In a detailed interview with Jim Looijen, the new Commercial Director of Teleco Group, he shares insights into his extensive career and the dynamic role he now plays at Teleco, highlighting the company’s agility and innovation in a competitive market.

Words Antonio Mazzucchelli

Jim Looijen has joined Teleco Group as the new Commercial Director, effective from April 1, 2024. With a robust background at Erwin Hymer Group and Knaus Tabbert, Jim brings a wealth of experience in managing top RV brands, driving market growth across Europe, and enhancing dealer relations. At Teleco, Jim will focus on expanding its market presence, fostering relationships with OEMs and aftermarket dealers, and steering the strategic direction to keep the company at the forefront of innovation.

Aboutcamp BtoB – What is your past experience and what skills do you bring to your role at Teleco?
Jim Looijen – My professional journey in the recreational vehicle industry began with the Erwin Hymer Group, where I served as the Senior Sales Manager for Bürstner and LMC from February 2010 until March 2017. Initially, I focused exclusively on LMC, but later my responsibilities expanded to include Bürstner as well, following a restructuring that consolidated several brands under one umbrella in the Benelux region. My role involved overseeing marketing and sales, engaging directly with dealers, and representing our brands at major European trade fairs, such as those in Düsseldorf and Stuttgart.
I joined Knaus Tabbert as the Area Manager for Benelux in April 2017, a role I held until April 2024. In this position, I was responsible for the strategic oversight of marketing and sales operations across the Netherlands, Belgium, and Luxembourg. My duties included managing our dealer network, driving sales volume, and implementing marketing plans designed to secure and grow our market presence in these key regions.
Currently, I am with Teleco Group, where I began in April 2024. My focus here is on business development, market research and the coordination and supervision of established and potential customer relationships across Europe. I also oversee the work of foreign agents, ensuring that our strategies are well-executed and aligned with the company’s long-term goals in the competitive European market.

Aboutcamp BtoB – What are your first impressions upon entering the Teleco Group?
Jim Looijen – My initial impressions of joining the Teleco Group are very positive; everything is well-organized. Teleco has impressed me as a highly innovative company. They are forward-thinking, with the right products poised for the future. It’s remarkable how well Teleco is recognized in the market, how they innovate their products and their broad dealer network which spans globally, not just in Europe. Their reputation for quality is well-founded; they rigorously test all products before they reach the market supported by a team of skilled engineers who ensure everything we deliver meets the highest standards.

Aboutcamp BtoB – What are the advantages and potential challenges of being an independent, medium-sized company in a market dominated by large groups?
Jim Looijen – One of our key advantages is the ability to maintain direct, personal contact with our customers. This proximity allows us to collaborate closely with them, quickly find solutions, and directly address any issues that arise. This immediate responsiveness is a significant strength compared to our larger competitors. The decision-making process at Teleco is fast, which is crucial in a dynamic market environment. With just two co-owners, our decision-making is significantly streamlined. When urgent decisions are required, they can be made promptly without navigating through layers of bureaucracy that typically slow down larger organizations. This agility extends to problem-solving as well. If issues arise, I can make a quick call to a decision-maker, discuss the matter, and often come up with a resolution within minutes. This ability to react swiftly and effectively gives us a competitive edge, ensuring that we can meet our customers’ needs and adapt to market changes rapidly.

Aboutcamp BtoB – Teleco began its journey with aerials and has now evolved into a producer of a wide range of technical solutions. How do you see the market for this foundational product evolving in the future?
Jim Looijen – In the evolving landscape of technical solutions, Teleco is expanding its product range, yet the core of our identity remains anchored in the reliability and design principles established over 20 years ago. The satellite antenna, a flagship product, is not just a significant part of our history; it embodies the essence of what Teleco stands for. While we are diversifying our offerings to adapt to new market demands, the satellite antenna remains central to our strategy. It represents a pivotal element of our portfolio, continuing to assure the excellence and reliability that Teleco is known for.

Aboutcamp BtoB – How do you manage quality control at Teleco?
Jim Looijen – At Teleco, our commitment to reliability is underscored by rigorous testing processes. Every product destined for a dealer, customer, or business partner is individually tested before it leaves our facility. We do not employ random sample testing; instead, we test each unit one by one to ensure the highest standards of quality. This thorough testing protocol significantly reduces the incidence of defects, and we’ve found that only a very small percentage of our products experience any issues. This meticulous approach to quality control ensures that everything coming out of our warehouse meets our stringent criteria, drastically reducing the likelihood of faults once the products reach the market.

Aboutcamp BtoB – How do you manage technical assistance at Teleco?
Jim Looijen – At Teleco, our approach to technical assistance is comprehensive. We have a dedicated back office team ready to resolve issues as soon as customers or consumers contact us. For direct telephonic assistance, we’re well-equipped, but we also have a network of service partners globally. These partners are experienced in handling repairs and are an integral part of our support system.
Additionally, we invest in the technical proficiency of our service partners and key customers through targeted training programs. We invite them to our company for two or three days of intensive training on our products. This not only enhances their capability to address issues but ensures that most repairs and maintenance can be handled effectively on the ground.
In terms of remote support, around 85% to 90% of issues can be resolved over the phone, often involving updates to software or systems. If the back office team needs further assistance, they have immediate access to our engineers who can help diagnose and solve problems promptly.

Aboutcamp BtoB – How does Teleco manage orders from different sizes of customers, from large OEMs to small dealers?
Jim Looijen – At Teleco, we cater to a diverse range of customers, from large OEMs and well-known brand names to smaller van converters or dealers. Every customer, regardless of their size, is important to us. It doesn’t matter whether it’s a major OEM or a small company; our approach is to ensure that all are served with the same level of commitment and excellence. We understand that each customer has unique needs, and we are dedicated to fulfilling these needs effectively, ensuring that everyone receives the attention and service they require.

Aboutcamp BtoB – Teleco actively participates in national trade shows across Europe. What is your perspective on this approach?
Jim Looijen – It’s commendable that Teleco leverages its extensive experience by participating in trade shows. This presence not only showcases its innovative products but also plays a critical role in understanding and meeting market needs. For a company like Teleco, maintaining direct relationships with both business partners and end customers is vital. Trade shows offer the ideal opportunity to establish and strengthen these connections. They allow us to present our latest innovations and directly engage with our clientele, which is essential for our development strategy. Moreover, it’s important that Teleco, and not just its agents, maintains a visible and personal presence in various markets.