Language, Service, Solutions: Linde Grows Systematically
Interview with Stefano Ghilardi, Sales Manager of Linde Material Handling Schweiz AG
Solutions instead of just products – with this approach, Linde Material Handling Schweiz AG has realigned itself. Automation, digitalization, and safety are at the core. Despite economic challenges and linguistic diversity, the company is present across Switzerland and focuses on proximity to customers and employees. The family-like corporate culture and a clear focus on sustainable industries form the foundation for further growth.
"The most important thing that we have built up in recent years: solutions – whether it's solution-oriented selling, automation, or digitization," explains Stefano Ghilardi. This reorientation has proven to be a decisive advantage. Today, the company offers comprehensive solutions in automation, digitization, energy systems, and security. "AI-supported backup cameras and security systems for forklifts, we are leaders in the Swiss market," emphasizes the CEO.
Nationwide Presence Despite Challenges
Linde Material Handling is present throughout Switzerland with three own locations and one dealer. To accommodate the linguistic diversity of Switzerland, the company uses a sales approach in three languages – a challenge that simultaneously forms the key to successful customer service in all regions. A current project is the new 'Inspiration Center', which will open in June. "There we can show customers vehicles that operate automatically, as well as our latest solutions," explains Stefano Ghilardi. The economic situation is currently challenging. In response, the company is focusing on crisis-resistant sectors: "We have the advantage that we can target industries that are not affected by geopolitical developments, for example, the recycling industry."
Employees and Customers at the Center
In response to the question about the most important factors for success, Stefano Ghilardi says: "We have two resources: employees and customers. The product is secondary for now." This focus is reflected in the family-like corporate culture. Communication should be as personal as possible: "I place great value on personal contacts because email has become too impersonal." However, recruiting skilled workers is a challenge: "Who wants to train as a mechanic today?" Therefore, it is even more important for Linde Material Handling to retain existing employees.
Future Perspectives
For the future, the company is focusing on further growth, especially in automation: "These are growth markets. We believe that in the future we will exceed the threshold of 100 million EUR." After 45 years, Stefano Ghilardi looks back with satisfaction: "I have always enjoyed going to work, because there is also a fun factor involved." The family-like atmosphere and the focus on employees and customers will continue to form the basis of the company's success.