The HARDO way: blueprint for successful partnerships
Comprehensive support and fostering long-term relationships are the strategy of for the Polish producer of Ex-rated electrical and lighting equipment. Financial results confirm that this approach effectively achieves the business goals of both parties.
The cooperation between a manufacturer and a distributor is not merely an exchange of goods. It is also, and perhaps most importantly, about building trust-based relationships and fostering mutual growth. In its partnerships, HARDO skillfully bridges two worlds: working effectively with large, experienced players while supporting smaller, rapidly growing entities. This article illustrates how this works in practice through examples of two distributors: GRUPA WOLFF, a market leader in Poland, and the young, dynamic Lithuanian company MLX-Ex.
GRUPA WOLFF: a strategic partner in large projects
Working with an experienced partner such as GRUPA WOLFF requires a strategic and long-term approach from HARDO. From the start, GRUPA WOLFF was treated as a key partner in Poland, thanks to its position in explosion and fire safety market. In 2024, after only ten months of partnership, the turnover of GRUPA WOLFF exceeded PLN 2 million (USD 500K).
Thanks to GRUPA WOLFF, HARDO’s products were used in key investments across Poland. For example, explosion-proof lighting from the OptiLine series is operational in chemical and petrochemical plants as well as in one of the Baltic LNG transshipment terminals. Meanwhile, HARDO’s electrotechnical solutions – terminal and junction boxes – have been integral to a significant project recognized by the European Commission as a “Project of Common Interest” (PCI).
A key element of success was responsiveness in terms of pricing and short turnaround times. HARDO’s technical advisory team were key players as they provided professional support in the selection, calculation and development of designs and 3D models of the offered solutions.
HARDO and MLX-Ex: growing together
The Lithuanian company MLX-Ex may have a small team, but its strength lies in the founder’s extensive industry experience and determination to grow. The business paths of HARDO and MLX-Ex crossed when the company was searching for alternative suppliers.
“HARDO team was very open to communication, and willing to go the extra mile. They exhibited what we look for in a model business partner: integrity and trustworthiness. Moreover, they proved most flexible of all brands we considered” shares Denisas Marcinkevičius, CEO of MLX-Ex.“As a partner, MLX-Ex was very proactive from the start. We received many inquiries, and we did our best to increase the chances for procurement, often at our own cost. For example, we responded to 95% of inquiries the same day, or the next day the latest. Also, we realized express production and delivery. Such support, combined with technical and commercial assistance, allowed us to quickly build mutual trust,” notes Sebastian Gruszka, COO of HARDO.
One of the most notable successes in the collaboration with MLX-Ex was an order for a demanding client, ORLEN Lithuania. Initially, HARDO’s offer exceeded that of its competitors’ in terms of cost by 40%. However, it turned out that our competitor offered a poorer version of the solution than the inquiry implied. Together with MLX-Ex we looked into the client’s specification and modified our offer to match the expectations at a competitive price. In the end, thanks to our partnership, we won the order.” Gruszka concludes.
For the Lithuanian distributor, one significant challenge was ORLEN Lithuania’s long payment terms, which could have disrupted MLX-Ex’s financial liquidity. To address this, HARDO guaranteed payment to its partner after ORLEN Lithuania’s payment terms, accepting the associated risk. Ultimately, securing the order in favor of HARDO, further strengthened MLX-Ex’s position in the Lithuanian market.
However, the collaboration with MLX-Ex was not based solely a technical success. The Lithuanian distributor appreciates HARDO’s swift response. For example, in one of the initial orders, the selection, production and delivery of the product to Lithuania was completed in just 4 working days. “An urgent inquiry arrived from Lithuania on Thursday, and the products were dispatched on the next day. For MLX-Ex, which aims to establish its position in the Baltic markets, a response that brings them closer to an order is vital.” comments the COO of HARDO.
Additionally, HARDO demonstrated expertise in legal matters (particularly in efficiently finalizing various agreements) and readiness to flexibly adapt its offerings. For instance, in one project, costs were reduced by optimizing the product’s design without compromising quality. This move helped enhance the competitiveness of the offer and showcased HARDO’s proactive approach to collaboration.
Different partners, different needs, one standard
Every distributor, regardless of size, has unique needs shaped by their market position and experience. Large, established players like GRUPA WOLFF expect stability and a strategic approach. They prioritize tools that allow for independent quoting, robust technical support, and seamless integration of product data—such as price lists and product specifications—into their internal systems. The ability to flexibly adapt offerings to market requirements is also crucial.
On the other hand, smaller, emerging partners, such as Lithuania’s MLX-Ex, require dynamic support, swift responses to inquiries, and comprehensive assistance in building their market position. For these companies, every new project can be a turning point. It’s essential for the manufacturer to demonstrate a willingness to assume part of the risk and provide robust support, fostering trust among clients.
However, regardless of the scale of collaboration or the company’s size, HARDO applies a consistent standard: top-quality service delivered in the shortest possible time. HARDO also offers various types of support, including intensive marketing efforts, client visits, sample products, and bank guarantees required for tenders.
“In short, from day one, we strive to exceed market expectations. We focus on minimizing bureaucracy and prioritizing an understanding of mutual needs while solving problems together,” emphasizes Sebastian Gruszka.
Working together for mutual success
The stories of these two partnerships demonstrate HARDO’s ability to adapt to partners at every stage of their development. The relationship with GRUPA WOLFF focused on building a stable foundation and delivering large-scale projects. Meanwhile, the collaboration with MLX-Ex highlights the importance of HARDO’s dedicated support for its partners at the start of their journey.
“Our strategy is to work with one, and in the case of larger markets, a maximum of two distributors. We look for partners who not only sell our products but do so strategically, providing expert advice to their clients. We continuously develop our product portfolio and invite our distributors to help us identify products that should be introduced to the market,” concludes Sebastian Gruszka.