Nr. 168.pdf - Waldner Firmengruppe

Dave Weber is the new CEO
of Waldner Inc.'s USA branch
by eduardo.calvin@waldner-inc.com
The United States – a country as large as Europe but with 52 individual, legally separate states. A country
that, together with Canada, has a market potential for laboratory furniture of about 900 million US dollars.
A country that is undergoing a paradigm shift, opening up to new, efficient and environmentally friendly
solutions. In this country, Waldner Inc., despite its small infrastructure, has already established two major
references (Princeton University on the East Coast and CALTECH University in California). And the interest in
laboratory furniture with European design is continuously growing.
Photo: Daniel Schwen
I made the decision to join the Waldner team because of the
unique opportunity to be part of an exciting and challenging
sales process of developing a new market place with one
of the finest engineered and produced laboratory systems
manufactured today.
Eduardo Calvin: What do we have to keep in mind in order to
grow in the US market, and what are the biggest differences
between it and the European laboratory market, in your opinion
Dave Weber: The most significant factor that must be considered
regarding the US market going forth is the emphasis
that this market puts on steel casework and wood veneer
casework. Most major projects are designed around one of
these two materials.
In order to meet the demands in this rising market, Waldner
Inc. has had a new CEO since August 2009. Dave
Weber not only brings twenty years of marketing and sales
experience, he also has an existing network, something
that's extremely important in the US market.
After his first 100 days with Waldner, we asked Dave Weber
to share his first impressions and experiences.
Eduardo Calvin: Dave, where did you work before joining us,
and what brought you to WALDNER Inc.
Dave Weber: I was the Vice President of Sales for Jamestown
Metal Products (JMP). JMP is one of the three largest
North American producers of painted and stainless steel
laboratory casework and fume hoods. JMP also specialized
in the design and production of large custom fume hoods for
industrial laboratories.
The biggest differences between the European Laboratory
Market and the US Market is the use of plastic laminate in the
European Market and the differences in the roles of the European
and US casework/hood manufacturers on a project.
Steel and wood veneer are the preferred materials whereas
the European market obviously prefers plastic laminate. The
use of plastic laminate casework in the industrial laboratory
will be somewhat of a new concept for the US market and
therefore we will need to attack this material difference with
a strong sales program.
Additionally, the role of the casework manufacturer in the
US Market is much more limited than that of the European
producer. As an example, in the US market, the casework
manufacturers rarely ever provide electrical service, sanitary
service or utility service within the casework – this is
all provided by other contractors to the project. Also, the
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