"In our industry, you can't be a car salesman!"

Wirtschaftsforum: Mr. Stephan, since its founding in 1997, Mechatronik GmbH has established itself as one of the internationally renowned Mercedes-Benz specialists in the world - how did you manage that? 

Pascal Stephan: When the company started at that time, there wasn’t even the profession of mechatronics technician in its present form: This underlines the forward-looking vision of our founder and CEO Frank Rickert. Thanks to the consistent technical and technical connection of mechanics and electronics, we were able to not only become one of the largest restoration companies for Mercedes-Benz in the classical sense, but also engage early in the restomod segment, which due to demographic changes in the collector's market has gained more popularity in recent years – and where we are now speeding into the fast lane. 

Wirtschaftsforum: Why has the topic of Restomod become so attractive nowadays? 

Pascal Stephan: Not all customers who find older vehicles beautiful also have the technical background to properly care for them – a problem that we significantly mitigate with our Restomod approach. The principle is: state-of-the-art technology for a classic vehicle. In this context, we are currently equipping both the W111 and W113 model series not only with new engines and drivetrains, but also with state-of-the-art safety features, infotainment systems, air conditioning, and many other amenities, without touching the aesthetic integrity of the original vehicle design: Visually, a Restomod vehicle is hardly distinguishable from a classic vintage car. 

Wirtschaftsforum: Given the especially high-quality vehicles you distribute and the exceptional customer clientele you serve, you operate in a very special market—what challenges come with this positioning? 

Pascal Stephan: At the end of the day, it's probably clear to everyone in our segment that we sell products that nobody really needs—and that only works if you specifically target emotions: Our customers want to fulfill long-held childhood dreams or simply live out their passion for particularly outstanding cars; only in rare cases do they see the vehicles primarily as investment vehicles. In our industry, one cannot simply be a plain car salesman if one aims to be successful—you are a car salesman when you sell VW Passats. 

Wirtschaftsforum: What does that mean for the customer experience your company wants to provide?

Pascal Stephan: First and foremost, we need and want to create an environment where the customer feels comfortable and can trust us - after all, that's the essential prerequisite for transactions that sometimes involve tens of millions of dollars. I must admit openly that the market does not always make it easy for us - it is undermined by dubious characters, so-called brokers who serve their clients all sorts of bizarre stories, and even the normal car trade outside our special segment rightly has a rather questionable reputation. Once we have gained a customer's trust, it's up to us never to disappoint them. For us, that means: respond quickly, always be approachable, and consistently convince with expertise and seriousness. In the best case, this leads to a long-term cooperation - and the most beautiful thing for me is when a friendly relationship also develops from it.

Wirtschaftsforum: Is that also your central personal motivation?

Pascal Stephan: For me, cars have always been an important part of my life, and I believe the same is true for all other employees in our company. I find it regrettable that sports cars in Germany are often primarily associated with showiness - because for me, it's not about showing off, but about a marvel of technology. We want to convey this enthusiasm beyond our paying customers to our region, such as when we open our showroom once a month, so that everyone can experience our emotional vehicles up close - and perhaps children can forge their first memories of their future passion.