s lifecycle.”
 

Expanding OEM partnerships

When Clarke assumed the Perkins territory in 2018, it started with only four transferring OEMs. So, growing that base, quickly and sustainably, became a top priority for the team.

“Today, we’re proud to have 37 OEMs who trust Perkins and Clarke with their engine needs — and several have expanded their business with us,” said Kelly.

Clarke’s current focus remains on two key goals:

1. Increasing the number of OEM partnerships, and
2. Expanding into larger engine applications (“larger iron”) within existing OEM programs.

Marketing manager Ben Westermann explained: “The electric power (EP) and pump sectors remain strong in the U.S., and we’re actively collaborating with OEMs in these sectors, as well as those in waste, crushers and screeners, drilling, chippers, lawn and garden, material handling and pavement industries.”

He added: “We’re also developing new opportunities with the Perkins® 2600 and 5000 Series engines, targeting larger displacement projects that offer the greatest growth potential within our territory.”
 

Strengthening service coverage

When Clarke became a distributor, one of its main priorities was improving service coverage for OEMs, rental markets, and end users.

With nine Clarke locations across six states, it had strong coverage from the start, however, evaluating and improving its Second Level Dealers (SLDs) network was essential.

“While COVID slowed the process, we’ve since implemented our Strategic Partner Program — streamlining our network by removing underperforming dealers and adding three new Strategic Partner with multiple locations,” said Kelly. “These partners share Clarke’s commitment to customer service, technician training, quality repairs, genuine Perkins parts, and warranty excellence.”
 

Driving efficiency through E-Commerce

In 2024, Perkins and Clarke launched a B2B E-Commerce platform, giving SLDs, OEMs, rental partners, and account customers the ability to check inventory levels and place orders online.

Ben said the platform had already improved efficiency and continued to show steady monthly volume growth. With B2C capabilities launching soon, Ben added that the team were excited about the additional opportunities this will bring to Clarke’s area of responsibility.
 

Aftermarket growth: Service Replacement Engines (SRE)

Service Replacement Engines have become a cornerstone of Clarke’s aftermarket growth strategy. In 2025, it has already doubled its SRE volume — driven by a renewed focus on Perkins® Platinum Protection (PPP) coverage.

“We now include PPP Extended Coverage as standard on every SRE engine sold, giving customers industry-leading protection for equipment entering its second life cycle,” said Kelly.
 

Centralised operations for quality and control

“In 2026 we’ll be centralising our engine and parts operations to enhance quality, control, and efficiency,” added Kelly.

“All engines will be stored, customised, and packaged from our centralised warehouse, allowing for greater consistency and quality assurance. Similarly, all parts will be managed under one roof, ensuring ‘right part – right quantity – right location’ every time.”

This structure will enable Clarke to provide OEMs and customers with accurate, damage-free, and timely deliveries — a cornerstone of its commitment to operational excellence.
 

Investing in marketing and digital growth

Clarke continues to expand its digital presence through its website, social media, email campaigns, and targeted digital advertising. Ben explained: “Our marketing initiatives align closely with OEM and aftermarket strategies to support growth throughout the territory and provide our teams with the tools they need to succeed in the field.”
 

Distributor Excellence and continuous improvement

Since joining the Perkins Distributor Excellence Program, Clarke has actively engaged in continuous improvement. The program allows Clarke to benchmark its performance against other Perkins distributors worldwide and identify areas for further development.

Kelly enthused: “I’m proud to share that Clarke earned a bronze medal in 2024 — a reflection of the dedication, teamwork, and commitment that has driven our steady improvement since 2018.”
 

Looking ahead

“At Clarke Powered Solutions, we’re really excited about the road ahead,” said Kelly. “Challenges are inevitable, but our focus remains clear: serving our customers while continuing to strengthen our business.

“Together with Perkins, our OEM partners, and our dedicated team, we’re building a stronger, smarter, and more sustainable future.”

Learn more at: www.clarkepoweredsolutions.com