The client

Penny Hydraulics

The challenge

As the UK's sole manufacturer of light and medium vehicle-mounted lifting equipment, Penny Hydraulics hold a 50 per cent share of the UK market. However, many of their product designs were becoming dated, and they wanted to enhance their design capabilities.

What we did

Knowledge Transfer Partnerships (KTPs) are a government-backed initiative in which businesses take on new graduates who are supported by a mentor from a university. In this way, the company benefits from the scientific and business knowledge of universities, while the graduate can develop their skills in a real working environment.

Through a KTP, Sheffield Hallam graduate Ian Pillay joined the company. One of Ian's first challenges was to embed state of the art 3D CAD, with stress analysis techniques and new electronic drawing storage facilities, into the business. A full evaluation of what was available and what would most suit Penny Hydraulics' needs was carried out, along with an assessment of hardware requirements and ongoing running costs.

Following a presentation to the board, Ian was awarded a budget to take the project forward. Software and hardware was purchased, and a consultant brought in to provide on-the-job training for the design team.

Running parallel with the system design was project and product development work, including one led by Ian to tender for the design and manufacture of a new vehicle mounted lift for Royal Mail.

The results

The tender for Royal Mail was won, in part due to the company's new ability to simulate prototypes in a professional way and demonstrate them to the customer. The bill of materials capability within the software also helped to quickly and accurately produce prices.

This project necessitated Ian working alongside a design team from LDV and being Penny Hydraulics' main link with a potential major new customer, which has now become an established source of repeat business.

The partnership has given them an ability and confidence to tender for more complex projects. Penny Hydraulics also won approved supplier status from LDV, Renault and Nissan.

The company now has a wider product range with better functionality and profitability.

They say

'As a direct result of Ian's work, we were able to win contracts against direct competition from existing suppliers, based on quality, reliability, ease of use and safety criteria.'

'Ian has picked up valuable technical experience in computer-aided engineering, and mechanical and hydraulic design, as well as exposure to contract negotiations and commercial discussions with blue chip companies. He also represented the business overseas to establish supply chains in the Far East.'

John Penny, managing director, Penny Hydraulics