A E P O R U E Nbusiness 8 1 0 2 / 9 0 Special Germany www.european-business.com www.european-business.com

BUSINESS IN GERMANY 04 06 08 10 Torsten Hertel, CEO, and Bettina Diestel- horst-Findeis, HR and Financial Director of Findeis GmbH Jürgen Kleine-Berkenbusch, Operation Manager of TIGER Deutschland GmbH Hubertus von Tiele-Winckler, Managing Director of POOL. Die Agentur. GmbH Nicolai Benz, Managing Director of Bimmerle KG 13 14 16 18 Thomas Müller, Managing Director of Gebr. Müller Kerzenfabrik AG 20 Rainer van der Beek, Managing Director of Linden- berg-Anlagen GmbH Erdal Eroglu, CEO and Technical Director of HSP Hochspannungsgeräte GmbH 21 Klaus Günther, Managing Director of Ferrari Industrieventilatoren GmbH Dr. Dagmar Matúšová, Managing Director, and Dana Grünewald, Authorized Signatory and Director of Sales and Project Management of ELH Eisen- bahnlaufwerke Halle GmbH & Co. KG 3 www.european-business.com Michel Rahn, Managing Director of HKR GmbH & Co. KG IMPRINT Publisher: International Business Verlag GmbH Address: Landersumer Weg 40 · 48431 Rheine · Germany Phone: +49 5971 92161-0 · Fax: +49 5971 92161-854 info@european-business.com · www.european-business.com Editor-in-chief: M. J. Brinkmann N A E P O R U E business

A selection of semifinished acrylic products in various sizes, thicknesses and colours Findeis delivers to customers in its region using its own fleet of vehicles acrylic products for display pur- Hertel. “We also offer motif engrav- tory,” says Mr. Hertel. “The prob- ensure our future,” confirms Mr. poses of all kinds and in a variety ing and edge polishing.” lem is that existing solutions do not Hertel. of colours. Demand for technical always suit the style of housing. plastics is also growing, and these Having specialized only in semi- We hope to solve this problem with are used in conveyor technology, finished products, Findeis is now our new concept.” The new enclo- the construction of special ma- venturing into producing its own sures will be sold online to private chinery and as skirting protection. finished products. It is currently at and commercial customers rather Findeis stocks a total of 11,000 the prototype stage for a garden than via retail channels so as not to different inventory items, providing shed and bin enclosure for integra- compete directly with its traditional one of the most varied product se- tion in garden fencing. “The idea customers. lections in the market. It also offers complete flexibility regarding order volume and even supplies small quantities worth as little as 500 to 1,000 EUR. Furthermore, it is able to offer product personalization Personalization, service and consultancy are the aspects that will assure our future as we enter our second half century. and a high level of customer ser- was born at a conceptual workshop This new direction reflects general vice. “We have two Schelling CNC run to develop a solution for the changes in Findeis’s strategy. sawing centers that allow us to cut German North Sea island of Sylt, “Personalization, service and con- boards to specific sizes,” says Mr. where bin enclosures are manda- sultancy are the aspects that will Findeis’s headquarters in Kirchlengern Findeis GmbH Kunststoffe Elsestrasse 210 Industriegebiet Kirchlengern Süd 32278 Kirchlengern Germany  +49 5223 99630  +49 5223 996399  kontakt@findeis.de  www.findeis.de 5 www.european-business.com N A E P O R U E business

Danish design and functionality are part of the strategy of Flying Tiger Copenhagen Lennart Lajboschitz had the idea to clearly focuses on the stationary “We are very ambitious when it be unique with the products, only trade. The stores give the custom- comes to the further development offering goods with special char- ers the opportunity to discover the in Germany,” says Mr. Kleine- acteristics when it comes to the full range of products and to try out Berkenbusch. “We plan to design or the functionality,” states some of the products. In addition, have around 150 stores the Operation Manager. “It is also the employees are always there to in the next five years. The important that our products are help and are committed to improve challenge is to find the right affordable. You can compare us the shopping experience for the locations. But we will face this to a discounter when it comes to customers. However, the digital challenge as fearlessly as a tiger prices, but the customers should media play an important role in the and will keep on turning the feel like millionaires after leaving marketing strategy of Flying Tiger world upside down and putting our stores because they get a really Copenhagen. a smile on people’s faces.” high value for their money.” Besides the trend towards digitali- group and its TIGER stores is zation and online business, TIGER likely to continue in the future. The rapid growth of the Zebra TIGER Deutschland GmbH Holm 57-61 24937 Flensburg Germany  +49 461 1828466  info@flyingtiger.com  www.flyingtiger.com 7 www.european-business.com N A E P O R U E business

As part of its national sales optimization strategy for Sky in Germany, POOL set up promotional points in shopping centers Optimizing face-to-face contact with customers is vital to any sales strategy With POOL, clients benefit from difference.” POOL does this by Munich and Berlin as well as Mr. von Tiele-Winckler is constantly its many years of experience and putting itself in its customer’s Cham in Switzerland. It employs on the go himself maintaining con- a proven track record with many shoes and looking at things from 40 people out of 130 for the net- tacts with customers and making of the biggest brands including the other side. “I come from that work as a whole. Network turnover new contacts. “I take around 160 names like Sky and Mobilcom- side of the industry so I know what in 2016 reached 48 million EUR. flights every year. Sales is in part a Debitel. Besides telecommunica- our customers want,” says Mr. von “We have a large field sales force numbers game. If you don’t knock tions, the customer list covers a Tiele-Winckler. “We always have to comprising 23 consultants who on the door, it will never open for wide range of sectors including think about how we can surprise visit clients to coach their sales you. In the FMCG sector, purchas- food, non-food, hardware, televi- marketing managers who have people and collect feedback on ing decisions are made in seconds. sions and FMCG. POOL’s motto is seen it all before. There has to be the efficacy of the measures we In our business, the time between that those who can sell, can sell a constant process of self-evalua- have implemented,” says Mr. von first contact and the signed con- anything. “Our most important tion and self-improvement.” Tiele-Winckler. “We leave nothing tract is around two years. At the goal has always been quality,” to chance and are the only mar- moment, I am working on a project states Mr. von Tiele-Winckler. “We POOL is part of the Blue Agency keting agency with such a large to bring German industry to China. have to rise above the market by Network which unites eleven team on the road. This allows us to delivering high-quality solutions agencies in the German market. deliver the quality for which we are and services that really make a POOL has offices in Düsseldorf, known.” POOL. Die Agentur. GmbH Hallbergstrasse 28 40239 Düsseldorf Germany  +49 211 73141020  +49 211 73141029  kontakt@pooldieagentur.de  www.pooldieagentur.net N A E P O R U E business An interactive stand for satellite television provider Sky allows it to explain the benefits of its service to customers 9 www.european-business.com

tion of new products.” Product de- new,” he says. “We use our knowl- velopment within Bimmerle is very edge to react to market trends. We much oriented towards current are a mid-sized company which market trends. “The sales team enables us to be very innovative identifies the latest trends through and, above all, flexible. We love its discussions with customers,” developing new products as well notes the Managing Director. as new bottles – the packaging is “These are passed on and we de- very important. Nevertheless it is, velop the products. A recent exam- for sure, the quality of our spirits ple of this in the private label sec- which sets us apart from the com- tor was cream liquor, for instance petition. The history, the market- marzipan cream liquor. However, ing, and the packaging all belong it takes time to develop new prod- to a product concept, but ultimate- ucts so the time frame from idea ly, that product must taste good. stage to getting a product on the We have invested a huge amount The high-tech bottling facilities, operated by qualified employees, capture the spirit of Bimmerle’s exquisite fruit brandies, gin and rum our chances on the market are. We around 40 countries. Our products shelf is relatively long.” in our production to ensure that we are firmly convinced that whisky is are particularly popular in Austria, are ahead of the market in terms of the way to go, and we will soon be Switzerland, England and Ireland; The fact that Bimmerle never quality. At the end of the day, the in a position to begin production,” these are really our key markets.” stands still and is constantly fo- consumer drinks the product, and Mr. Benz points out. “This will, cused on extending its range is, if it tastes good, he or she buys it however, take time. If we distilled With around 80 employees, which Mr. Benz believes, one of its key again.” it today, it would only be ready for increases to 100 for the busy strengths. “Knowledge is not fixed, sale in 2020.” In preparation for its Christmas season, Bimmerle is we can always learn something  anticipated expansion, Bimmerle headquartered in Oppenau where has invested significantly and, two it was originally founded. The pro- years ago, built a new distillery in duction site is located in nearby Sasbach where all products are Sasbach, and the management manufactured, proceeded and departments and bottling plant stored. are situated in Achern. Mr. Bim- merle senior is still involved in the The firm sells its products through running of the business, and Mr. food retail chains, specialist drinks Bimmerle junior is responsible for stores and cash and carry out- the strategic direction of the firm. lets, and besides its own brand Mr. Benz himself has devoted his products also creates private label whole working life to date to Bim- goods for its customers. Exports merle. “I did a three year business currently make up between 15 apprenticeship here before leaving and 20% of Bimmerle’s 140 mil- to study economics in Düsseldorf,” lion EUR annual turnover, a figure he reveals. “Afterwards, I reap- which Mr. Benz believes can be plied to come back to Bimmerle; increased. “It is not easy to sell I have been here ever since, and Schwarzwälder Kirschwasser in was appointed Managing Director Australia,” he laughs. “In recent two years ago. I am responsible for years, we have increased our ex- sales and general management. ports through the sale of vodka, My personal aim is to modernize rum and gin, and we now supply the business through the introduc- 11 www.european-business.com Bimmerle’s fruit brandies are the symbol of a long tradition of fruit spirit production in the Black Forest region N N A A E E P P O O R R U U E E business business

Interview with Thomas Müller (left), Managing Director of Gebr. Müller Kerzenfabrik AG Lighting up since 1744 A history that dates back to the year 1744 can be seen as an obligation to adhere to tradi- tions but, for Gebr. Müller Kerzenfabrik AG in Straelen, it has been a driving force to combine tradition and modern production under one roof. The company is one of the oldest candle manufacturers in Europe. Since 2013, its production has been certified as ‘segregated’ by the Roundtable on Sustainable Palm Oil (RSPO), confirming its position as a committed promoter of a sustainable production. “No doubt, it is always a challenge lights every day at its three pro- up lean management processes in accordance with the standards to carry on with an enterprise that duction sites in Germany, Poland with a high level of automation. of the RSPO. As an active member has been established in the mar- and China. It has become market The candles are produced fully of the organisation, we are involved ket for such a long time. But we leader in pillar candles, generating automatically in large quantities,” in pursuing new standards for our have been extremely lucky to have an overall turnover of 100 million says Mr. Müller. In 2000, Mül- raw materials paraffin and palm made the right decisions time and EUR. “When we decided to ex- ler Kerzenfabrik went even one wax for the benefit of the planet. again,” points out Managing Direc- pand our production abroad and step further when it opened a Tradition is also about safeguard- tor Thomas Müller who, together set our sights on Poland, we could production site near Shanghai in ing our environment,” says Mr. with his brother Stefan, manages not foresee that this would turn out China. “Initially, manual work was Müller. the family company which is now to be such a real success. Since relatively cheap but in the mean- in the seventh generation. How- 1988 we have been manufactur- time prices in China have also ever, the next generation is already ing in Grudziądz, and today, the increased,” adds Mr. Müller. involved in the company’s daily majority of our candle production operations and will take over in is located there. We have at our Müller Kerzenfabrik supplies due time. disposal a fully automated produc- large retailers in Germany and in tion area of 100,000 m2 where the Europe, either under private label The company went through stormy entire range can be produced,” or under its own brand. Its wide times, following its expropriation stresses Mr. Müller. Since 2008, product range and its strong focus in Silesia after the war. In 1948, it the Polish production site has on sustainable raw materials have shifted its production to Straelen been manufacturing large volumes made Müller Kerzenfabrik really where it has experienced growth for IKEA. “As competition is strong, stand out in the market. “We have ever since. Müller Kerzenfabrik we have continuously invested in mainly switched from paraffin to produces five million candles and our Polish production and have set palm oil that is grown sustainably Gebr. Müller Kerzenfabrik AG Eichendorffstrasse 3-5 47638 Straelen Germany  +49 2834 93600  +49 2834 936060  info@mueller-kerzen.de  www.mueller-kerzen.de A strong focus is on seasonal products with special placements in the shop Müller Kerzenfabrik is market leader in the production of pillar candles in Europe Scented candles in different sizes and fragrances complete the broad standard range 13 www.european-business.com N A E P O R U E business

Lindenberg-Anlagen GmbH Hoffnungsthaler Strasse 41 51491 Overath Germany  +49 2204 481030  +49 2204 48103109  sales@lindenberg-anlagen.de  www.lindenberg-anlagen.de Lindenber-Anlagen is currently working on the construction of this pioneering bio- mass power plant in Scotland generators but also our ability to de- plants and have completed many What sets Lindenberg-Anlagen network. More than 85% of our liver on time and on budget.” successful projects in the Middle apart is the turnkey nature of its plants are destined for export to East, Asia and South America.” work. Whether constructing a countries around the world. From It is not just at sea that there is a Increasingly, the power plants power plant, marine generating single gen-sets to complete power need for an independent source supplied by Lindenberg-Anlagen set, diesel generating set, gas gen- plants, we are seen as a reliable of electrical power. Lindenberg’s are fired with sustainable fuels, erating set, wood or coal gasifica- partner for all power needs.” emergency generators provide reflecting wider environmental tion plant, CHP plant, compressor back-up power in the event of out- concerns and political will to move drive or steel container, everything Despite the effort and resources ages. “In key industries, it is better away from unsustainable fossil is designed and produced to order. being put into alternative power to rely on self-generation in case fuels. “We are currently working “We do not work to a catalogue of generation, there will still be signifi- of emergencies,” says Mr. van on a new biomass power plant in standard products,” confirms Mr. cant demand for Lindenberg-Anla- der Beek. “This is also the case in Scotland that will be brought on van der Beek. “We are providers gen’s generators both in the short many emerging countries where line this summer,” adds Mr. van of tailored solutions. We take the and long term. “Nevertheless, we electricity supplies are far from reli- der Beek. “The project will serve needs of the client and turn them will continue to work on our battery able. For these markets, we design as a basetype for other plants in into individual solutions. In fact, projects and maybe one day we and manufacture turnkey power the future.” the more specialized and complex might have solutions ready to go if the problem, the better it is for us. batteries substitute gensets,” says We can solve problems that no one Mr. van der Beek. “Although such else can. That is how we stand out a development would mean a revo- from the market.” lution in our industry, Lindenberg- Anlagen has never shied away Lindenberg-Anlagen’s clients are from going in the direction that shipbuilders and shipyards on new technology and environmental the one hand and industrial or concerns dictate.” Thanks to its institutional clients on the other. position as one of the leaders in “We serve a very diversified cli- the industry. Lindenberg-Anlagen ent base,” says Mr. van der Beek. is confident of continued steady “Electrical power is a universal growth in the future, whichever need that cannot always be met direction the market takes. sufficiently by the national power N A E P O R U E business This stainless steel housing with aggregate was specially constructed for the yacht of the Sultan of Oman 15 www.european-business.com

Interview with Erdal Eroglu, CEO and Technical Director of HSP Hochspannungsgeräte GmbH N A E P O R U E business • Get to know leading heads in economy and politics • Exclusive interviews • More than 1,000 Business Profiles • Specials on industries and selected topics • Free newsletter P S H © CEO and Technical Director Erdal Eroglu worked for Siemens before joining HSP last year voltage applications,” states Mr. measuring over 20 m in length. Eroglu. “Our testing criteria are “In addition, we can provide 100% more rigorous than required by the individually customized solutions industry standard. New custom- that perfectly meet the client’s spe- ers often choose HSP because cific technical requirements,” adds they cannot obtain the quality they Mr. Eroglu. “And in urgent cases need elsewhere.” HSP also distin- at the shortest notice.” HSP wants guishes itself from the competition to achieve sustainable growth, in through its capability of working line with increasing market de- with special materials, such as mand. “We benefit from being part silicone or resin-impregnated pa- of Siemens, but we are also very per, and through its coverage of flexible in meeting all third-party all customer demands, from small bushings to large-scale solutions customers’ high-voltage needs,” concludes Mr. Eroglu. ฀ HSP Hochspannungsgeräte GmbH Camp-Spich-Strasse 18 53842 Troisdorf Germany  +49 2241 25260  +49 2241 2526116  contact@hspkoeln.de  www.hspkoeln.de 17 www.european-business.com www.european-business.com business N A E P O R U E

HKR GmbH & Co. KG Johann-Vaillant-Strasse 10 93426 Roding Germany  +49 9461 953159  +49 9461 953246  info@hkroding.de  www.hkroding.de At HKR, everyone from the shop floor to the management is involved in shaping the company’s strategic direction on the one hand, defines strategic loyal workforce. If a new vision and HKR operates in a highly dynamic own development and engineering objectives with a focus on third- strategy are to succeed, everyone industry, with sectors such as facilities. “We cooperate closely party business and, on the other has to be involved. And the tim- heating and ventilation increas- with our customers in product hand, involves every employee ing has to be right.” As a supplier ingly moving from metal to plastic development and optimization,” in the company, at all levels from of high-precision parts for a wide as raw material to reduce costs, explains Mr. Rahn. “The goal is the shop floor to the manage- range of industrial applications, shifting towards renewable forms to co-design a product, bring it ment,” explains Mr. Rahn, whose HKR depends on qualified labour. of energy to replace fossil fuels, to production stage and enter professional passion is manag- “We have many highly specialized and introducing digitalized, smart batch fabrication. This way, we ing cultural and strategic change workers and put great emphasis home solutions. “Ultimately, how- are developing more and more processes in organizations. “It is on education and training,” says ever, there will be products like markets and applications outside important that corporate objectives Mr. Rahn. Another of HKR‘s strong connectors, valves and switches,” the Vaillant Group, enhancing our are shared by everyone and do not points is that it can draw on the says Mr. Rahn. “Such devices capacity utilization and strength- leave anyone behind. In 2016 we rich resources and distribution will always be in demand.” As a ening our market position as a celebrated our 50th anniversary; network of its parent company classic contract manufacturer, reliable supplier of high-quality, the motto was ‘with tradition into Vaillant. “Despite being independ- HKR produces all components to precision-machined parts for de- the future’. We are a company ent now, we are still part of the the customer’s individual order. manding customers in Germany with a rich tradition and a very Vaillant Group,” states Mr. Rahn. Nevertheless, the company has its and abroad.” HKR precision-machined products are used by the parent company Vaillant and many other customers HKR is equipped with modern warehousing facilities to meet its customers’ demands at the shortest notice 19 www.european-business.com N A E P O R U E business

Interview with Klaus Günther, Managing Director of Ferrari Industrieventilatoren GmbH Indispensable fans Fans are used in many industrial applications, from delivering dry, hot air to optimize the processing of paper webs to dedusting, exhausting and filtering applications in steel plants or pharmaceutical companies. Ferrari Industrieventilatoren GmbH covers the entire spectrum of fan technologies and customizes each solution to individual needs. Performing vital functions, the company’s products are indispensable parts of many larger plants and systems. Ferrari Industrieventilatoren is the cess to its international distribution The company is especially strong in port services and logistics services, German sales subsidiary of Ferrari network and global presence.” high-pressure and high-tempera- Ventilatori Industriali S.p.A., the ture fans as well as low-noise solu- leading Italian supplier of industrial Established in 1960, Ferrari has tions. Ferrari Industrieventilatoren fans. Based in Arzignano in the almost 60 years of technical exper- GmbH is responsible for Germany province of Vicenza in Northern tise in designing and manufacturing and selected customers in the Ger- Italy, the company produces more customer-specific fans for a wide man-speaking parts of Switzerland. than 25,000 fans annually. “Since diversity of industrial sectors rang- “Many of our products, though, go 2017, we have been owned by ing from paper, cement, steel and to the international market as part Soler & Palau Ventilation Group, a textile plants to filtering, dedusting, of our customers’ plants and instal- globally operating, Spanish manu- agricultural and marine applica- lations,” states Mr. Günther. “The facturer of fans, ventilation systems tions. “Every application has its fans we make are integral com- and air treatment and heat recovery specific requirements: pressure, ponents of larger systems and es- units for residential, industrial, com- volume, operating temperature sential for their proper functioning.” mercial and public buildings,” ex- and several other factors,” says Mr. To further grow its position in the plains Klaus Günther, Managing Di- Günther. “This is why every fan is German-speaking countries and get rector of Ferrari’s sales and service individually customized to guar- even closer to its customers, Ferrari operation in Southern Germany. “It antee optimum performance and Industrieventilatoren GmbH plans is a perfect match. The acquisition efficiency.” Ferrari offers centrifugal to open a branch office in North enabled Soler & Palau to round off fans, axial fans and built-in fans in Rhine-Westphalia. “We are also its product portfolio, and we got ac- carbon, corten and stainless steel. going to expand our technical sup- including just-in-time delivery,” concludes Mr. Günther. ฀ Ferrari Industrie- ventilatoren GmbH Edelweiler Strasse 15 72285 Pfalzgrafenweiler Germany  +49 7445 8580210  +49 7445 8580280  contact@ ferrariventilatoren.de  www.ferrariventilatoren.de Axial fans are used for exhausting and cooling in manufacturing environments Ferrari centrifugal fans are designed to handle air quantities of up to 500,000 m³/h All Ferrari centrifugal fans are 100% adapted to the customer’s specific requirements 21 www.european-business.com N A E P O R U E business