Of Values and Added Values
Interview with Markus Zebisch, Peter Doblhammer, and Gerhard Schwarz Managing Directors of HENNLICH Group GmbH
Founded 102 years ago, it has since continuously grown on an international level while still remaining family-owned – the HENNLICH Group from Schärding in Austria looks back on a history that is as exciting as it is successful. Even though the current global economic situation somewhat slows down growth, HENNLICH remains cautiously optimistic about the future.
Peter Doblhammer: The group is represented in 18 countries and has around 850 employees; the last branch was established in 2022.
Wirtschaftsforum: Do you expect that the growth will continue?
Gerhard Schwarz: HENNLICH has grown almost always in the double digits over the past 20 years; this will not continue in the light of the current global economic situation. We are trying to generate growth through other channels, through new products and developments. Realistically, the next two to three years will be challenging, but new growth comes after every crisis. We use this time to position ourselves more broadly and to initiate and develop new things.
Wirtschaftsforum: You already mentioned the comprehensive know-how in various industries. What characterizes the HENNLICH range of products around industrial technology?
Peter Doblhammer: Our goal is to be a service partner for the industry with products that provide added value; this is the common thread of our company strategy. We specialize in products that require consultation; it's not about catalog products, but about solutions, about consultation-intensive niche products. For example, my focus is on components for plant and mechanical engineering. Incidentally, the product range is 70 to 80% identical in all countries. Because the products require explanation, we focus on marketing with visits to customers on-site. Customers have contacts who are always accessible to them. This face-to-face aspect plays a major role in our philosophy.
Gerhard Schwarz: With our product range, we strongly focus on systems engineering and develop solutions together with customers and suppliers.
Wirtschaftsforum: Being a solution provider and offering products with added value - is that the key to success?
Markus Zebisch: In a workshop three years ago, it was found that there are many micro-identifications within the company. We have been good everywhere, but more important is a message that goes across all areas - we are the added value creators. This slogan says it all. Everywhere we operate, we deliver solutions for customers. Customers receive carefully chosen products that provide added value; for example, regarding service, technical layout, or contact with suppliers.
Peter Doblhammer: Success ultimately depends on our employees who still have names here and are not just numbers. With humanity and values, much can be achieved. For us, the added value is not only towards the customer but also towards the employees.
Peter Doblhammer: Success depends not least on our staff, who still have a name here and are not just a number. With humanity and values, a lot can be achieved. For us, the added value thus goes not only towards the customer, but also towards the employees.
Markus Zebisch: This value-based leadership permeates the entire management. Even though implementation always depends on the respective executive management, the human aspect is fundamentally a top priority. In Hungary and Bulgaria, for example, new company buildings have been constructed, which are equipped to the latest standards and create a comfortable atmosphere with their ambiance. We have many visions and ideas and see that the HENNLICH system works. Therefore, we will continue to adhere to the concept of technical trading with added value, scale our system, and expand internationally. We are currently evaluating new markets.
Wirtschaftsforum: Mr. Schwarz, two years ago HENNLICH celebrated its 100-year company anniversary. Were there any particular decisions that put the company on a path of sustained growth?
Gerhard Schwarz: The company was founded in 1922 by the great-grandfather of the current owner, who initially dealt with mining products and held some patents. After the war and several relocations, he settled in Schärding. An important turning point was the change in 1989. Hermann Zebisch started to establish subsidiaries in neighboring countries after the East opened, which marked the beginning of a very dynamic expansion.
Peter Doblhammer: During the transitional period, it became clear that we are specialists in difficult markets. We had already built up a lot of know-how in Austria and were represented in all industries. This know-how could subsequently be utilized to support countries in the former Eastern Bloc with products and services. Thus, together with our supply partners, we grew despite significant challenges. The markets where we have established subsidiaries are not easy due to many differences in mentality, economy, language, and laws; therefore, it is all the more important to appoint local country managers in each country.
Wirtschaftsforum: What does the company's setup look like today after this expansion?