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Consultative Selling
Found in News
Expand ∨Mark Speck, our Regional Sales Manager, describes how a consultative approach to selling underpins the success of Barum & Dewar.
One of Barum & Dewar’s core values as a business is relationships. Nurturing healthy relationships with our clients is crucial to the success of the business. We aim to build and develop strong, trusting relationships that are mutually beneficial, fulfilling and long-lasting.
A consultative selling approach ensures that we build these great relationships. It allows us to fully understand the needs and requirements of our clients and, more importantly, meet and exceed their expectations.
With over 25 years’ experience in the packaging industry, our consultative approach differentiates us from our competitors, companies where a reactive approach is often taken, generally leading to premade solutions. We are proud to buck this trend and place extreme importance on taking the time to provide a bespoke solution that ticks every one of the client’s boxes.
Our starting point is always understanding “why?”, which allows us to formulate a path to finding the right solution. By really digging into the brief and finding out why things are done in the way they are, we can understand how best to support the client going forward. A premade solution might not be the right answer for the type of challenge they are facing. What will add more value for our client and truly solve their problem? Is it a quick fix or is a complete turnkey solution technical project?
Taking a consultative approach means that we work a lot closer with our clients than some of our competitors might, giving us the opportunity to educate them on the range of solutions available. This ensures that our clients are presented with a credible and viable solution which not only solves their problem but adds value too. We take this approach regardless of the equipment for which we are producing cases or the sector, be that defence and security, aerospace and space, offshore and subsea, or any others.
Within the team at Barum & Dewar, we have a strength and depth of knowledge and a whole range of experience which we can call upon in supporting our clients. This helps to inspire a real team feeling between ourselves and the client, where they know they are speaking to someone who is an expert in their field.
We see our clients coming back to us with new projects thanks to the time and care we put into building strong relationships with them. They know that we can deliver a product of the highest quality that works well for them and meets their deadlines.
Our consultative selling approach consistently demonstrates to our clients that we have their best interests at heart and enables us to become their partners in product protection.
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The CHAS 2022 Rocking Horse Ball is back with a Wizard of Oz themed extravaganza
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Expand ∨One of the highlights in the Charity social calendar is the CHAS Rocking Horse Ball and Barum & Dewar are delighted, once again to be hosting a table of guests at this wonderful event. Taking place on Friday 17th June at Prestonfield, this year's Rocking Horse Ball is the first to take place since 2019.
For thirty years Children’s Hospices Across Scotland (CHAS) has been offering a full family support service for babies, children and young people with life-shortening conditions. This includes palliative care, family respite and support – through its hospices, homecare services and hospital presence. Over 16,700 children in Scotland are living with a life-shortening condition and CHAS want to reach every single one of those that need support because no family should face the death of their child alone.
Find out more about the work CHAS does here: https://www.chas.org.uk/
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Barum & Dewar receives Cyber Essentials accreditation for 2022
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Expand ∨Barum & Dewar has once again received its Cyber Essentials Certificate this year.
Cyber Essentials is an effective, Government backed scheme that helps us to protect ourselves from a whole range of cyber attacks.
The UK Government continues to invest heavily in cyber security and we have to be aware that every British company can be a target, every British network can be attacked, and that cyber crime is not something that happens to other people.
Barum and Dewar takes the security of its clients’ and supply partners’ data and information extremely seriously and fully support this scheme.
Barum & Dewar are a key supplier to both the MoD and many UK Prime Contractors who can be reassured that when engaging with Barum & Dewar all information is appropriately protected against cyber threats.
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Quick and innovative protective solution for world-leading client
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Expand ∨Barum & Dewar is known to love a challenge and so when longstanding client, JFD reached out with a fast turnaround requirement, the team got straight to work.
JFD is the world-leading underwater capability provider, serving the commercial and defence markets with innovative diving, submarine and hyperbaric rescue, technical solutions and services.
JFD required a toolkit with foam inserts for a key defence client in a matter of days but did not yet have access to all the tools that would be required to fit into it. The Barum & Dewar team were resourceful with the information that they did have – 2D and 3D CAD drawings, and communicated extensively via email to agree on shapes and sizes for the foam.
Having undertaken this type of work for JFD for more that 20 years, Barum & Dewar had a strong idea of what was required from the outset. All the tools were carefully laid out into dual colour plastazote foam trays and fitted into a Peli 1600 protective case. The case provided a high degree of protection for this military application whilst the dual colour foam inserts provided both protection and a clear layout for all tools.
Barum & Dewar is delighted to have been able to design, manufacture and deliver this project within days, and several days ahead of the deadline.
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Versatile packaging solutions for Aerospacelab's Versatellite Satellite Platforms
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Expand ∨Barum & Dewar has been proudly working with Aerospacelab for several years. The relationship began in 2019 when Aerospacelab approached Barum & Dewar to design and supply a suitable transportation container for its PROBA-V companion cubesat (PVCC).
Established in Belgium, Switzerland and France, Aerospacelab is a fast-growing company created in 2018, counting more than 140 full time employees. With a unique vertically integrated approach, Aerospacelab is specialised in satellite platforms and geospatial intelligence. It designs, manufactures and operates constellations of remote sensing satellites, empowering intelligence and insights by its proprietary satellite data.
Following the success of the PVCC project and Barum & Dewar’s proven track record working in the challenging space sector, Aerospacelab approached Barum & Dewar once more to design and manufacture three specialist containers for its Versatellite Satellite Platforms (VSP).
The VSP satellite containers needed to provide environmental protection as well as mechanical dampening and protection from mechanical loads during transportation. The container also needed to be sealed, ISO 7 clean room compatible and suitable for nitrogen purging.
Satellite containers are engineered, precision manufactured items whose performance during transportation is crucial to safeguard the payload at crucial stages on its journey. Barum & Dewar offer a proven design and build service to clients who face these challenges and concerns.
Taking the brief into consideration, Barum & Dewar was immediately able to identify the most suitable container construction method and concept for this project.
Barum & Dewar proposed a fully fabricated aluminium container with a shallow base and deep removal lid of welded and riveted construction. A bespoke sub-frame to provide support for wire shock mounts and a custom interface plate onto which the payload would be secured. Stainless steel sittings, desiccant port, purge valves and lifting points would all be included and once fully painted the container would be labelled with all warning signs and branding.
By demonstrating a thorough understanding of the client’s brief and the environment in which it operates, Barum & Dewar provided support and reassurance to Aerospacelab and provided full design details and drawings in addition to CAD models ahead of manufacture which enabled the proposed design to be fully checked and discussed before moving into production.
Production of the VSP containers is underway, and delivery is scheduled towards the end of 2022.
David Frame, Managing Director at Barum & Dewar, said of the project,
“We are thrilled to be working with Aerospacelab again and are happy to see that our approach of utilising field proven design features, construction techniques and high-quality materials has helped to build trust and confidence between the two parties.”
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About Aerospacelab
Established in Belgium, Switzerland and France, Aerospacelab is a fast-growing company created in 2018, counting more than 140 full time employees. With a unique vertically integrated approach, Aerospacelab is specialised in satellite platforms and geospatial intelligence. It designs, manufactures, and operates constellations of remote sensing satellites, empowering intelligence and insights by its proprietary satellite data.
www.aerospacelab.be | Linkedin | Twitter | Facebook
For more information or press enquiries, please contact Erika Verbelen, Marketing and Communications Manager (Erika.Verbelen@aerospacelab.be, +32 470 32 61 55)
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Barum & Dewar joins Space Scotland
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Expand ∨Barum & Dewar is delighted to announce that it has been invited to join Space Scotland.
Space Scotland is a not-for-profit organisation working across industry, academia and government to deliver Scotland’s Space Strategy and secure the future of Scotland’s space sector.
Space has become a critical part of the national infrastructure and of the economic and social fabric of Scotland, the UK and the international community. Satellite, data and communications technologies are behind most aspects of everyday life including online banking, shopping transactions, mapping, location applications, weather forecasts and online meetings.
With over 25 years’ experience working with both UK and global clients in the space sector as a supplier of transit and storage containers for both flight hardware and ground support equipment, Barum & Dewar is looking forward to lending its expertise to Space Scotland and helping to shape the future of the Scottish space sector.
Find out more about Space Scotland here: https://scottishspace.org/
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Barum & Dewar strengthens relationship with Leonardo through further contract award
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Expand ∨Barum & Dewar is pleased to announce that it has secured a sizeable multi-system contract for the design and manufacture of deployable transit cases for Leonardo.
The Hostile Artillery Locating (HALO) system is currently in service with over ten nations including the British Army, Canadian Army and US Marine Corps. The demand for HALO continues to grow due to the ever-increasing threat from electronic warfare based targeting and anti-radar weapon systems countering radar-based weapon locating systems.
HALO incorporates highly sophisticated acoustic data processing techniques to determine the Point of Origin (POO) and Point of Impact (POI) locations of enemy artillery and mortars with high accuracy, exceptional speed and reliability.
Barum & Dewar has developed a range of rugged deployable case and container designs based on its field-proven DELTA range. This fully custom orientated range offers a single style of container for all parts of the HALO system enabling space optimisation, weight reduction and a recognisable system solution.
Following the contract award, Barum & Dewar will finalise case designs and production will begin in a matter of weeks, with systems due to be delivered before the end of 2022 and early 2023.
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Cleaning up the cosmos with Astroscale
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Expand ∨Barum & Dewar is delighted to announce that it will be working together with new client Astroscale to support its ELSA-M mission, which is set to launch at the end of 2024.
Astroscale is the first private company with a vision to secure the safe and sustainable development of space for the benefit of future generations, and the leading company dedicated to in-orbit servicing across all orbits. Astroscale is developing innovative and scalable solutions across the spectrum of in-orbit servicing to create sustainable space systems and mitigate the growing and hazardous build-up of debris in space.
The ELSA-M mission is part of the European Space Agency’s Sunrise Programme and is a partnership with the UK Space Agency and commercial satellite operator OneWeb. The mission is designed to develop a servicer spacecraft that will be capable of capturing and de-orbiting multiple satellites in a single full-service commercial mission.
Astroscale reached out to Barum & Dewar to design, develop, manufacture, test and deliver a suitable transit and storage container for the ELSA-M servicer.
The container is required to safely transport the ELSA-M spacecraft both domestically and internationally providing a secure, clean, and dry environment. In addition, the containers will need to protect the payload from shock, vibration and ground handling movements whilst providing safe working load practices.
With over 20 years’ experience in the Space sector, Barum & Dewar is able to provide clients such as Astroscale with a high degree of confidence and proven heritage. As a recognised and trusted supplier to many of the key players in the space sector, Barum & Dewar has the credentials to contribute and suggest features and recommended approaches to container design.
Simon Prasad, AIV Group Manager at Astroscale, said of the contract agreement,
"Having successfully utilised Barum & Dewar's transport solutions in the past, they were my first choice for Astroscale UK's ELSA-M. Working together with Barum & Dewar's excellent design team, we have a solution that is now in manufacture, targeting delivery to Astroscale UK's new cleanroom facility at the end of this year. I am looking forward to working with Barum & Dewar as we progress to the flight spacecraft."
To keep up to date with all things Astroscale, follow them on Twitter.
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Barum & Dewar seals another contract for its DELTA style container design
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Expand ∨Leading worldwide designer, manufacturer, and integrator of precision control components and systems, Moog, has contracted Barum & Dewar to design and manufacture a custom storage and shipping container for its Small Launch Orbital Maneuvering Vehicle (SL-OMV).
The SL-OMV is a lightweight and low-cost propulsive adapter that distributes small satellites and cubesats. The SL-OMV provides the ability to deploy multiple payloads to different orbits. The system features composite structures, standard cubesat interfaces and a green propulsion system enabling launches from spaceports and other facilities that do not have hazardous payload processing capabilities. This spacecraft will advance commercial spaceflight by increasing the quality and availability of data for small satellite missions.
The SL-OMV’s maiden voyage will launch as part of UK Space Agency’s Spaceflight Programme from the UK’s first commercial spaceport at the Sutherland site in Melness, Scotland.
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Californian Connections with Turion Space
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Expand ∨Barum & Dewar is delighted to announce that it has successfully completed delivery of Turion Space’s first DELTA satellite container.
California-based Turion Space is one of Barum & Dewar’s latest customers in our ever-expanding international client portfolio, cementing our ability to deliver world-class packaging solutions.
Turion Space is building a sustainable future in space through building spacecraft aimed at providing space logistics services, including space debris removal, and gathering space situational awareness data.
Barum & Dewar has designed, manufactured and delivered a custom DELTA satellite container to Turion Space in just over four months, after initial contact was made back in June. This highlights the exceptional expertise that Barum & Dewar possesses and its ability to respond, at pace, to the complex requirements of the space industry.
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Deliveries underway for Aerospacelab
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Expand ∨Barum & Dewar is proud to have had a long-standing partnership with Aerospacelab, starting in 2019 when Aerospacelab first contacted Barum & Dewar with regards to designing and supplying a bespoke transportation container suitable for its PROBA-V companion cubesat (PVCC). Following the success of the PVCC project and Barum & Dewar’s proven track record working in the space sector, Aerospacelab approached Barum & Dewar once more to design and manufacture three specialist containers for its Versatellite Satellite Platforms (VSP).
The VSP satellite containers needed to provide environmental protection as well as mechanical dampening and protection from mechanical loads during transportation. The container also needed to be sealed, ISO 7 clean room compatible and suitable for nitrogen purging.
We are pleased to announce that delivery has commenced, with the first of several containers having arrived with Aerospacelab. All containers are set to be delivered by the end of the year and we look forward to seeing them in use and pushing forward advancement in the space industry.
Benoit Deper, CEO and Founder of Aerospacelab, said:
“We are pleased to receive the first of several VSP satellite containers. From our initial meeting to present, our experience of working with Barum & Dewar has only been a positive one. We are impressed with the exceptional build quality of the product and look forward to receiving the remaining satellite containers.”
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Barum & Dewar is recruiting
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Expand ∨As a result of continued growth, we are seeking to recruit a Regional Sales and Development Manager to cover the Midlands area and beyond. The role will include some account management of existing accounts but will best suit someone with the drive and ambition to seek and open new business within what is for B&D a largely underdeveloped region. We have a reputation built over more than 25 years for delivering innovative and cost effective packaging solutions delivered with exceptional levels of engagement and outstanding client service.
Working remotely, the role will position you as the key point of contact for clients in this Region with responsibility for identifying new business opportunities, expanding existing relationships and promoting Barum & Dewar as the go to partner in product protection.
To view the full job description and apply, click here.
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Astroscale ELSA-M Container Delivery
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Expand ∨Following design approval in early September 2022, Barum & Dewar is pleased to announce the completion, testing and safe delivery of the latest DELTA® transit and storage container for the ELSA-M servicer to Astroscale’s brand new facility at Harwell, Oxfordshire.
With the ELSA-M project set to launch at the end of 2024 it will be pivotal in delivering Astroscale’s vision of securing the safe and sustainable development of space for the benefit of future generations. The ELSA-M mission is designed to develop a servicer aircraft that will be capable of capturing and de-orbiting multiple satellites in a single full-service commercial mission.
Barum & Dewar based its design for the ELSA-M container around its field proven DELTA® style of container, comprising a shallow mild steel base structure onto which carefully selected anti-vibration wire mounts were installed along with a deep removable lid. To ease the removal and fitting of the lid even within reduced height areas, the lid was manufactured in two halves allowing it to be easily removed without the need for an overhead crane.
The container will safely transport the ELSA-M spacecraft both domestically and internationally providing a secure, clean, and dry environment. In addition, the container will need to protect the payload from shock, vibration and ground handling movements whilst providing safe working load practices. The DELTA® style design benefits from years of field proven heritage with examples currently in use around the world thus significantly de-risking this element of the program.
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Events 2022 Retrospective
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Expand ∨Since the start of COVID-19, thousands of events were postponed, cancelled, or moved to virtual platforms. It has been a pleasure to see the full return of in-person events this year and getting the opportunity to network with peers face-to-face and hear advances in the different sectors.
Barum & Dewar’s Managing Director, David Frame, attended four events throughout the course of 2022, the first of which was DPRTE 2022 (Defence Procurement, Research, Technology & Exportability) in May.
David said of the event,
“It was great to be able to attend DPRTE 2022 this year after a long break in live events. The event was well organised and had a great attendance, providing an invaluable opportunity to connect with clients, partners and those involved at all stages of the supply chain within the defence industry.”
In June, David travelled to France to attend Eurosatory 2022. Eurosatory is a trade fair dedicated to the land and airland defence and security sectors and brings together worldwide exhibitors, visitors and journalists.
David said,
“Eurosatory only comes around every second year so it’s always a privilege to go along and experience it. With over 62,000 visitors this year, it was a huge event and a great showcase of global advances in technology. It was exciting to see the ever-growing need for the full-service packaging solutions that Barum & Dewar can offer.”
David also attended Farnborough International Airshow in July. For decades, the show has been the global platform for the aerospace and defence industry where exhibitors can showcase innovation to a truly global audience.
David tells us,
“Farnborough International Airshow was focussed on six key themes this year which were space, defence, sustainability, innovation, future flights and workforce. These are all key focus areas for Barum & Dewar, and I came away from the event encouraged by the interest shown by the delegates.”
The final event David attended was DVD 2022 in September. The event took place at UTAC Millbrook and enables focussed engagement between the Defence industry, DE&S Delivery Teams, Army HQ staff and other Defence community users of Land Equipment.
David said,
“It was great to see the latest advancements across the defence industry. As technology gets ever more sophisticated and there is more appetite for deployable solutions, the demand for high-quality protection becomes ever more relevant and necessary.”
The entire team at Barum & Dewar are looking forward to the opportunities that the 2023 events calendar will bring and are ready to engage with clients past and present again in the new year.
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JOSCAR accreditation renewed for 2023
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Expand ∨Barum & Dewar is delighted to confirm our renewal on the JOSCAR supplier accreditation register for 2023, having first obtained the qualification in 2019. The team at Barum & Dewar works hard to maintain the standards of JOSCAR and we are pleased that we have once again satisfied the requirements to become fully compliant on the register.
The Joint Supply Chain Accreditation Register (JOSCAR) is an accreditation system that is highly valued by large purchasers in the Defence, Space, Security and Aerospace sectors which shows that suppliers are fit for business and identifies organisations who have shown commitment to achieving the credentials and live the values that the accreditation system stand for.
A cross-sector collaboration solution, the accreditation is supported by some of the largest purchasers in the defence community such as Leonardo, BAE Systems and the Ministry of Defence, and indicates that Barum & Dewar has fulfilled the appropriate credentials.
Focused on reducing the time, cost and resources needed to provide information to major customers as a risk management tool, it objectively assesses potential vendor risks and areas of compliance before suppliers can obtain accreditation.
The open system of information that JOSCAR provides also benefits us as a supplier as it allows us to demonstrate our level of customer compliance, quickly qualify any 3rdparty suppliers we may use and identify areas where we can be continuously improving our business which in turn allows us to provide the excellent level of service to our customers that Barum & Dewar has become synonymous with.
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Exploring our values: Integrity & Trust
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Expand ∨At Barum & Dewar we have long been a values led business. Our core values underpin how we act and expect to be treated as well as making clear our expectations of each other. They define who we are, how we work and what we stand for. In this series we look to explore each of our values and how they are relevant in our business today.
We are now operating in an age of unprecedented scrutiny. Clients, contacts, our supply chain and other stakeholder groups are increasingly demanding greater transparency and ethical behaviour from the businesses with which they interact. Whilst reputation used to be seen as integral to the ongoing success of a business with its stakeholders, many businesses are now realising that reputation alone is not enough and that something more is needed. That something is trust.
Our reputation means everything to us and has been gained by the efforts of many over many years but retaining it relies on us doing the right thing. We gain trust by acting honestly at all times, by being open and candid in all our business relationships and most importantly in every one of our actions.
With clients, contacts, employees and our supply chain we have long term relationships built on trust and integrity. Barum & Dewar seeks to be regarded as a trusted partner who can be relied upon in challenging times as well as good. We foster a culture of responsibility and openness taking complaints of any nature seriously, because trust is built in the proper handling of both our successes and our failures.
With the change and uncertainty we are currently experiencing on a global level, trust and integrity for businesses is more important than ever before.
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Renowned for quality: ISO 9001:2015 accreditation
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Expand ∨Following a successful annual assessment we are pleased to confirm Barum & Dewar has retained the internationally recognised quality standard ISO 9001:2015. Having had this accreditation for over 20 years, Barum & Dewar is dedicated to maintaining the stringent quality requirements required by the assessors from accredited certification body, NQA.
At Barum & Dewar we have built our reputation on the quality of our products. It is hugely important to keep striving for better to ensure we keep improving our business in an effort to demonstrate to our customers the commitment we make to designing and manufacturing the highest quality packaging solutions.
Andy Harrison, Technical Design Manager at Barum & Dewar said:
“Quality has always been a priority for Barum & Dewar. Our processes are regularly reviewed to ensure they effectively support our quality objectives, so that we can continue to deliver highly dependable solutions for all of our clients. It is hugely important to keep striving for better to ensure we keep improving our business in an effort to stay one step ahead in a highly competitive industry.”
ISO 9001 is a standard that sets out the requirements for a quality management system within which an organisation demonstrates its ability to consistently provide products or services to meet customer and legal requirements, enhancing customer satisfaction and opening the way to continual improvement.
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GT Line launches new Explorer case range
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Expand ∨Barum & Dewar is pleased to announce that we will be stocking the newly released Explorer case range from GT Line. We have been stocking the existing case range for 15 years and this new release sees nine new Explorer Heavenly Light (HL) models. Seven of those come from the re-tooling of existing cases into more efficient and lighter versions; two of those are brand new sizes.
The seven re-tooled cases have identical internal dimensions to the previous models and a meaningful weight reduction, thanks to a new proprietary blend of high-performing copolymer polypropylene with nanoparticles, and are fully compliant and certified with MIL STAN, as all the other Explorer models are too.
Whilst the internal dimensions of new HL models remain unchanged, to ease the transition of all existing integration projects into the new version, the external of the cases has been redefined to a more functional and aesthetical design and upgraded some important new features.
Considering the global focus on reducing carbon footprint, the significant weight reduction of the new HL cases also contributes to a reduction of both the manufacturing and transportation carbon impact, in line so many of our customers objectives today.
Founded in 1970 in Bologna, Italy, GT Line has been delivering worldwide professional cases and boxes for 50 years and their products are widely recognised for their reliability and resistance. Barum & Dewar is proud to stock this new range and to continue to partner with GT Line.
To discuss this new range with our team please contact us.
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Innovation: At the core of Barum & Dewar
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Expand ∨Next up in our values series is Innovation. Through constantly seeking continuous improvement and challenging the status quo, we encourage shared ideas and collaboration both internally and externally. The team at Barum & Dewar is not afraid of change but seeks to harness the best of new ideas no matter how and where these arise and act swiftly to develop these.
Innovation is the lifeblood of any successful company. It is the key to staying ahead of the competition, meeting changing customer needs, and driving growth. In today's fast-paced world, companies that fail to innovate risk falling behind, losing market share, and ultimately becoming irrelevant. That's why innovation has always been an remains an important value for our business.
Innovation is not a one-time event; it is an ongoing process. By making innovation a core value, we have fostered a culture of continuous improvement, where employees are encouraged to explore new ideas and processes to improve not only our company's products, but our services and operations.
This all connects back to our commitment to providing our clients with the very best in Complete Packaging Solutions.
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The CHAS 2023 Rocking Horse Ball is back with a “Poppins” themed extravaganza
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Expand ∨As a values-led business and one of those core values focusing on ‘people’, we always place people at the heart of what we do. Usually this means a member of the B&D team, a supplier or customer, however, we are privileged to also support a number of charitable causes, one of which is Children’s Hospices Across Scotland(CHAS). One of the highlights in the charity social calendar is the CHAS Rocking Horse Ball and Barum & Dewar is delighted once again to be hosting a table of guests at this wonderful event.
For over thirty years Children’s Hospices Across Scotland (CHAS) has been offering a full family support service for babies, children, and young people with life-shortening conditions. This includes palliative care, family respite and support – through its hospices, homecare services and hospital presence. Over 16,700 children in Scotland are living with a life-shortening condition and CHAS want to reach every single one of those that need support because no family should face the death of their child alone.
Find out more about CHAS here: www.chas.org.uk