Why Attend Value Based Selling?
Matt and David joined the course to sharpen their sales skills and gain a deeper understanding of the Lagercrantz Group. “I wanted to take away learnings that will improve my skills and help with identifying opportunities to ease customers’ problems,” Matt explained. David added, “As a Sales Engineer, it had relevance to me. It was also a chance to learn more about Lagercrantz’s way of doing business.”
Standout Moments
Both highlighted the individual presentations as a memorable part of the course. “We were thrown in the deep end - 15 minutes to prepare, no agenda. Watching how everyone approached their presentations was eye-opening,” Matt recalled. “Some told stories, others went straight to product details. It was great to learn from peers and see different styles.”
David was struck by discussions around value: “What value can we offer our customers? Solutions to problems, safety, long-term savings, after-sales support. Hearing from Jörgen, President and CEO of the Lagercrantz Group about the company’s background was really interesting.”
Challenging Views and New Techniques
The course challenged the team to move beyond shallow conversations. “Asking the right questions to help the customer uncover their real problem is the first step,” Matt said. “Then figuring out the solution, that’s the fun bit.”
Both came away with practical tools. “Value add conversations with customers will be a key focus,” Matt noted. David said, “I’m not front-line sales, but I can adapt these techniques in my role as Sales Engineer when communicating with customers to better understand their perspective.”
Benefits for Supply Plus and Customers
Matt believes value-based selling “…will help create new opportunities as understanding the customer better is key.” David observed that while some ideas are harder to implement with some customers and products, “a new product launch to an unfamiliar customer would work.”
Meeting Colleagues Across the Group
Both valued the chance to network with colleagues from other Lagercrantz companies. “It was a fantastic opportunity to meet and find out what their companies manufacture or services they provide,” Matt said. David added, “It was interesting to hear about their businesses and what challenges they face, within with their businesses.”
They discovered that most companies share similar sales goals but face different challenges depending on their markets.
Learning from Others
The course highlighted the potential for collaboration within the Group. “There are possibilities of more companies working together or helping to introduce existing customers to companies within Lagercrantz Group,” Matt said. David saw opportunities for intergroup sales and leveraging combined buying power.
The Value of Learning Abroad
Stepping away from day-to-day work and learning in Sweden made a difference. “Each country has its own way of buying or dealing, so being with colleagues from various countries really helped open my eyes to how people may perceive you in meetings,” Matt reflected. David noted, “It highlighted what export sales managers do - planning, preparation, and understanding the culture of the Lagercrantz Group on their own soil.”
Biggest Takeaways
For Matt, the focus is on value add and refining his elevator pitch. David found it valuable to challenge others’ opinions and consider whether a customer is the right fit for Supply Plus. Both agreed: “Never judge a book by its cover - there may always be opportunities or stones unturned that could help our customers out.”
Key Insight for Supply Plus:
Approach every customer and opportunity with an open mind, focus on the value we can offer, and leverage the strengths of the Lagercrantz Group network. The Value Based Selling course has equipped Matt and David with new perspectives and practical tools to drive Supply Plus forward.
Empowering Women in the Fire Service
Supporting Women in the Fire Service UK (WFS) - we are proud to sponsor Women in the Fire Service UK, an organisation dedicated to advancing gender equality, professional development and supportive networks within the sector. Through leadership programmes, mentoring and advocacy, WFS continues to inspire systemic change - helping more women not only enter the fire service, but thrive within it.
Backing the Antarctic Fire Angels - we are equally inspired by the Antarctic Fire Angels - a pioneering pair of firefighters who have set-up an academy to empower future leaders and champion women’s health, mental resilience and gender equality within the fire and rescue community. Their courage and leadership show what is possible when barriers are removed and women are given the platform to excel.
Supply Plus is honoured to support this team and help amplify their message across the sector.
Engineering Inclusion: How +AS Fire & Safety PowerBeamTM Enables a More Diverse Workforce
A commitment to diversity must be matched with equipment that supports firefighters of all genders, statures and physical strengths. This is where our +AS Fire & Safety PowerBeamTM system plays a transformative role.
Modern fire appliances require fast, safe and ergonomic equipment handling. For many years, manual handling of ladders has been a source of strain, injury risk and operational inconsistency.
The +AS Fire & Safety PowerBeamTM directly addresses these challenges.
Reducing Manual Handling Risks for All Firefighters
Each +AS Fire & Safety PowerBeamTM model is specifically engineered to improve manual handling and reduce the risk of inadvertent injury when slipping [DP1] or stowing ladders and equipment.
This supports a more inclusive workforce - making equipment operation safer and more accessible to firefighters with varying physical profiles.
Key Features Empowering Operational Equality
Training and Long‑Term Support
Supporting diversity also means ensuring every firefighter is confident in using the equipment that protects them. Supply Plus offers hands‑on training, enabling fire services to repair, maintain and operate our equipment effectively.
Our systems are supported by service packs, spare parts and a 12‑month manufacturer’s warranty, helping maintain reliable, safe operation year after year.
A More Inclusive Future for the Fire & Rescue Community
Our support for Women in the Fire Service UK and the Antarctic Fire Angels reflects a broader truth: when we invest in diverse voices and experiences, we help to create a stronger, safer and more innovative Fire & Rescue sector.
By pairing charitable sponsorship with purpose‑built engineering, Supply Plus is committed to:
Together with our partners, we’re helping shape a fire service where everyone has the opportunity to thrive - and where innovation and inclusivity grow hand in hand.
Find out more:
Key adjustments include:
What Does This Mean for Businesses?
While these changes simplify certain aspects of CBAM compliance, they also introduce new requirements. For example, emissions data verification will become mandatory, but the EU has yet to publish the verification framework or appoint accredited bodies. This means businesses cannot currently provide verified emissions data for products supplied from 1 January 2026.
Additionally, supporting documents that clarify these rules are still pending. Until these are released, forward planning remains challenging.
Scenario Planning
To help our customers prepare, we’ve modelled potential CBAM financial impacts for a sample product. Based on current assumptions, the best-case scenario suggests an impact of approximately €0.14 per product. However, several critical details remain unresolved:
Our Commitment
Supply Plus is actively working with our supply chain to ensure emissions data can be verified as soon as practical. We will continue to monitor developments and share updates as the EU releases further guidance.
In the meantime, we welcome questions and input from our partners as we navigate this evolving regulatory landscape together.
Contact us: Supply Plus
Tel: +44 (0) 1480 832200
Email: info@supplyplus.com
Supply Plus Limited
1 Stirling Way
Papworth Business Park
Papworth Everard
Cambridgeshire
CB23 3GY
United Kingdom
