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ZƂƉŽƌƚĂũ Ͳ Interview
ŝnjŝŵ ŚŝƚĂƉ ĞƫŒŝŵŝnj ƐĞŬͲ dŚĞ ƐĞĐƚŽƌƐ ǁĞ ĐĂƚĞƌ ƚŽ ĂƌĞ ƋƵ-
ƚƂƌůĞƌ ŽůĚƵŬĕĂ ŐĞŶŝƔ͘ 'ĞŶĞů ite diverse. Generally, we serve
ŽůĂƌĂŬ ƐĂŶĂLJŝ ƐĞŬƚƂƌƺŶƺŶ every branch of the industrial
ŚĞŵĞŶ ŚĞƌ ĚĂůŦŶĂ ŚŝnjŵĞƚ ƐĞĐƚŽƌ͘ dŚŝƐ ŝƐ Ă ǀĞƌLJ ĚŝīĞƌĞŶƚ
ǀĞƌŝLJŽƌƵnj͘ Ƶ͕ ŵĂŬŝŶĞ ŝŵĂͲ dynamic compared to machine
ůĂƨŶĚĂŶ ĕŽŬ ĚĂŚĂ ĨĂƌŬůŦ ďŝƌ manufacturing.
ĚŝŶĂŵŝŬ͘
For example, we have cus-
ƚŽŵĞƌƐ ŝŶ ŵĂŶLJ ĮĞůĚƐ ƐƵĐŚ
PƌŶĞŒŝŶ͕ ŝŶƔĂĂƚ͕ ŽƚŽŵŽƟǀ͕
ĂƐ ĐŽŶƐƚƌƵĐƟŽŶ͕ ĂƵƚŽŵŽƟǀĞ͕
ŐŦĚĂ ǀĞ ŬŝŵLJĂ ƐĞŬƚƂƌůĞƌŝ Őŝďŝ
food, and chemicals. We un-
ďŝƌĕŽŬ ĂůĂŶĚĂ ŵƺƔƚĞƌŝůĞƌŝŵŝnj
derstand the needs of each
ǀĂƌ͘ ,Ğƌ ƐĞŬƚƂƌĚĞŬŝ ŝŚƟLJĂĕůĂƌŦ ƐĞĐƚŽƌ ĂŶĚ ƉƌŽǀŝĚĞ ƐŽůƵƟŽŶƐ
ĂŶůŦLJŽƌ ǀĞ ŽŶĂ ŐƂƌĞ ĕƂnjƺŵůĞƌ ĂĐĐŽƌĚŝŶŐůLJ͘ dŚŝƐ ĚŝǀĞƌƐŝƚLJ ĞŶƌŝ-
ƐƵŶƵLJŽƌƵnj͘ Ƶ ĕĞƔŝƚůŝůŝŬ͕ ŝƔŝͲ ches our business even further.
ŵŝnjŝ ĚĂŚĂ ĚĂ njĞŶŐŝŶůĞƔƟƌŝLJŽƌ͘
While price is an important fa-
DƺƔƚĞƌŝůĞƌŝŶ ƚĞƌĐŝŚůĞƌŝŶĚĞ ĮͲ ctor in customer preferences,
LJĂƚ ƂŶĞŵůŝ ďŝƌ ĨĂŬƚƂƌ ŽůŵĂŬůĂ ŽƵƌ ĞdžƉĞƌŝĞŶĐĞ ĂŶĚ ƋƵĂůŝƚLJ ŐĞ-
ďŝƌůŝŬƚĞ͕ ŐĞŶĞůůŝŬůĞ ƚĞĐƌƺďĞͲ nerally stand out.
ŵŝnj ǀĞ ŬĂůŝƚĞŵŝnj ƂŶĞ ĕŦŬŦLJŽƌ͘
WƌŝĐĞƐ ĐĂŶ ǀĂƌLJ ŝŶĚĞƉĞŶĚĞŶƚůLJ
ŽĨ ŽƚŚĞƌ ĐŽŵƉĂŶŝĞƐ ŝŶ ƚŚĞ
&ŝLJĂƚůĂƌ͕ ƐĞŬƚƂƌĚĞŬŝ ĚŝŒĞƌ
ƐĞĐƚŽƌ
ĮƌŵĂůĂƌůĂ ďĂŒŦŵƐŦnj ŽůĂƌĂŬ
ĚĞŒŝƔĞďŝůŝLJŽƌ
WƌŝĐĞƐ ĐĂŶ ǀĂƌLJ ŝŶĚĞƉĞŶĚĞŶƚůLJ
of other companies in the sec-
&ŝLJĂƚůĂƌ͕ ƐĞŬƚƂƌĚĞŬŝ ĚŝŒĞƌ ĮƌŵĂůĂƌůĂ ďĂŒŦŵƐŦnj ŽůĂƌĂŬ ĚĞŒŝƔĞͲ
ƚŽƌ͘ dŚĞƌĞĨŽƌĞ͕ ŽƵƌ ĐƵƐƚŽŵĞƌƐ ĂƌĞ ƵƐƵĂůůLJ ŝŶ ƐĞĂƌĐŚ ŽĨ ƋƵĂůŝƚLJ
ďŝůŝLJŽƌ͘ Ƶ ŶĞĚĞŶůĞ͕ ŵƺƔƚĞƌŝůĞƌŝŵŝnj ŐĞŶĞůůŝŬůĞ ŬĂůŝƚĞ ǀĞ ŐƺǀĞŶ and trust. Occasionally, we face more challenging projects, and
ĂƌĂLJŦƔŦŶĚĂůĂƌ͘ ĂŵĂŶ njĂŵĂŶ͕ ĚĂŚĂ njŽƌ ŝƔůĞƌůĞ ŬĂƌƔŦůĂƔĂďŝůŝLJŽƌƵnj some customers only want to work with us on such jobs.
ǀĞ ďĂnjŦ ŵƺƔƚĞƌŝůĞƌŝŵŝnj͕ ďƵ ƚƺƌ ŝƔůĞƌĚĞ LJĂůŶŦnjĐĂ ďŝnjŝŵůĞ ĕĂůŦƔŵĂŬ
ŝƐƟLJŽƌůĂƌ͘ &Žƌ ŝŶƐƚĂŶĐĞ͕ ũƵƐƚ ƌĞĐĞŶƚůLJ͕ Ă ĐƵƐƚŽŵĞƌ ƐĂŝĚ͕ ͞KŶůLJ LJŽƵ
ĐĂŶ ĚŽ ƚŚŝƐ ũŽď͘͟ dŚŝƐ ƚƌƵƐƚ ŝƐ ŝŶĐƌĞĚŝďůLJ ǀĂůƵĂďůĞ ƚŽ ƵƐ͘
PƌŶĞŒŝŶ͕ ŐĞĕƟŒŝŵŝnj ŐƺŶůĞƌĚĞ ďŝƌ ŵƺƔƚĞƌŝ͕ ͞ Ƶ ŝƔŝ LJĂůŶŦnjͲ Our customers know what they want, and it’s impor-
ĐĂ Ɛŝnj LJĂƉĂďŝůŝƌƐŝŶŝnj͟ ĚĞĚŝ͘ Ƶ ŐƺǀĞŶ͕ ďŝnjŝŵ ŝĕŝŶ ĕŽŬ ŬŦLJͲ ƚĂŶƚ ĨŽƌ ƚŚĞŵ ƚŽ ďĞ ĂǁĂƌĞ ŽĨ ǁŚĂƚ ǁĞ ĐĂŶ ŽīĞƌ͘ dŚŝƐ
ŵĞƚůŝ͘ DƺƔƚĞƌŝůĞƌŝŵŝnj͕ ŶĞ ŝƐƚĞĚŝŬůĞƌŝŶŝ ďŝůŝLJŽƌůĂƌ ǀĞ ďƵŶƵŶ environment of trust carries value beyond just price.
LJĂŶŦŶĚĂ ďŝnjŝŵ ĚĞ ŶĞůĞƌ LJĂƉĂďŝůĞĐĞŒŝŵŝnjŝ ďŝůŵĞůĞƌŝ ƂŶĞŵͲ
ůŝ͘ Ƶ ŐƺǀĞŶ ŽƌƚĂŵŦ͕ ĮLJĂƨŶ ƂƚĞƐŝŶĚĞ ďŝƌ ĚĞŒĞƌ ƚĂƔŦLJŽƌ͘ dŚĞ ƵŶĐĞƌƚĂŝŶƟĞƐ ďƌŽƵŐŚƚ ĂďŽƵƚ ďLJ ĞĐŽŶŽŵŝĐ ŇƵĐƚƵĂƟŽŶƐ
ĂīĞĐƚ ƵƐ͘ ,ŽǁĞǀĞƌ͕ ĞǀĞƌLJ ĐŚĂůůĞŶŐĞ ĐĂŶ ĂůƐŽ ďƌŝŶŐ ŶĞǁ ŽƉ-
ƉŽƌƚƵŶŝƟĞƐ͘ ǀĞŶ ŝŶ ĚŝĸĐƵůƚ ĞĐŽŶŽŵŝĐ ƟŵĞƐ͕ ƚŚĞƌĞ ĂƌĞ ĂĐ-
ŬŽŶŽŵŝŬ ĚĂůŐĂůĂŶŵĂůĂƌŦŶ ŐĞƟƌĚŝŒŝ ďĞůŝƌƐŝnjůŝŬůĞƌ͕ ďŝnjůĞƌŝ ĞƚŬŝůŝͲ
ƟŽŶƐ ǁĞ ŶĞĞĚ ƚŽ ƚĂŬĞ͘ tĞ ĂůǁĂLJƐ ŶĞĞĚ ƚŽ ƐĞĞŬ ƐŽůƵƟŽŶƐ͘
LJŽƌ͘ ŶĐĂŬ ŚĞƌ njŽƌůƵŬ ĂLJŶŦ njĂŵĂŶĚĂ LJĞŶŝ ķƌƐĂƚůĂƌŦ ĚĂ ďĞƌĂďĞƌŝŶͲ
ĚĞ ŐĞƟƌĞďŝůŝƌ͘ ŬŽŶŽŵŝŶŝŶ njŽƌ ŽůĚƵŒƵ ĚƂŶĞŵůĞƌĚĞ ďŝůĞ͕ LJĂƉŵĂͲ
/ƚ ŝƐ Ă ĨĂĐƚ ƚŚĂƚ ƚŚĞ ĐƵƌƌĞŶƚ ĞĐŽŶŽŵŝĐ ƐŝƚƵĂƟŽŶ ŝƐ ƉƵƫŶŐ ƐŝŐ-
ŵŦnj ŐĞƌĞŬĞŶůĞƌ ǀĂƌ͘ ,Ğƌ njĂŵĂŶ ĕƂnjƺŵ LJŽůůĂƌŦ ĂƌĂŵĂŬ ŐĞƌĞŬŝLJŽƌ͘ ŶŝĮĐĂŶƚ ƉƌĞƐƐƵƌĞ ŽŶ ƐŵĂůů ďƵƐŝŶĞƐƐĞƐ͘ DĂŶLJ ĞŶƚĞƌƉƌŝƐĞƐ ĂƌĞ
struggling to cope with rising costs. In this context, the impor-
ŬŽŶŽŵŝŬ ĚƵƌƵŵƵŶ͕ ƂnjĞůůŝŬůĞ ŬƺĕƺŬ ĞƐŶĂķ njŽƌ ĚƵƌƵŵĚĂ ďŦƌĂŬͲ ƚĂŶĐĞ ŽĨ ƐŽůŝĚĂƌŝƚLJ ĂŶĚ ƐƵƉƉŽƌƚ ŝŶĐƌĞĂƐĞƐ͘ LJ ďƵŝůĚŝŶŐ ƚƌƵƐƟŶŐ
ƨŒŦ ďŝƌ ŐĞƌĕĞŬ͘ ŝƌĕŽŬ ŝƔůĞƚŵĞ͕ ĂƌƚĂŶ ŵĂůŝLJĞƚůĞƌůĞ ďĂƔĂ ĕŦŬŵĂŬͲ ƌĞůĂƟŽŶƐŚŝƉƐ ǁŝƚŚ ŽƵƌ ĐƵƐƚŽŵĞƌƐ͕ ǁĞ ƐƚƌŝǀĞ ƚŽ ŽǀĞƌĐŽŵĞ ƚŚĞƐĞ
ƚĂ ŐƺĕůƺŬ ĕĞŬŝLJŽƌ͘ Ƶ ŶŽŬƚĂĚĂ͕ ĚĂLJĂŶŦƔŵĂŶŦŶ ǀĞ ĚĞƐƚĞŬ ŽůŵĂͲ challenges together.
ŶŦŶ ƂŶĞŵŝ ĂƌƨLJŽƌ͘ ŝnj ĚĞ͕ ŵƺƔƚĞƌŝůĞƌŝŵŝnjůĞ ŬƵƌĚƵŒƵŵƵnj ŐƺǀĞŶ
ŝůŝƔŬŝƐŝ ƐĂLJĞƐŝŶĚĞ͕ ďŝƌůŝŬƚĞ ďƵ njŽƌůƵŬůĂƌŦŶ ƺƐƚĞƐŝŶĚĞŶ ŐĞůŵĞLJĞ
ĕĂůŦƔŦLJŽƌƵnj͘
28 <ĂƐŦŵ Ͳ EŽǀĞŵďĞƌ ϮϬϮϰ
