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«БАУ групп»: комплексные решения для строительства
16.12.2019
Анна Казак, генеральный директор ООО «БАУ групп», рассказала Status, почему важно постоянно тестировать реальность, работать над скоростью реакций и как это помогло компании за два года из производителя винтовых свай трансформироваться в производственно-строительную группу, специализирующуюся на быстровозводимых модульных и каркасных зданиях, шумозащитных экранах и заборах на винтовом фундаменте BAU на территории РФ и стран СНГ.
«БАУ групп» существует на рынке недвижимости двенадцать лет. Технологии не стоят на месте, и, чтобы постоянно находиться на плаву, необходимо следить за трендами, постоянно расширять ассортимент и развиваться. Строительный рынок в целом — сегмент сложный, в настоящее время проживающий большую перенастройку: ужесточаются финансово-юридические схемы, меняется покупатель, снижается покупательская способность, при этом повышаются требования к качеству. Имеет место перенасыщение во многих сегментах, как следствие — стагнация или даже падение рынка. На этом фоне около двух лет назад в компании были приняты решения, которые вынудили бизнес начать глубинную трансформацию. Перед новым руководством были поставлены амбициозные цели в части увеличения финансовых показателей, под которые была сформирована новая структура и собрана команда, обладающая высоким уровнем компетенций в строительстве в значительно более широком понимании, чем только фундаменты. Был проведён аудит бизнеса и выбрана определённая стратегия по интенсивному приросту бизнеса за счёт открытия новых рынков и каналов сбыта, расширения номенклатуры и иных мероприятий, влияющих на стоимость компании. В основу перемен были заложены главные принципы — максимально быстрое принятие решений и постоянный контакт с реальностью.
Больше, чем монопродукт
Первой антикризисной мерой было заметное расширение номенклатурной матрицы. Вместо отстройки от конкурентов и войны было решено усовершенствовать аналогичные продукты на нашей производственной и интеллектуальной базе. Сделать то же самое, но лучше. Таким образом, кроме свай BAU типа «гео-шуруп» были запущены в производство другие виды фундаментов, а впоследствии, и сопутствующие товары — ростверки, сваекруты, заборы. Достаточно быстро рынок показал, что в чистом виде «гео-шуруп» или «лопасть» клиенту не нужны. В этой ситуации, чтобы обеспечить заявленные показатели по приросту, были приняты решения расширять бизнес в части поиска комплементарных продуктов и оказания услуг «под ключ». Для чего в текущем году были проверены несколько различных гипотез и сформирован финальный пул продуктов, которые хорошо стыкуются на ценностном и техническом уровне с нашим основным продуктом. Это шумозащитные экраны, ограждения и быстровозводимые модульные и каркасные здания. А высокий уровень компетенций команды позволил быстро зайти с новыми продуктами на нужные нам рынки и показать первые результаты.
Технология производства винтовых конусно-спиральных (типа «гео-шуруп») и лопастных свай ВАU имеет патентную защиту, действующую на территории Евразийского экономического союза. «БАУ групп» формирует базу расценок на винтовые фундаменты для ФГИС ЦС, имеет сертификат Made in Russia, знак Russian Exporter и вошла в реестр добросовестных экспортёров.
Параллельно мы стали развивать сервис, поскольку клиент сегодня хочет получить услугу «в одно окно», с понятным качеством, гарантией и без сбоев. Таким образом, мы создали авторизованную монтажную сеть и в более чем десяти регионах сегодня есть наши структуры, прошедшие обучение, оснащённые специализированной техникой, оказывающие услуги монтажа нашей продукции в соответствии стандартом качества BAU.
Нет нужного ГОСТа — создай
Работа с крупными проектными институтами показала, что знание и фактическое применение технологии сегодня крайне низкое. Это связано с нехваткой федеральных стандартов и технических нормативов. Ещё более выпукло с проблемой отсутствия единой системы государственного регулирования в области свайных фундаментов мы столкнулись в ходе переговоров в рамках бизнес-миссий в Узбекистане, Киргизии и Казахстане. В 2018 году «БАУ групп» выступила инициатором и вошла в рабочую группу по разработке ГОСТа по свайно-винтовым фундаментам. В настоящее время ГОСТ уже проходит финальные согласования. Для выхода в сегмент корпоративных продаж был создан проектно-конструкторский отдел. На сегодняшний день в «БАУ-групп» активно ведётся научно-техническая работа, включая натурные испытания совместно с крупнейшими вузами страны. Это решение позволило открыть новый канал продаж — федеральных заказчиков и крупных корпоративных игроков.
Бренд — актив бизнеса
Сегодня все думают о капитализации компании. Помимо понятных финансовых показателей, она зависит, от репутации и контрактных пакетов. Поэтому в компании было принято решение системно работать с брендом. И можно с уверенностью сказать, что за последний год бренд «БАУ групп» создан, технология стала узнаваемой в нужных нам сегментах и каналах. Создан большой пул контента, обучающие и рекламные материалы, сформированы и описаны продукты, разработаны и реализованы несколько интересных успешных партнёрских программ со смежными производителями. В настоящее время мы с удивлением наблюдаем, как социальные сети начинают нас продавать сами. Таким образом, сначала мы вкладывались в контент и продвижение, тестируя разные рекламные кампании и гипотезы, а сегодня мы получаем заявки в Инстаграм и находим дилеров в Facebook. И это как раз про «быть в контакте с реальностью» и про возможность быстро реагировать.
Федеральный уровень
Изначально бауфундамент — качественный интеллектуальный продукт, который мы научились производить с нулевым процентом рекламаций. Сегодня это позволяет работать со сложными федеральными заказами, например, свежий кейс от Минобороны РФ, которое предъявляет повышенные требования к качеству продукции и точности исполнения заказов. По нашим данным, больше никто в стране не прошёл этот тендерный отбор (по части требований к точности исполнения). Выстроенная дилерская сеть позволила компании расширить территорию сбыта. Ещё два года назад продажи реализовывались только на территории ЦФО, ЮФО, и в Алматы, но уже сегодня охвачена практически вся территория России и большая часть республик СНГ. В 2019 году компания была включена в Единые федеральные расценки на продукцию, сегодня «БАУ групп» — единственная компания в сегменте, формирует базу расценок на винтовые фундаменты для Федеральной государственной информационной системы ценообразования в строительстве Министерства строительства. Сваи BAU рекомендованы Автодором в ОДМ для применения на федеральных объектах, компания получила сертификат Made in Russia, знак Russian Exporter и вошла в реестр добросовестных экспортёров. Раньше «БАУ групп» не работала в домашнем регионе, но в 2019 году вошла в сеть Leroy Merlin (в ЦФО, СФО и Алтайском крае). Выяснилось, что рынок Сибири созрел для данного продукта, после чего была скорректирована стратегия в части расширения присутствия в Сибирском федеральном округе. Так как мы работаем с федеральными заказами, в целях развития и оптимизации логистики нам очень интересны контакты с промышленными предприятиями нашего региона и партнёрство.
Компания «БАУ Групп»
Новосибирск, ул. Советская 4а
тел. (383) 202-13-56, 8-800-550-75-20
baufundament.ru
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