Lenze's new international sales structure

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6 United for success It is a long road that leads from a promising new idea to a machine design, a finished prototype, and ultimately a product that is ready for mass production. How that road is travelled is critical to the success of the machine or system. On the one hand, the spirit of innovation must be given free rein if market needs are to be grasped and solutions realised to meet them. On the other hand, the development process must be designed to run as efficiently as possible. Lenze supports its partners in both respects with its specialised expertise, testing capabilities, and drive and automation solutions cus- tomised to individual requirements.
“In just two months we implemented a new automation concept. It was a feat we never would have been able to pull off in such a short time without Lenze’s vigorous support”, recalls Udo Stentenbach, managing director of Rosink GmbH + Co. Maschinenfabrik. Working with Lenze, Rosink re-engineered its machines that coil slivers of textile thread, known as “can coilers”. “From the moment the project began, both sides profited from the close collaboration – our customers, the mass producers of machines, and Lenze itself”, explains Jürgen Langner. He is the director of the Automation Systems Projects division at Lenze, whose role is to make Lenze’s know-how in the field of drives and automation available to the machine and system builders for project development purposes. “Customer projects afford us the opportunity to further develop technologies and push ahead with new developments. In so doing, we often put into use for the first time new components and systems that have already undergone our own exhaustive tests and achieved marketability”, Langner explains. “In this way, we gain valuable experience with the new products, most of which then go into mass production.” A basis of trust Mutual trust is essential if collaboration is to be successful over the entire duration of a project. “The central element is the transfer of know-know”, says Langner. “Both our customers and we ourselves must feel confident that our expert knowledge is not going to be disclosed to the competition.” “For us, the certainty that we can rely on Lenze’s absolute discretion was the basis for our work together”, says Udo Stentenbach in confirmation. If there is already a basis of trust, the next thing that is needed is a common definition of goals and a clear understanding of precisely which services are to be performed. “The fundamental division of labour is of course usually the same”, Langner explains. “While the machine builder is focused on its mass-production machine series or its system module, our attention is centred on visualisation, control systems, and drive units.” The importance “In just two months, we implemented a new automation concept. It was a feat we never would have been able to pull off in such a short time without Lenze’s vigorous support.” of this close matching of functions has been demonstrated in the more than 400 projects that the Automation Systems Projects division has engaged in with machine builders over the last six years. The clear division of labour and, for instance, the conscious definition of interim goals have gone a long way to significantly reduce development times. The project with Rosink, mentioned earlier, is a good example of that. Cover Feature 7
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Lenze's new international sales structure

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