Successful immersion suit campaign strengthens VIKINGs relationship with its customers – both old and new

VIKING's recent immersion suit campaign in response to the newly introduced SOLAS requirements tested the company's ability to be global in nature, yet remain close to its customers. A test that VIKING passed with flying colours.

More than one year on from its start, VIKING reflects on a successful immersion suit campaign – not just in terms of order books, but in terms of the company's success in reaching out to customers and meeting their requirements.

Staying close to the customer
Close customer contact has been a pivotal part in VIKING's immersion suit story. VIKING contacted customers early on in the campaign to find out exactly what they needed and provided help and guidance, e.g. through the extremely popular Immersion Suit Buyers Guide. The existing immersion suit product range was extended and improved – but this was not the end of the story. VIKING also designed suits specifically according to customer requirements as well as selling from its product range. Standard models also changed over time, adapting to suit what the market really needed.

"Instead of creating a product range and merely selling it, VIKING took the product range out to the customer and adapted and evolved it to make it what the market needs.", says Global Sales Manager for the Cargo segment of VIKING LIFE-SAVING EQUIPMENT, Jørgen Holm.

VIKING's global advantage
VIKING's global advantage was felt two fold: it gave the company the necessary resources to provide both standard and tailor made suits for large and small customers, and made it possible to deliver around the world – in several deliveries in various locations, if required.

VIKING's campaign was so successful that more orders were received than initially expected. The entire global organisation stepped up a gear, optimised and worked hard to ensure that customers received the right immersion suits for their needs.

After the immersion suit deadline – what happens now?
VIKING continues to provide customer support after the deadline. Right now they are working on clarification of the question of regulations for immersion suit servicing, and will be ready again to advise and help customers both locally and worldwide.