🕒 Article read time: 8 minutes
Shop talk
FTA Shop was introduced in 1970 and 50 years – half a century – is a long time. So we turned to Richard Turner OBE, who joined FTA in 1973 as Highways and Traffic Adviser and retired in 2007 as Chief Executive. During the late 1980s and early 1990s, the Shop was one of Turner’s many responsibilities as Director of Marketing.
What led to the establishment of FTA Shop?
Originally the role of the FTA Shop (or Sales Office in 1970 speak) was to provide a reliable source of transport office paperwork. Following the introduction of operator licensing in 1969, transport systems were heavily dependent on paperwork – vehicle records, inspection sheets, drivers’ hours records, maintenance systems and wall charts logging progress.
How did FTA respond to the challenge?
FTA experts designed and published our own paperwork systems to ensure the safe operation of lorries and the protection of the valuable operator’s licence. They were sold to members only via an order form in Freight magazine or, more popularly, over the phone. It was the friendly phone contact with the knowledgeable sales office team that helped busy transport managers quickly source the right bits of paper and record books. It was a great formula and very successful, evidenced by the number of external publishers that tiptoed around FTA’s copyright to produce “their own”. It was an important cornerstone of FTA member service, helping members get it right.
Was it just FTA members that you catered for?
It was not just members who we wanted to help. In 1972 our sights were set on providing help to architects and planners building premises for our members to ensure good access for commercial vehicles. After much research FTA’s Designing for Deliveries Guide was born and, updated, continues to this day as a unique authoritative guide for anybody building premises with lorry access. FTA experts provided knowledge and guidance to improve the layout of roads for lorries. Designing for Deliveries was a rare non-member sales item but delivered road and access design improvement benefits throughout the UK.
When did the tachograph replace the paper record book?
During the early 1980s, there was a major change in drivers’ record keeping with the introduction of the tachograph replacing for most the record book. This was a major revolution for drivers and their management. Transport offices now needed tachograph charts, not record books, and there were eventually 12 different types of tachograph needing 12 different charts. The tachograph manufacturers took over this market in the UK and also cornered the supply of the pressure sensitive paper on which they were printed. These new charts were expensive and difficult for the transport manager to source from a wide range of manufacturers.
How did FTA respond?
FTA Shop printed its own type approved charts on paper specially imported from Germany. The result was a product about half the price of the open market rate with all types available from one friendly phone call to the expert sales colleagues at FTA. They would ensure you got the right charts for your tachographs. It was a winning combination and FTA became the single biggest supplier of tachograph charts in the UK and we only sold to members. Savings in cash terms were modest and it was surprising what a transport office buyer would do to save £1 on a box of 100 charts. In truth it was the service and reliability that was a winner for our members, but first the price had to be right. This was supported at the time by bringing the stock holding and dispatch in house, enabling a same-day dispatch. Commonplace now in the retail market but really good service in the 1980s business-to-business market.
How did the market evolve?
We now live in a digital market and drivers’ records are stored on memory cards and interrogated by computer, prompting another member service response from FTA. There are also more and more transport office and vehicle products which require careful evaluation and informed guidance to serve members.
The FTA Shop is now bigger than ever, responding to these needs guided by the principles of good service and keen prices. Despite all the changes and refinements, its success still relies on well-informed and friendly sales staff getting it right for members.
Please select the following link for more information on FTA Shop's 50 years celebration.
Published On: 01/04/2020 12:02:43
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