Lenze's new international sales structure

On-site support
A clear division of labour is a guarantor of efficiency in
the second phase as well, which as a rule is led by the
mechanical engineer. “As is the case with a lot of customers,
with Rosink we had a very short timeframe. Once we
had worked out the concept together, we therefore
developed the basis for control and visualisation with
Lenze. There was a transfer of know-how to the Rosink
staff during the commissioning process, so that Rosink
was then able to continue this work on its own”, relates
Jürgen Langner. Lenze was closely involved even during
commissioning. “We discussed all of the results openly
and directly implemented final improvements in the
automation concept at the last minute.”
An important success factor, particularly in this and in
the last project phase, the commissioning at the end
customer’s premises, is the assistance of the relevant
Lenze sales company. “Our project teams are always made
up of sales colleagues and colleagues from our division,
Automation Systems Projects”, Langner emphasises.
“That, of course, is of particular importance in international
projects, because our sales colleagues are where
our customers are and speak their native language.
Moreover, they are well acquainted with the customers
and their industry, which naturally improves the quality
of our collaboration. On the other hand, we are very close
to the development processes and are able to contribute,
not only our test infrastructure, but Lenze’s entire potential
for innovation.”
“For us, the highlight is always the ability to experience
first-hand how the end customer rates the solution.
This helps us develop a better understanding of the end
customer’s perspective, which we then apply to the
next project.”
Many projects are crowned by the joint commissioning
of the first machine at the facility of the end customer.
Lenze employees were also present for the first delivery
of Rosink’s can coilers. “For us the highlight is always the
ability to experience first-hand how the end customer
rates the solution”, explains Langner. “In this case, too, we
got a lot of confirmation of the automation concept we
chose – and even some suggestions already for further
development. This helps us develop a better understanding
of the end customer’s perspective, which we then
apply to the next project.”
Early teamwork pays off
• Reduction of development times
• Lowering of development costs
• A clear assessment of risks
• Early validation of the machine
• Use of the latest Lenze products ensures the longest possible
product life cycles
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