In a deal struck during IMHX 2010, a new company – T.UK Ltd – has been appointed UK distributor of TCM, the Japanese forklift manufacturer with effect from 1st January 2011.

T.UK has been set up by 41-year-old Darren White, who until a year ago was European sales manager for Doosan Infracore Forklifts. In May 2010, Darren bought the forklift dealer United Lift Trucks, and has increased its turnover from £600,000 to a projected £1m per annum. The new company, although operating initially from the same premises, will be run independently from United Lift Trucks’ premises on the old London Road in Copdock, on the outskirts of Ipswich. United will become the TCM dealer for the Ipswich area.

The incumbent distributor, IED Ltd, has ceased trading following the retirement of its managing director, Terry Robinson. @@@Darren says, “In my opinion, TCM is the last remaining ‘sleeping giant’ in the fork lift truck world. I believe it sells nowhere near the market share in the UK it deserves.

“The product is exceptional – you just put it into the market and you don’t have to touch it. It is Japanese built with bullet-proof Japanese quality – we just don’t hear any complaints about the products from the marketplace.”

TCM is ranked as one of the world’s top 10 forklift companies in terms of turnover, with exceptionally strong sales in its domestic market as well as in the US. ShD understands it sells around 100 trucks per annum in the UK.

In order to take the TCM brand forward, T.UK is constructing new premises at the rear of the United Lift Truck facility to house a stockholding of up to 100 TCM vehicles. T.UK hopes to overcome the currency issues that have hitherto dogged TCM trucks by importing them direct to the port of Felixstowe, just 17 miles on the A12/A14 to the east of T.UK’s new base, rather than through Belgium, as was previously the case.

On the subject of the existing network of TCM dealers in the UK, Darren says, “We inherit an existing dealer network, which we’ll respect and continue to build upon to give us more coverage and more men on the ground. We’ll be working to give them some value, such as franchised parts, factory training and marketing. I’ll be rolling out a proven formula for growth, based on flexibility – the dealers will be given all the tools they need to go out and sell.”

Most mid-range TCM products will be held in stock at Ipswich. T.UK is putting £750,000 worth of stock into the new facility, where the vehicles will be customised to UK spec, and the PDIs carried out. T.UK is seeking to recruit a technical manager, a parts manager, a PDI engineer, as well as administration staff to get the venture underway.

In a letter circulated to members of the FLTA, Terry Robinson cited several factors behind his decision to retire, including difficult trading conditions, currency issues, his impending 65th birthday, and the fact that the leases on his premises are up for renewal. A staunch supporter of the FLTA for 25 years, and a character that by all accounts typifies the finest qualities of honesty and humility, Terry will be greatly missed by the industry. ShD wishes him a long and happy retirement.

“TCM realises it is essential to be part of the UK market, for the sake of its factories and for the sake of its future growth,” Darren concludes. “I have access to funding, and the factory is fully supporting the changeover. I’m on a 10-year mission to put this brand back on the road.”