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Interview with Clara-Matthée van Puijenbroek, CEO of All Sport Benelux NV Making waves For retailers selling the right brands, sportswear and sports equipment sales are booming. In a crowded market, there are some brands that have become synonymous with their sport. Such is the case for Speedo, which is indelibly associated with swimming and highly regarded as the top brand in the sport. All Sport Benelux NV has been distributing Speedo products to retailers in Belgium, Luxembourg, France and the Netherlands for the past 50 years. It has played a significant role in the success of not just Speedo but also of other leading sporting brands such as Nike. Speedos are the only attire for the fast men in the pool Speedo is so synonymous with swimming that the generic name for tight swimming briefs for men is Speedos. Speedo costumes for women also signify a more sport- oriented approach to swimming and are the costume of choice for those hoping to make waves in the pool. “Speedo simply make the best products for fitness and competitive swimmers because they are the focus of their product development,” says CEO Clara- ute Nike-branded accessories in France and the Benelux countries. In 2016, this was extended to Spain and Portugal.” As well as geographic distribution rights, All Sport Benelux also enjoys exclu- sive distribution contracts with particular retail customers such as Nike shops, sports retail behemoth Decathlon and Footlocker. “Nike is booming at the moment,” says Ms. van Puijenbroek. “It is one of the strongest brands in the world Mathée van Puijenbroek. “A huge Another brand that All Sport become the household name it is and enormously popular with the amount of their research goes into Benelux has also helped in its now. “We really helped position all-important millennials customer developing materials that are flex- development into all-conquering the brand in the 1970s and 1980s segment.” ible enough to provide the comfort sports and lifestyle brand is Nike. until Nike took distribution back in and freedom of movement re- The company was among the first house in the 1990s,” says Ms. van On the back of its success with quired, and that are also chlorine- to distribute Nike products in the Puijenbroek. “In 2010, however, Nike, All Sport Benelux has resistant to withstand a heavy, 1970s before the brand was widely they changed their strategy again enjoyed strong growth over the pool-based training programme.” known and long before it had and we won the license to distrib- past few years. In 2017, turno- Speedo is synomymous with swimming and the leading brand for fitness and competitive swimmers N A E P O R U E business www.european-business.com 4

Interview with Carlo De Carolis, President and CEO of Conte of Florence Distribution SpA An Italian revival: Tribute to sportive fashion For people who grew up in the 1980s, flashing the name of a label was a natural thing to make a fashion statement. Some la- bels were flashier than others though, and a few brands were a bit more subtle, or rather: Classy. Flashing labels is very much en vogue again today, but just like in the old days, so is sub- tle understatement. A brand that subscribes to this category is Conte of Florence. Established in 1952, the fashion brand grew popular in Italy and Europe in particular in the 1970s and 1980s and today, thanks to its new President and CEO, Carlo De Caro- lis, Conte of Florence outfits have been chosen by celebrities as diverse as Michel Platini or Victoria Beckham. clothes for the more informal get- president and CEO also decided together which follow sports and to revive the brand by going back exercise: a get-together where to the traditional colour palette. “It people wanted to be dressed well. surely makes a lot of sense that A major decision that the new in hand with the colours that president of the company made Conte of Florence was originally the revival of the logo goes hand is reviving the old label that the associated with.” company had created back in 1952. “I often look at our label Currently Conte of Florence has and think: We won the branding 50 shops in Italy. A showroom in lottery! It so much stands for what the center of Florence is open for we sell: A classic, sporty and yet business as of February 2018. modern look that fits perfectly To date, Conte of Florence has Conte of Florence comes back to its origins: The showroom is opening right in the center of Florence in February 2018 Conte of Florence Distribution ‘C’ and a lily flower, the emblem into the 21st century and even about 20 shops abroad, mostly in SpA is an Italian fashion enter- of Tuscany’s regional capital. the urban environment, but that eastern Europe. Two-thirds of the prise that prides itself on a history Some years later, the logo was also recalls heritage,” under- Italian shops are owned by the of its own: In the center of Flor- well-known all over Italy. At some lines Carlo De Carolis. “This is company, the rest, including all ence near Ponte Vecchio, one point, Conte of Florence was the exactly what our customers want those outside Italy, are franchis- of the city’s best dressmakers sponsor of the Italian skiing team to see on our clothes,” he adds. ing enterprises. With the brand decided to enlarge his business in – and the popularity of the ‘C’ with “And it has a strong appeal to it revival of Conte of Florence, Carlo 1952 – the birth date of the brand the lily on shirts and other pieces when it comes to identifying with De Carolis is also envisioning a Conte of Florence that soon was grew even further. The company’s what one wears.” Apart from re- move towards internationalizing crowned with its classic logo: A outfits were just the kind of introducing the original logo, the his label. “95% of our sales are in N A E P O R U E business www.european-business.com 6

Interview with Martin Pape, Marketing Director, Authorized Signatory and Manager of the Weilheim branch of actensys GmbH The sun does not send an invoice The storage of energy generated by solar power plants for personal consumption in- stead of feeding it into the public electricity network is growing more and more popular due to reduced feed-in tariffs and more effi- cient storage technology. One of the trailblaz- ers in this fast-evolving market is actensys GmbH. Already offering smaller-scale storage systems for private homes, the photovol- taic pioneer from southern Germany is now pressing ahead with higher-capacity solutions for commercial and industrial customers – because the sun does not send an invoice. actensys – the company name is Authorized Signatory and Man- short for ‘active energy systems’ – ager of the Weilheim branch, ex- stands for innovative, sustainable plaining the company’s sustained energy solutions. Based in Ellzee success in the sector. “We want in Swabia, the company offers to make renewables a perfectly the full range of photovoltaic solu- acceptable, natural alternative to tions, from small roof-top instal- conventional forms of energy and lations for private homes to large- bring ecology and economy into scale greenfield power plants for accordance, thus making a vital actensys covers everything from efficient solar storage systems to special solutions such as for carports municipal or commercial custom- contribution to achieving the en- and makes it 100% independent losophy of the flourishing solar ers. Founded by five partners, all ergy turnaround.” from external supplies. actensys energy business. With the Renew- enthusiastic renewable energy has a broad customer base which able Energy Act now encouraging supporters, in 2008, actensys is With subsidiaries in Weilheim includes private homeowners, ag- photovoltaic system owners to celebrating its tenth anniversary in Upper Bavaria as well as in ricultural enterprises, commercial consume the energy generated this year. Unlike many competi- Austria and Switzerland, actensys customers and municipalities. The themselves instead of feeding it tors, the company has survived operates in all German-speaking company’s strength is that it cov- to the grid, actensys is offering the crisis in the sector and de- countries. The company employs ers the entire photovoltaic value more and more storage solutions veloped into one of the leading a total of 50 people and generates chain. “We provide everything that provide energy even when the providers of solar energy systems revenues of 20 million EUR. At its from planning and installation to sun is not shining. “90 to 95% of in Germany. “There is more to headquarters in Ellzee, actensys official approvals and building the photovoltaic installations we renewable energies than profit runs a 118-kW photovoltaic test applications through to supervi- supply today are equipped with a and return on investment,” says park which also provides the com- sion and maintenance,” Mr. Pape customized storage system that Martin Pape, Marketing Director, pany building with green energy describes the ‘green thread’ phi- makes plant owners even more N A E P O R U E business www.european-business.com 8

Interview with Matthias Mantel, Managing Director of Lapmaster Wolters GmbH Polished to perfection The German headquarters of Lapmaster Wolters in Rendsburg In line with its specialist area of activity, Lapmaster Wolters GmbH in Rendsburg, Germany, will in future operate under the new umbrella brand of Precision Surfacing Solutions. The specialist supplier of lapping, polishing, honing and grinding machines, and metallographic products and services, which has belonged to the US-headquartered Lapmaster Group Hold- ings LLC since 2014, also acquired Elb-Schliff Werkzeugmaschinen GmbH in Aschaffenburg in 2017. This new acquisition has its own subsidiary company, aba Grinding Technologies GmbH. Managing Director of both Lapmaster Wolters GmbH and Elb-Schliff Werkzeug- maschinen GmbH is Matthias Mantel: “It is important for us going ahead that we create a unified brand that represents the core activity of all the companies in the group.” This is certainly the case with the similarly fine tolerances in surface ture, where its surfacing machines Currently, we are looking at a result new name it has chosen to repre- finishing, which makes Lapmaster are used to polish silicon wafers. of 50 million EUR for 2017, rising sent all of the group companies. Wolters one of the leaders in a “We are considered the number to 70 million EUR in 2018. Our site “Precision Surfacing Solutions highly specialized niche. Through one supplier in this particular in Aschaffenburg will likely report encapsulates perfectly what we the rebranding exercise, the com- niche, which also means that do,” says Mr. Mantel. “We design pany is aiming to create a unified demand is particularly high,” and manufacture highly advanced brand under which to merge its confirms Mr. Mantel. “This machines to finish the surface of various products and any new ac- can clearly be seen in our precision tooled parts to extremely quisitions in the future. turnover development over narrow tolerances. In other words, the past few years. Just we provide the final ‘fine tune’ to Demand for its expertise is grow- 18 months ago, turn- the surface.” There are very few ing, in particular in high-tech areas over was around other companies that can achieve such as semiconductor manufac- 37 million EUR. Machine for polishing the silicon wafers used in the highly demanding semicon- ductor industry N A E P O R U E business www.european-business.com 10

Interview with Ing. Mirco Bartollini, Deputy Managing Director of Grande Meccanica S.p.A. Engineering on a grand scale The name says it all – Grande Meccanica S.p.A. in Italy does things on a larger scale than most. Its product range com- prises pressure vessels and reactors that can be as big as 10 m in diameter and 100 m in length. Steel construction on this scale takes a particular set of skills and the relevant experience, both of which Grande Meccanica possesses in plentitude. The company’s competence is much in demand around the world and more than 90% of the contracts it wins are for foreign customers. to apply to the tender, as the only In such a highly specialized and company worldwide.” Building technical field, finding people with a reactor of this size is a lengthy the right expertise is a constant undertaking, with projects of challenge. “We were recently very this nature generally taking be- pleased to introduce in our com- tween ten and twelve months to pany a new head of our Technical complete. Smaller projects can Department. She is one of the most be finished in just three to four qualified engineers and a well- months. “All of the projects are known person in the world of pres- unique which means we cannot sure vessels,” says Mr. Bartollini. fall back on standard solutions,” “She is an engineer with an incred- says Mr. Bartollini. “Each cus- ible CV and strong track record who The company headquarters in Narni are also home to a production facility where reactors up to 100 m in length can be manufactured One of the most recent coups a very important market for the tomer has different requirements is a real asset to the company.” for Grande Meccanica was land- future,” he says. and conditions. This means that ing the contract to build a loop the test phase of any project is Grande Meccanica currently em- reactor, a prepoly reactor, as well Loop reactors are a highly special- extremely important for success.” ploys 90 people at its headquarters as a MZCR (Multi Zone Circulat- ized product that were first devel- ing Reactor) for Liaoning Baolai oped by Grande Meccanica and Petrochemical in China. Its suc- for which it has few competitors. cessful bid even beat the biggest “We are one of the very few sup- Chinese supplier, clearly signaliz- pliers in the world, qualified by the ing the client’s preference to work most important worldwide licen- with the Italian company. Deputy sors, for many of our products,” Managing Director Mirco Bartol- says Mr. Bartollini. “Each repre- lini was heavily involved in putting sents a technological advance over together the successful bid: what has gone before. In effect “This contract is hugely important our entire company is engaged in for us from a commercial point research and development. For ex- of view. It gives us an opportunity ample, we are currently engaged in to demonstrate our expertise in developing a simulated 3D model N A E P O R U E business A loop reactor is delivered to a client in Mexico A finished tower is hoisted into position www.european-business.com 12

Interview with Marcus Grimerö, Managing Director and Business Area Manager for Product and Marketing at Ankarsrum® Kitchen AB Keeping out of the cupboard How many kitchen gadgets are bought with good intentions and, after a short time, are left to collect dust in the cupboard? Research shows that once a kitchen aid is put away in a cabi- net, the likelihood of it being used decreases dramatically. Customers of Ankarsrum® Kitchen AB, the Swedish manufacturer of the renowned Ankarsrum® Assistant, are not only proud to display the machine in their kitchen, they are also enthralled by its capabilities. Originally invented to mix dough, today the Ankarsrum® Assis- tant has accessories for many modern cooking functions The Assistant not only looks good, it is so practical that con- sumers want to keep it very close at hand made by other companies in the group. Exports account for 60% of sales, with very strong markets in Scandinavia and Germany. “The export market is our focus right now, and we are working closely with distributors to enter new mar- kets,” Mr. Grimerö explains. “We also want to make it even easier for consumers to buy and use the As- “Consumers choose an An- have changed over time, and we “We get calls from people who are sistant. In Scandinavia, we mostly karsrum® Assistant that either now use a 1,500 W motor instead still using Assistants they bought sell through retailers with trained blends with their kitchen or stands of the old 200 W version,” notes in the 1950s and 1960s. New ac- personnel, and we also use social out,” says Managing Director and Mr. Grimerö. “It also has a timer cessories bought today fit old ma- media to inspire users across Eu- Business Area Manager for Prod- and automatic power control now, chines, and older accessories work rope – they share recipes and ways uct Marketing Marcus Grimerö. but the core of the product is the with new machines. Customers of working. We try to spread the “We continuously work with new same.” The Ankarsrum® Assistant really appreciate the forwards and joy of making your own food from colours, so the machine is com- is also very high quality, making backwards compatibility.” scratch. We get huge amounts of patible with new trends.” The An- it an economical investment. “We feedback from consumers who karsrum® Assistant has a long and provide a seven-year warranty, but Ankarsrum® Kitchen is part of the love the Assistant and, more im- impressive history dating back to the machines last much longer Ankarsrum® Industries group; the 1937; since then, over 1.5 million than that,” Mr. Grimerö continues. Assistant’s motor and chassis are portantly, use it several times a week.” ❙ machines have been sold. Original- ly owned by Electrolux – this brand name was used until 2008 when Ankarsrum® bought the rights to the Assistant – the machine is es- sentially the same product it was 75 years ago. With an open bowl making it easy to add ingredients, the motor is in the base, which weighs the machine down and ensures it is stable. “Of course, colours and the exterior design N A E P O R U E business The Ankarsrum® Assistant is a high-quality machine with a life span far longer than its seven-year warranty. New accessories work with older machines and vice versa Ankarsrum® Kitchen AB Bruksvägen 1 59370 Ankarsrum Sweden  +46 490 53320  info@ankarsrum.com  www.ankarsrum.com www.european-business.com 14

Interview with Ian Debski, Export Director of ES-SYSTEM S.A. Making visions a reality Lighting is a crucial part of interior design because it has a huge influence on the atmos- phere in the building and its identity. In addition, it can also offer technical features that are needed in industrial applications. ES-SYSTEM S.A. with headquarters in Krakow is the lead- ing supplier of lighting solutions in Poland. Working closely together with architects, light- ing designers and investors, the company is able to provide lighting for the most demanding projects. Based on its success in the Polish market, ES-SYSTEM is now ready to conquer the international market. The National Forum of Music in ES-SYSTEM into the forefront of Wrocław, the Łódź Fabryczna the global lighting industry.” railway station, Museo Soumaya in Mexico City, Singapore Changi The company was established in Airport, the Oslo Opera House in 1990 after the liberalization of the Norway and the Milaneo shopping Polish market. From the begin- mall in Stuttgart are just a few of ning, the company has focused on ES-SYSTEM’s numerous reference energy saving lighting solutions, projects. “These projects allowed working closely together with archi- us to show that we can really com- tects, interior designers and inves- pete on an international level,” tors. Able to win over customers says Ian Debski, Export Director with solutions that fulfill their high ES-SYSTEM is headquartered in Kraków in charge of the German-speaking requirements, ES-SYSTEM has countries. “We are an established gained the trust of its customers was the winning of the tender for concert halls, shopping malls and brand with a lot of knowledge, and has become the leading light- the Oslo Opera House in Norway, museums, high rises and train offering great designs for a bet- ing solutions provider in Poland. which was equipped with LED stations. Now we want to take this ter value than most of our com- Today, the firm has more than 800 lighting solutions by ES-SYSTEM. knowledge abroad.” ES-SYSTEM petitors. There is a lack of Polish employees at twelve locations in “In 2008, we developed a special offers a broad range of lighting so- market leaders on an international Poland, generating an annual turn- lighting concept for terminal three lutions based on more than 6,000 scale, so my goal is to over of 44.5 million EUR. Over the of Singapore Changi Airport, to- projects. The company focuses on bring years, the company has completed gether with Bartenbach LichtLabor LED lighting and is highly project- many different projects in the com- in Austria,” recounts Mr. Debski. oriented. “We can offer the full ser- mercial and industrial lighting “That took us to another level and vice portfolio, completing the prod- sectors. One of the allowed us to show that we really ucts with entire control systems most important can compete with companies that and on-site support during the milestones have over 100 years of experi- installation,” points out the Export ence. We have developed lighting Director. “We don’t just ship it and solutions for the most demand- forget it, but try to understand the ing projects such as stadiums, needs of our customers to provide N A E P O R U E business a solution that fulfills their high re- quirements. We work together with architects and lighting planners to ensure that their vision becomes www.european-business.com 16

Interview with Laurent Olmedo, Deputy Director at Crea Haus Constructions S.A. Building a family legacy Founded in 1990, Crea Haus Constructions is a family-owned and operated company that specializes in building and renovating homes and residences in the heart of Luxembourg. The business had humble beginnings as a local property office, but quickly evolved into the full-service development enterprise that it is today. Crea Haus Constructions now employs 40 employees and builds around 40 free-standing houses and up to 80 apartments annually. Regardless of the style or specifications, Crea Haus Constructions has the capacity to realize a broad spectrum of dwellings, each individualized to fit the needs of its customers. Passive housing is architectur- see fit,” explains Mr. Olmedo. “Our ally designed to optimize energy company primarily deals with new efficiency, requiring minimal en- buildings, although we also buy ergy for heating or cooling – an and renovate existing structures to attractive prospect for long-term meet our specifications.” shared value. In order to be of- ficially considered a passive house, Crea Haus Constructions focuses the structure must meet a series on the Luxembourg housing mar- of stringent criteria. Crea Haus ket, which is currently expanding Constructions has a proven track with high-quality residences being record and expertise regarding especially in demand. “Because such eco-friendly designs through- of the regional housing short- out Luxembourg. “We have all the age, prices have been creeping necessary know-how to take the upwards,” says Mr. Olmedo. “The design and build of our clients’ res- 10,000 EUR per square meter Crea Haus Constructions’ wooden interiors have been gaining traction with Luxem- bourg’s environmentally conscious consumers Laurent Olmedo, currently Deputy The building process begins with idences in whatever direction they benchmark has already been ex- Director at Crea Haus Construc- the acquisition of land and the cor- tions, is the second generation to responding building permits. Then take over the management of the together with its trusted suppliers, family business and is determined Crea Haus Constructions translates to continually expand the com- its clients’ concepts into brick- pany’s capacity to take on more and-mortar homes. “Although bespoke projects. “When building we mostly focus on conventional single-family residences, we take architectural styles, there has been into account our customers’ vision an emerging trend toward wooden for the property – even niche pro- buildings,” adds Mr. Olmedo. “We jects like wooden, ecological and have customers for whom the eco- passive housing,” elaborates Mr. logical aspect is important, which Olmedo. is why our company is also a certi- fied passive house institution.” N A E P O R U E business With input from both home-buyers and trusted partners, Crea Haus Constructions builds up to 120 tailor-made residences annually www.european-business.com 18

Interview with Pascal Boulanger, Director of Corporate Communications, Diagnostica Stago S.A.S. A life-saving discipline We take a lot of things for granted, especially when it comes to the functions of our body. Our heart beats. Our lungs breathe. Our blood flows. But however young and healthy we seem, the day may come that our body will show that there is some kind of trouble. We go to the doctor’s office or even have to check into a clinic. And the diag- nostics start to analyse what is wrong with us. What we do not see is all the lab efforts going on behind the scenes to arrive at a solid diag- nosis. Enter Stago, a French company whose expertise is bloodwork. Focusing on bloodwork is not what for its future market orientation may have heard how much throm- With 20 affiliates and 100 distribu- first comes to mind if one thinks of that today makes it a reference bosis – caused by haemostasis tors worldwide, the company is a small pharmaceutical company and leader in the field: haemo- imbalance – has been a growing present in more than 110 coun- that was established in 1945. But stasis-related laboratory analysis. concern in particular in the west- tries – from Europe and the US to the founder of Stago had a strong Today, Stago develops, produces ern industrialized countries where China, and lately also Brazil and interest in clinical pathology and and commercializes medical prod- unhealthy diets, little physical Turkey. “There is still more poten- in haemostasis in particular. In the ucts for biological tests in hospitals activity and smoking are prevalent. tial out there,” Mr. Boulanger says. 1970s, Stago had found its niche and clinical laboratories. Many But of course, there are more rea- “The world harbours great oppor- sons behind the development of tunities for us.” haemostasis. It may be triggered from long hospitalization or even How is it possible to succeed in from a small household accident such a niche on a worldwide scale, – as complex are the reasons one may ask? “Hard, hard work,” that may trigger haemostasis, as Mr. Boulanger laughs. “We have complicated is its diagnosis. “Our to be ahead at all times. With in- catalogue includes 400 products. novation, with research, with ex- It embraces automated analyzers pertise and dedicated teams. We and reagents, as well as software have to keep in close contact with and other tools that address this our clients.” Needless to say that complex diagnostic field,” ex- Stago has developed a customer- plains Pascal Boulanger, Director care cycle that does not end at of Corporate Communications at the distribution of the company’s Diagnostica Stago. “Different parts products. Continuous mainte- of the world also have different nance of Stago equipment once in schools of thought when dealing the hands of the laboratories is a with bloodwork. After all, we’re a matter of course. But training the worldwide player, and we need to people working with Stago prod- take this aspect into account as ucts, and providing a technical well.” Stago is not only a worldwide helpline in each country where the player, but the worldwide leader. company is operating is an addi- www.european-business.com 20 The company headquarters near Paris host the worldwide market leader in haemostasis analysis N A E P O R U E business

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