Episode 17 – Scaling Globally: Fastenal’s Unique Approach to Customer Acquisition & Retention

Welcome to the next episode of Platform Disco! Today, our guests are Jozef Gallot, Director of Supply Chain at Fastenal and Sascha Lenzbauer, District Manager DACH at Fastenal.

Fastenal is a customer-focused company with a unique business and operating model that keeps them close to clients through vertical integration. Their culture emphasizes ambition, innovation, teamwork, and integrity. Leveraging AI and data technologies, they enhance processes and customer experiences while contributing to sustainability and supporting customers’ ESG goals. With partnerships like Amazon, Fastenal aims to grow market share and become the world’s leading distributor.

WHAT IS THE EPISODE ABOUT?

In the episode we talk about the company’s approach to customer acquisition and retention. Jozef and Sascha highlight the importance of process mapping and lean solutions to tailor their services to each unique customer. This method ensures that they meet specific needs without additional costs, fostering strong customer relationships. We also touch on the challenges and strategies involved in global expansion, particularly in regions with different cultural and operational dynamics, such as Europe compared to places like Mexico.

We also talk about the role of Fastenal’s platform, Fastenal 360, in providing actionable insights and facilitating efficient inventory management. Fastenal is a company that focuses on serving customers fast and enabling them to focus on what they are good at. They have a unique business model and operating model that allows them to be close to their customers while being vertically integrated. 

Sustainability and circularity are significant aspects of Fastenal’s business model. Joe shares examples of how they have reduced waste and improved efficiency through premium product offerings and recycling initiatives. These efforts align with broader ESG commitments and demonstrate the company’s dedication to environmental responsibility. By focusing on high-quality, durable products and right-to-repair principles, Fastenal not only meets customer needs but also contributes positively to sustainability goals.

The episode ends with a reflection on Fastenal’s culture, emphasizing ambition, innovation, integrity, and teamwork as core values. These principles drive the company’s success and ensure a dynamic, forward-thinking workforce. Joe and Sascha express optimism about the future, aiming to continue expanding and taking market share by staying true to their values and leveraging their unique business model. 

All links to Jozef, Sascha and Fastenal:

Jozef: https://www.linkedin.com/in/jozef-gallot-5a50945b/

Sascha: https://www.linkedin.com/in/sascha-andre-lenzbauer-ferriman-50153a180/

Fastenal: https://fastenal.eu/

About the Podcast

Gain firsthand insights into the challenges and triumphs experienced by top executives, providing you with the knowledge and inspiration to effectively design, build, and expand your marketplace initiatives.  

Platform Disco has episodes in English and German with new releases dropping 7 AM CEST every Wednesday. To learn more, explore the individual episode listings below.

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Meet the Hosts

Alex Pesjak

VP, EMEA

Alex is a seasoned platform professional who is passionate about creating value in ecosystems and platforms. With a deep understanding of strategy, transformation, and innovation, he is driven by the vision of a thriving Ecosystem Economy across Europe and beyond. Pesjak specializes in aligning purpose, ambition, and circularity to create strategic frameworks that drive success. He is skilled in transforming legacy businesses while simultaneously leading ecosystems through agile and dual operating models.

Alex has a 20 year Brand and Innovation Background in Coca-Cola and Kraft Foods while working as a consultant for the last 12 years in the fields above. With a passion for creating value for all stakeholders, he is dedicated to driving the transformation to networked business models and organizations. Alex currently serves as McFadyen Digital’s VP, EMEA as a leader in their Strategic Advisory practice.

David Detjen

Sales Director

David is a digital professional with over 15 years in e-commerce as well as on the operator and partner sides of the equation in a variety of roles. This experience, both operating a platform in the form of an online marketplace, and serving in more of a consultative role, provides David with a unique perspective, able to “walk in the shoes” of far more than most while providing solutions.

Prior to joining McFadyen Digital, David honed his skills at the likes of Siemens, Arvatis, Mindcurv (Accenture Song), and Eccelerate, helping clients to transform their digital commerce capabilities. With McFadyen Digital, David continues this work leveraging the advantages of composable MACH approach to technology while utilizing the latest platform business models to provide scalable growth to his clients.

Peter C. Evans

Chief Strategy Officer

Before becoming the Chief Strategy Officer at McFadyen Digital, Peter Evans was a Managing Partner at the Platform Strategy Institute, a consultancy dedicated to management strategy and application of platform business models across a wide range of sectors. Dr. Evans has over 20 years of experience leading teams in identifying, framing, assessing, and communicating high-priority marketplace trends and disruptions that support business planning and investment prioritization.

Peter received his master’s degree and Ph.D. degree from the Massachusetts Institute of Technology and is a lifetime member of the Council on Foreign Relations and an International Academy of Management Fellow. He is also the co-chair of the MIT Platform Strategy Summit and the Founder of MusicTech Connect in Atlanta.

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