Supplier in the Spotlight: A decade in partnership with Zeiss

December 7, 2021

At Solutions Asset Finance (SAF) we are proud of the strong working relationships we have built with our suppliers. Becoming an extension of their sales teams enables us to utilise our support and expertise to help close sales and make their products and services more accessible.

One of our longest standing relationships is with global pioneer of scientific optics, Zeiss.

We have been working with Zeiss, a leading global technology company operating in optics and optoelectronics, for 10 years, providing their customers with bespoke finance solutions.

Client name:

Carl Zeiss Ltd

Client Services:

Developer, manufacturer and distributer of highly innovative solutions for industrial metrology and quality assurance, microscopy solutions for the life sciences and materials research, as well as medical technology solutions for diagnostics and treatment in ophthalmology and microsurgery. 

Client Brief:

Zeiss initially engaged with SAF to support their Meditec Division. Meditec provide market leading surgical and diagnostic medical assets for the healthcare sector with a strong presence within the NHS.

Zeiss recognised the financial challenges that the NHS continually face and wanted to provide a cost-effective solution that enables their technology to be more attainable. The budgetary constraints regularly faced by the NHS mean that there is often limited capital available to replace or upgrade existing ophthalmic equipment.

SAF’s Solution:

After demonstrating the positive impact of offering flexible finance options both on their customer’s perception of the wider Zeiss offering and on their order book, the SAF team worked closely with the senior management team at Zeiss to develop their branded finance solution, Zeiss Rental.  A fully integrated branded solution allowed Zeiss to offer a compliant and viable alternative to capital purchase to any of their customer’s looking to procure their equipment outside of traditional capital purchase.

After years of experience supporting public sector procurement, SAF understand that each NHS Trust’s needs are different and that budget constraints are often a significant obstacle when it comes to upgrading ageing equipment. Consequently, we work proactively with Zeiss’ customers to ensure that the offer provided is tailored specifically to their particular financial drivers, aiding the progression of the business case and ultimately improving the likelihood of an order being placed.

What the client said:

“It’s been a real pleasure working with Solutions Asset Finance over the past 10 years. We initially chose to work with SAF because of their expertise and experience within the public sector, but soon came to realise their in-depth knowledge could be applied to supporting our sales activities across multiple facets of our business.

“Working with SAF has been a truly integrated partnership, with the SAF team becoming an extension of our own. Their support has added to the Carl Zeiss value proposition, helping us tailor an end-to-end service offering.

“We look forward to continuing our relationship with SAF in the years to come!” – Paul Adderley, Managing Director, Carl Zeiss.

Ongoing Support:

SAF continue to work on a daily basis with the Zeiss team offering branded finance solutions and commercial sales support, allowing customers to purchase equipment when it is needed rather than when budgets allow.

SAF continually work with key personnel within the Zeiss senior management and sales teams to understand their key strategic objectives, target markets and newly developed products.

From an initial focus on the Meditec division and NHS customers, we have expanded the Zeiss Rental program to support multiple product divisions within Zeiss accommodating the needs of both the private and public sector and continue to assist the sales team with dedicated sales support.

Benefits of the Partnership:

SAF strongly believe the success of any branded finance program depends on a thorough understanding of the supplier’s equipment portfolio and target markets, regular engagement with the senior management team and a proactive approach with both their sales team and with their customers.

SAF are as much a sales and commercial support organisation as we are a finance company. We are confident the service and support we provide to our partners, particularly Zeiss, is second to none. Ultimately, the benefit of our approach is evidenced through an increased conversion of sales opportunities.

Our 10-year partnership with Zeiss is something SAF is immensely proud of, and we look forward to a further 10 years of success.

Solutions Asset Finance

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