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Interview with János Rákovics, General Manager of VIVBER Kft. The human factor The electronics industry is booming, and the need for new and skilled staff has become an urgent issue to be tackled by VIVBER Kft., the Hungarian specialist for the manufacture and distribution of electri- cal switch-gears, metal structures, cable assemblies and surface treatment solutions to an international customer base. In the coming years, staff recruitment will become a dominating factor for contin- ued success in the European market. Today, about 95% of VIVBER’s mance standards, and when we ideal of our founders of providing customers are from Western took our first international steps 20 quality products to a demanding Europe, among them large multi- years ago, we were well aware of customer base.” nationals from the energy produc- the need for an electrical specialist tion and distribution industries, executing Western European qual- Due to its perseverance of becom- commercial and industrial facilities ity and safety standards. We had ing a well-respected partner to as well as the military and public always wanted to operate in the Western European companies that sector, with the transport industry Western market, and our expertise is able to bundle all required skills in particular gaining momentum. and adherence to quality have and competences under one roof, “The European and especially the opened many doors back for us,” VIVBER has developed into a part- German market have always had points out General Manager János ner of choice when it comes to the a close eye on quality and perfor- Rákovics. “We still live up to the provision of electrical installations VIVBER manages the entire value chain in electrical switch-gear manufacturing, including the forming and processing of metal components The Hungarian electrical switch-gear manufacturer also provides cable as- sembly, for instance for the rail industry VIVBER Kft. Tatai út 62 2060 Bicske Hungary  +36 22 566200  +36 22 566202  info@vivber.hu  www.viv.hu N A E P O R U E business www.european-business.com 4

Interview with Aleksander Lamacz, General Manager of Kubala Sp. z o.o. Tools you can trust Whether completing a small DIY project or a larger commercial endeavour, having the right tools makes the work go smoother, faster and easier. Put your time, money and trust behind a company that is known for its high-quality products and its family atmosphere. A fam- ily business, Kubala Sp. z o.o. is headquartered in Poland and has been making exceptional tools for the construction and gardening sectors for 30 years. You can be confident when working with Kubala and its tools that the work will be done right the first time. The tools the company offers in has displays ready as well to help ity of the tools we sold,” explains change products where necessary the construction line are numerous its business clients catch the eye of Mr. Lamacz. This entrepreneurial or invent entirely new ones,” adds and include popular items such the end customer. Kubala is con- spirit is still alive and well within Mr. Lamacz. Staying plugged in as putty knives, trowels, floats and stantly working on expanding its the company. Clients recognize to the industries it serves helps stirrers. Many of these products range, focusing on tools and paint- this and contract the business to the company to change with the are made from stainless steel, rub- ing products at this time. “We want create private label tools for their times, which keeps existing cus- ber and plastic, so no matter what to become the natural choice for brands. Kubala does this by mak- tomers coming back and entices the job, Kubala has the right tool. the taget group with an ever-grow- ing slight modifications to prod- new customers to place orders. “We also have specialized tools ing selection of tools and products ucts that it sells under its own in this category, like masonry and for interested parties,” adds Mr. La- brand name and adapting them Lately, there has been a push into plastering tools and glazing tools,” macz. In all, Kubala has patented to the specific needs of each cus- new markets. Kubala has seen says Aleksander Lamacz, General over 50 different designs. tomer. Furthermore, the company the need for its products increas- Manager. “One of our more in- offers training workshops directly ing in areas such as the Middle novative products is a scrubber for Kubala is all about developing for the end users of the products. East, Africa and Asia. “We are very Styrofoam.” Similarly, custom items new products for the industries This gives invaluable insight into focused on exports,” states Mr. are available, including shovels, it serves. “From the beginning, what works and what does not. Lamacz. “Our goal is to develop gypsum sets and more. The firm Mr. Kubala invented the major- “We take this information and Kubala into a strong brand both The Kubala family takes pride in making sure the company remains true to its roots while never compromising on quality The company produces the majority of its construction tools on site using its extensive machine park N A E P O R U E business www.european-business.com 6

Interview with Mariusz Niepokój, Export Director Western Europe of Cellfast If you water it, it will grow If you are in Poland and watering the garden with a hose or sprinkler, then it is highly likely that the equipment you are using was made by Cellfast. The Polish plastics processing com- pany is a leading manufacturer of hoses, garden accessories, garden tools, gutter sys- tems and soffits in this part of Europe. It enjoys the top position in its domestic market and has strong exports to the rest of Europe and the world. Its suc- cess can be attributed to significant investment in its manufacturing ca- pacity and modern technology as well as its human capital. uct area was launched in 2016 and is part of Cellfast’s ambitious growth plans for the coming years. “This is a new area for us and has been the focus of a great deal of effort aimed at developing products with our signature good handling and high quality,” says Mr. Niepokój. “We believe we have suc- ceeded in creating a line of tools that is modern and easy to use, and whose design will appeal to custom- ers.” International recogni- tion from the design world Founded in 1990 in the post-com- Niepokój. “We also make metal LINE watering system, for exam- has already been forthcoming. munism rush to embrace capital- garden tools at our second manu- ple, was singled out for the pres- Cellfast’s entire range of splitting ism, Cellfast is one of the success facturing site in Krosno.” tigious Red Dot Award 2015 for and universal axes received the iF stories of Poland’s rebirth as a outstanding design.” ERGO is the Design Award 2017 thanks to their free market economy. Still family- Krosno is still where the company company’s premium line while its sturdy and attractive design. owned, it ranks as one of the big- is officially headquartered, but its IDEAL LINE and ECONOMIC line gest players in the lawn irrigation biggest manufacturing facility is serve the mid-price and entry-level The award is all the confirmation market in Poland and beyond, offering a comprehensive range located in Stalowa Wola. Purpose- built in 2001, it boasts 50,000 m2 price segments. New products needed that the risk taken in open- are continually being added to the ing a new factory to manufacture of water hoses and accessories. of space. A third factory is home range in response to demand from tools was the right one. “Every “Garden hoses and connectors are to the company’s research and the market. our traditional area of expertise, development activities. “We focus company reaches the point where diversification is necessary for but we have expanded far beyond on developing products with an This was also the reason behind growth,” says Mr. Niepokój. “For our initial specialism,” says Export ergonomic and attractive design,” the expansion of the product range us, that point arrived a few years Director Western Europe Mariusz says Mr. Niepokój. “Our ERGO to include garden tools. This prod- ago, and the response of the N A E P O R U E business www.european-business.com 8 Cellfast’s garden hoses are aimed at both the hobby and professional markets

Interview with Robert Kaluzynski, Operations Director at KOIMEX S.A. International transport at its best The international transport sector in Europe is facing serious challenges. Finding excellent drivers is an issue for any company focussing on road transport. On top of that, the Euro- pean Commission is undertaking actions to make mobility safer and cleaner, leading to new regulations and a CO2 emissions standard for heavy-duty vehicles that will affect every trans- port company from a cost perspective. KOIMEX S.A. is based in Świebodzin in Poland and specializes in international road transports along the axis France – Germany – Poland. The company is well equipped to meet the new European regulations. be able to grow,” he notes. “We have a mix of drivers from Poland, Ukraine and Belarus. All our driv- ers are well-trained and are as- sessed based on monthly KPIs.” The company is investing heavily in social and medical benefits for its 320 employees, and is planning a building in Świebodzin where drivers can relax and socialize. Koimex has a modern fleet and all operations are supported by an advanced IT sys- tem developed inhouse, on top of the Trimble telematics system Mr. Kaluzynski notes clients can shortly expect a new customer portal with real time track & trace Another challenge is posed by European regulations imposed on the transport sector in order to “At this point in time, we have 191 and trailers that permit horizontal transport, Mr. Kaluzynski observes make it safer and cleaner. Its Mo- trucks of our own and we work transport of paper. Its clients are that it is a challenge in any country bility Packages require transport with subcontractors who jointly companies trading for instance in to find enough drivers, which is companies to invest in their fleet have another 30 trucks,” says paper and paper waste, woodwork even more of an issue because of and operations. An important asset Robert Kaluzynski, Operations for gardening, chemicals and the fact that many current drivers for KOIMEX is that the company Director at KOIMEX S.A. “We only hazardous goods, industrial and are nearing retirement age. In gen- invested in an advanced IT system have megatrailers, so we can load much more for our clients. In addi- tion, the roofs can be lifted to ease loading and unloading.” Another aspect that makes KOIMEX stand out is that the company is closely involved with its clients and their The heart of our operations is providing high quality, supported by our advanced IT systems, megatrailers and expert employees who speak local languages. for order management and tele- matics. It started using Trimble in 2011, investing in computers and scanners in all trucks for order handling and communication with the drivers. The driver has access to all important information about plans, and has invested in special agricultural machines, white goods eral, the Polish transport market the order and the best route to the trailers to optimize logistics and in- and food. In addition, KOIMEX is large enough to employ another client, as well as extra information ternational transport for them and works for major freight forwarding 100,000 drivers. “We completed about easy loading and unload- to build strong partnerships. For and logistics companies. 21,000 orders in 2017 and are ing at the destination. All signed instance, KOIMEX has lighter trail- Asked about developments in very content to have enough ex- transport documents are available ers for clients in the steel industry, their market of international road cellent drivers, even enough to for our customers in electronic N A E P O R U E business www.european-business.com 10

Interview with Maciej Gramowski, President of Agro-Danmis Gramowscy S.J. The healthy alternative to milk Milk and dairy products are essential in a healthy and balanced diet. However, more and more people are suffering from lactose intolerance and do not tolerate cow’s milk. For those people, goat’s milk products provide a healthy alternative. Agro-Danmis Gramowscy Sp. J. with headquarters in Bukowiec, Poland, offers a broad range of dairy products made of goat’s milk. milk as an alternative to cow’s milk at an early stage,” states Maciej Gramowski. “The structure of pro- teins in goat’s milk is very similar to the structure of those in human milk. In addition, we have the technology to get rid of the char- acteristic goat aroma. The aroma and taste becomes very mild and Goat’s milk in cartons is one of the best- sellers of Agro-Danmis With more than 2,000 dairy goats, the company owns the biggest herd in Poland The demand for goat’s milk prod- the goat herd and the sales of its ucts in the market has been grow- milk. In 2006, the firm built its own ing steadily as more and more factory to produce milk, semi-hard people have recognized the ben- cheese, fresh cheese, yoghurts similar to cow’s milk.” Owning the directly. That is something you can goats gives Agro-Danmis a big taste in the products, which are advantage over its competitors as available in supermarkets in Po- We have seen the potential of goat’s milk as an alterna- tive to cow’s milk already at an early stage. land and the Czech Republic, the Ukraine and the Baltics. “We are constantly developing and moving forward,” points out the President and owner. “We plan to grow by expanding our market position. I still see a lot of potential.” efits and health aspects. “We want and other dairy products. In the the milk is absolutely fresh and to benefit from this development course of the years, the factory was processed directly. With more than and want to grow even further in expanded and modernized with 2,000 dairy goats, the company the future,” says President and state-of-the-art equipment. “We owns the biggest herd in Poland owner Maciej Gramowski. “We recognized the potential of goat’s on 800 ha of ground, where the have modernized our production and developed a completely new marketing strategy with redefined target groups and a new brand identity.” Agro-Danmis is the only dairy in Poland that is 100% focused on goat’s milk. The company was founded in 1993 and at the begin- ning, the business was focused on N A E P O R U E business crops to feed the goats are grown Agro-Danmis Gramows- cy Sp. J. Bukowiec 34 64834 Wyszyny Poland  +48 67 2844652  +48 67 2844651  danmis@danmis.com.pl  www.danmis.com.pl www.european-business.com 12 Yoghurt in dif- ferent flavours is also produced by the company

Take a healthy mix of nature, tradition and technology Natur-Drogeriet is located in Horning, Denmark. Digitalization is helping the company and its customers to reap even more benefit from its portfolio of natural remedies While advances in medical science and pharmaceuticals are undoubtedly improving and pro- longing life, there is still a very clear and substantial role for natural, chemical-free medi- cines, which many people swear by as a cure for a wide range of complaints or to improve their general state of health. Natur-Drogeriet A/S, a Danish producer of herbal and plant- based remedies, has a long history and significant experience in developing natural cures and supplements. Today, the company combines traditional science with modern technology to offer customers a portfolio of health products with proven results. The company was founded in product which would prove to be 1945 by Dr. Axel Hansen, a medi- very significant to Natur-Drogeriet’s cal doctor who explored the possi- development. Urte Pensil, a herbal bilities of using natural ingredients penicillin that has no side effects to heal certain conditions. He and helps fight off all kinds of firmly believed that many of his infections, has proved to be one patients would be better served of the company’s most successful Our secret to success is that we use nature exactly as it is. We have natural, effective products with no side effects. by taking herb and plant-based products. “My parents-in-law, Peer Drogeriet offers a wide portfolio of won the Healthcare Association medication to cure their ailments. and Jonna Christiansen, acquired natural products. Alongside Urte Helsam’s Product of the Year in He established Natur-Drogeriet Natur-Drogeriet in 1976,” says Pensil, another highlight is the 2016 for its unique composition, and continued producing his today’s CEO Jan C. Rathcke. “They food supplement TryptoNAT, which great effect and customer feed- natural remedies until his death brought new life to the firm and led combines amino acid with miner- back. “Food supplements is where in 1971. Two customers took over it for 40 years, until my wife and I als, vitamins and herbs to help you we are anticipating the greatest the business and developed a new took it over in 2015.” Today, Natur- sleep through the night. TryptoNAT growth in the coming years,” con- N A E P O R U E business www.european-business.com 14

Interview with Jukka Pennanen, Chief Customer Officer at KPA Unicon Oy Partners for energy solutions Based in Eastern Finland, KPA Unicon specializes in the delivery of responsible energy solutions through customized and modular boiler plant projects. Depending on its clients’ specifications, the company has the capacity to produce reliable energy sources using either biomass or fossil fuels. KPA Unicon is a reliable partner throughout the project lifecycle, from conception to long-term maintenance and operations. Its industry experts – present in Finland, France, Croatia, Russia and Chile – provide regular consulting in order to determine the optimal tech- nical solution to any and all energy-related concerns. The 22 MW steam boiler plant built for Turku Energia consists of the Unicon ReneFluid 12 MW steam boiler based on bubbling fluidized bed technol- ogy and the Unicon SF 10 MW steam boiler fueled by liquid gas Despite the company’s global pres- ence as an industry forerunner, KPA Unicon retains its roots as a family enterprise. It was founded 28 years ago by Mr. Pekka Ko- vanen, who is still majority owner today. In one way or another, the whole Kovanen family remains ac- tive in the day-to-day operations of the business. For instance, Mr. Ko- vanen’s daughter, Jonna Kovanen, is responsible for certain aspects of KPA Unicon’s marketing and pub- lic relations, and son Jukka-Pekka Kovanen was a long-term CEO of the company and moved recently to the board. Initially, the company primarily focused on delivery projects for oil biomass, specifically an innovative 50% of all district heating plants – and then we develop a tailor- and gas boilers, and maintenance product called Biograte,” explains in Finland were installed by KPA made solution package,” says Mr. of oil and gas boilers in Russia. Jukka Pennanen, Chief Customer Unicon. More than 1,500 boilers have Officer at KPA Unicon. More than Pennanen and adds: “The world today is so full of technology and been delivered to date, forming 70% of the company’s contracts in Although KPA Unicon’s primary boiler types that our customers the backbone of KPA Unicon for 2017 were for biomass technology products are boilers and boiler need guidance in terms of what many years. By 2010, manage- and related services. “By continu- plants, a shift is occurring away the best option is for them moving ment decided to shift gears to- ously expanding our service offer- from project-based contracts to- forward.” wards renewable biomass energy ing, we have secured top market ward more service-based ones. sources. “This strategic shift led positions in Scandinavia as well “First, we try to understand the What sets KPA Unicon apart to an acquisition in 2014, which as in Europe as a whole,” says Mr. situation of our clients – their en- from its industry counterparts is expanded our portfolio to include Pennanen. Currently, more than vironment, their business model its comprehensive approach to N A E P O R U E business www.european-business.com 16

Interview with Jean-Yves Berthon, Managing Director of Greentech SA The power of plants Biotechnology is defined as the application of scientific and engineering principles to the processing of material by biological agents to provide goods and services. Over the past decade, progress in biotechnology has accelerated rapidly. It is a complex and challenging scientific discipline – a discipline that is dominated by innovative and high-performing companies such as Greentech SA. The French company considers biotechnology as the source of beauty – a plethora of efficient cosmetic products illustrates that Greentech is right. Established in 1992, Greentech Today, internationally leading pretty different. Biotechnology was company has been growing has become a pioneer in cosmetic companies cooperate not yet an established scientific steadily.” plant technology. Based on with Greentech – and benefit discipline, and circumstances were sophisticated technology, the from the company’s extraordinary quite difficult. Greentech’s success However, using the latest company develops and produces innovative power. was far from certain at the outset. technological equipment was not high-tech ingredients for the We were facing many serious enough to successfully penetrate cosmetic, pharmaceutical and Greentech has come a long challenges; it was hard to raise the market. Greentech needed nutraceutical industry and way to become a much sought- money for laboratories, equipment to gain confidence and to make operates ‘at the crossroads of the after partner of the international and projects. However, Greentech itself a name for its fundamental worlds’, as it claims. Over time, cosmetic and pharmaceutical was ambitious and committed, scientific know-how. “It was only Greentech has discovered more industry. “Being a biologist, and eventually we got in touch when the press started focusing than 300,000 biologically active I worked in many different with INRA, Institut National de la on our activities and published molecules – originating from the laboratories before I joined Recherche Agronomique. INRA different articles that several deep mechanisms of plants, algae, Greentech,” says Managing firmly believed in our ideas and cosmetic companies contacted micro-algae and micro-organisms Director Jean-Yves Berthon. “Back visions and significantly supported us,” explains Mr. Berthon. “And drawn from across the world. in the early days, the market was our projects. Since then, the even then, we first refused their Greentech is a regular exhibitor at the In-Cosmetics trade fair 20 international fairs per year are perfect for meeting directly with potential cus- tomers N A E P O R U E business www.european-business.com 18

Interview with Thomas Edl, Managing Director of DELTA BLOC International GmbH Protecting lives with proven safety technology There is nothing more devastating than a head-on collision be- tween two vehicles travelling at high speed. That is why the op- posing lanes on motorway carriageways are separated by a cen- tral reservation and crash barriers. Protection is provided by metal guard rails or shaped concrete, or a combination of the two. It must also be provided temporarily when roadworks dictate the use of a contraflow. Using concrete to make roads safer has been the passion of DELTA BLOC International GmbH since 1995, and it is now a synonym for premium concrete barriers across Europe. Besides its dominant position in that will conform to the relevant the European market, DELTA- BLOC® also enjoys success world- safety regulations. While concrete is cheap and plentiful, turning wide with its precast and in-situ it into an effective safety barrier concrete safety barriers. “Over the takes a great deal of prior research past 20 years, we have expanded and development.” our activities to more than 30 countries around the world and in DELTABLOC®’s safety barrier sys- the last ten years have enjoyed an- tems are a highly technical prod- nual growth of 30%,” says Manag- uct. “The authorities responsible ing Director Thomas Edl. “Our mis- for highway infrastructure in every sion is to develop and create the country only certify and authorize best-performing range of concrete the use of barriers that best fulfil all Installation of DELTABLOC® Precast Concrete Barriers on the A9 in Germany safety barriers in the world.” of the necessary safety standards,” explains Mr. Edl. “Furthermore, its ability to withstand the impact “Our systems are tested to ensure What DELTABLOC® is exporting these standards vary from one of being hit by a 38-t lorry mov- they will withstand impacts equiva- is its expertise and its systems. country to another. Our challenge ing at high speed. This sets one lent to or exceeding those in the “Concrete can be made cheaply is to create barriers that not only and easily virtually anywhere in the fulfil the safety parameters but of the key benchmarks to which DELTABLOC® designs its systems. benchmark,” says Mr. Edl. “Since 1995, we have carried out more world,” says Mr. Edl. “What we of- that are also easy to produce and fer is the technical and procedural install.” One of the key measures know-how to create crash barriers of a crash barrier’s performance is Installation of a DELTABLOC® Slipform Concrete Barrier N A E P O R U E business www.european-business.com 20

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