News Global Sales Service at WEICON WEICON Italia s.r.l.
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12th Issue
News
Global Sales
Service at WEICON
WEICON Italia s.r.l.
www.weicon.com
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Content Page
WEICON News Content
12
SCHNELL.
Editorial 3
KOMPETENT.
VERLÄSSLICH.
WEICON Italia s.r.l. 4
Certificates 6–7
Meetings 12 – 17
Service Guide 18 – 19
Interviews 20 – 25
18
Application consulting in China 26 – 27 Wir sind
Presentation on Lubricates 29 – 30
Adhesive bonding underwater 31 – 32
Transfer Prize 2018 33 – 35
Mounting Tapes 36 – 38
Foam Cleaner 41
Serviceflyer_10907201_A5_DE_ag.indd 22 08.10.2018 12:26:04
18
54
Lecture in Singapore 42 – 43
South Africa 44 – 45
Spain 46
Zinc Spray at the World Cup 48 – 49
20th anniversary UMP 50
Universal Sealing Spray 52 – 53
XXL Pen 54 – 55
ello – the electric rollator 56 – 57
Apprentices 58 – 59
Application photos and videos 62 – 63
Producing a longboard 64 – 65
Pen-Calendar 2019 66 – 67
Iron Man 68 – 69
What does … actually do? 70
Welcome to the team 71
Legal notice 12th issue – second half of 2018
Publisher:
WEICON GmbH & Co. KG
Koenigsberger Str. 255
Germany-48157 Muenster
Phone.: +49 (0) 251 / 93 22-0
Fax: +49 (0) 251 / 93 22-244
info@weicon.de
www.weicon.de
Managing directors: Ralph Weidling, Timo Gratilow
Editor: Thorsten Krimphove (V.i.S.d.P.), Tina Spengler, Farina Boenert
Layout & settings: Gabriele Wala
Pictures: FSM Premedia GmbH & Co. KG, WEICON GmbH & Co. KG, Laura Schönfleisch and Fotolia.
weicon.com/app
All rights reserved. Reprinting, transfer into electronic databases and reproduction only with
explicit permission of the publisher. No liability is accepted for manuscripts and photos submitted
unsolicited.
2 WEICON News 2-2018
Dear readers,
I am very pleased to present to you the twelfth issue of our corporate magazine,
WEICON News, today. Once again, we bring you the latest updates from our
headquarters in Muenster, from our nine international branches and from our
business partners all over the world in our WEICON News.
Nine branches? That’s right! Latest member of the WEICON family is WEICON
Italia s.r.l. based in Genoa. With this new branch, we aim at consolidating and
further establishing our market position in Italy.
A very special tool, which greatly contributes to consolidating our position in
the various markets worldwide, is the broad range of services we offer our
customers. This is highly exceptional for a medium-sized company like ours.
Read more on page 18!
In addition to that, we take you on a trip to the People’s Republic of China
for application consulting, tell you all about an interesting project on adhesive
bonding underwater, and introduce you to the “ello“ – an electronic rollator,
which succeeded in the German version of the TV show “Dragon’s Den“ and
which also contains some of our adhesives.
Last year, our company was successfully DIN EN ISO 9001:2015 certified and
even awarded the Transfer Prize in cooperation with the University of Muenster.
This year, we managed to improve even further. Our management system was
additionally certified to DIN EN ISO 14001:2015. As you can see, we have lots
to tell you in this latest issue and we once again cover a broad range of topics
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from the world of WEICON.
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I hope you have an interesting and enjoyable read!
Kind regards,
Ralph Weidling
WEICON News 2-2018 3
Latest news from the
WEICON family
New branch in Italy
WEICON grows further
In early October, we founded our ninth sales representative in Italy for us. By
international branch. After Dubai, founding our new international branch,
Canada, Turkey, Romania, South Africa, we will consolidate and further establish
Singapore, the Czech Republic and our position in the Italian market. We
Spain, our branch locations now also are looking forward to a very promising
include Genoa in Italy. future in Italy,“ says Ralph Weidling.
WEICON Italia s.r.l. WEICON in Italy
industry as well as the chemical and
WEICON Italia s.r.l., which is the name “Italy is a very interesting market for textile industry, and the manufacturing
of the new branch, is situated in the us, which we have been involved in for of electronic products.
Italian port city Genoa on the country’s quite some time now. The country is
northwest coast. It is run by the local one of the biggest industrial nations in Therefore, Italy is a big market for
branch manager Davide Merlo. the world and it is extremely important our products. With our new branch
for us to be present there. Italy’s in Northern Italy, we want to take
“We have been successfully collabo- most important economic sectors advantage of this positive situation,“
rating with Davide for four years now. are the machine, aircraft and vehicle Weidling further explains.
During this time, he worked as a field construction industries, the shipbuilding
4 WEICON News 2-2018
Updating our advertising material
Updated WEICON flyers
We reviewed our range of advertising Along with the updated WEICON
New
materials by several updated brochures TOOLS catalogue, they are available in
for industrial areas. From now on, you English and in German.
can find all relevant products from the
range of electrical installation, agricultural Click here to download:
technology and the shipping and marine
industry in our updated industry-specific
flyers.
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18 WEICON News 2-2018 5
V 1.
CrefoZert solvency certificate
WEICON stands for stability and security
This year, we were awarded the The certificate also shows our business promoting our continuous growth
solvency certificate CrefoZert by the partners that WEICON is a trustful soundly and precisely,“ says Ralph
financial service company Creditreform. cooperation partner and that our Weidling regarding the certification.
company stands for economic stability
and security.
CrefoZert Creditreform
In the Creditreform credit report, a
The certificate CrefoZert is only given to certified company receives an entry Creditreform was founded in 1879
companies which have an exceptionally stating its good payment history and in Mainz and is a credit rating, credit
high solvency ratio and high credit positive forecast. reporting and debt collection agency.
rating. The evaluation of a company The group of companies offer their
regarding its current situation and future “We are very happy about the excellent customers different services, which can
prospects must not show any relevant rating by Creditreform. The certificate be used for effective risk identification
credit risks. shows us that our corporate philosophy and risk management.
is the right way and that we can keep
The certificate proves that WEICON With the help of these services, defaults
belongs to the two percent of German are either prevented completely or
companies which achieved an excepti- at least their negative effects are
onally high credit rating. minimized.
Creditreform has more than 160,000
customers worldwide and issues
approx. 16 million credit reports per
year.
6 WEICON News 2-2018
Obtaining ISO 14001:2015 certification
WEICON meets highest standards of
environmental management
ISO 14001 is a standard internationally The standard provides assurance that a Just on the topic of waste managa-
recognized, defining requirements company monitors and meets all its legal ment, there are more than 20 different
companies need to meet in order to obligations regarding environmental laws and regulations that need to be
establish an efficient environmental management, such as waste disposal, considered.
management system. Since June, environmental protection and water
WEICON has been one of the pollution control.
companies certified to this standard.
This means that WEICON
e
is now not only 9001:2015,
r t i f i c a t
but also ISO 14001:2015
C e
certified.
Certification
1:2015
body TÜV- ISO 1400
Standard
Rheinland 01 104 16
00536
gistr. No.
Cert ificate Re
In late April, two auditors from
the certification body TÜV-
Rheinland visited WEICON Holder:
Certificate
in Muenster and reviewed
all processes relevant for the o. KG
mbH & C
certification. Weicon G 2 55
rger Str.
Königsbe ter
ns
According to the auditor, WEICON 48157 Mü
Germany
continues to be one of the three
companies organized best out of s
t adhesive
all the companies he oversees as - a nd 2-c omponen p ra ys
of 1 ical s
istribution nts, techn
an auditor – which are more than ent and d and seala reases
Developm elastic a d h e s ive s
b ly paste s a nd g
70 companies in Germany! e a la nts, e a s s em
Scope: and s rmanc
high-perfo
as well as e in dustry. g tools.
“Many thanks to the team that has for all are
as of th
tr ib uti o n of strippin
is
ent and d
overseen the certification process Developm
over the past few months and played
an important part in everything run- it th at the
of an aud
ning so smoothly once again. They rn is h ed by means t.
been fu are me
Proof has 001:2015
really did a perfect job!“ says Ralph
e m e nts of ISO 14
Weidling. requir
-05-16.
until 2021
018-05-17
ISO 14001:2015 ate is va lid from 2
ic
The certif
approval.
Validity:
ires prior
ISO 14001:2015 is a standard focusing
on environmental management. It
cation requ
t GmbH
examines all environmental aspects inland Cer
6 TÜV Rhe in · 51105 Köln
2018-06-0 rauen Ste
and appli
within a company, evaluates them and Am G
gives incentives to continously improve
. Utilisation
the existing environmental management
system.
demarks
gistered tra
V are re
om
www.tuv.c WEICON News 2-2018 7
V and TU
Now online
New promotional films
Last year, WEICON had already shot on the warehouse, the advertising
several new promotional videos, in department and the apprenticeship in
which our colleagues present their wholesale and foreign trade at WEICON
department – a brief insight into are also online now.
each of the different divisions. Laura
Schoenfleisch (advertising department)
– along with her team – did not only shoot
the videos, she also edits them. Now,
several new films are finished. Videos
8 WEICON News 2-2018
Haven’t you found the
right adhesive yet?
The right ADHESIVE in a CLICK
Produk
nection Festigke
it tsuche
Klebs
toff-F
inder
fixtur
e time
l
materia
» Now available in 21 Languages «
property
e gap
SEARCH. CLICK. GLUE. adhesive
adhesiv
www.adhesive-finder.com WEICON News 2-2018 9
10 WEICON News 2-2018
2-Component
WEICON Global
Adhesives and
Sales
Sealants
WEICON News 2-2018 11Sales conference 2018
WEICON global sales
In mid September, a sales conference With the help of this new device, we of major importance for the future focus
took place in our headquarters are a lot more flexible in developing of our sales force.
in Muenster. Attendees were the new tools and we can produce our own
colleagues from our field sales force, prototypes in a very short time and at One of the questions was, for example,
from the sales department as well manageable costs. whether our current sales system
as from the export department of is still suitable for the changes the
WEICON. global market entails. Prices are more
Sales strategies transparent, companies centralize in
After being greeted by Ralph Weidling, for the future a way they have never done before
the attendees were presented a new 3D and companies‘ activities shift more
printer, which will be used to produce In the course of the conference, several and more from a local towards an
prototypes of our WEICON TOOLS. questions were discussed which will be international focus.
12 WEICON News 2-2018It was discussed how the sales The groups worked out solutions for Nice ending above
environment has changed for our
company over the past few years and
two case studies.
the rooftops of
which tools and methods WEICON can Afterwards, the groups each presented Muenster
use in order to adapt to these changes. their results to the other attendees.
After the city tour, all attendees went
It was also clearly shown where we The official part of the sales conference to the Economic Club of Westphalia,
have a leading position and set the ended with an outlook on upcoming which Ralph Weidling is also a member
benchmark for other companies. events. of. We were allowed to use the venue
right in the city centre of Muenster and
This is especially true for our service, could end the day watching a beautiful
which is unparalleled compared to
Historic centre, sunset above the rooftops of the city.
other companies in our field. With our Lake Aa,
international focus, we can always be “The conference gave us valuable input
where our customers are.
“Prinzipalmarkt“ and we will see in what ways we can
and cathedral incorporate this into our future planning.
We can help directly, fast and in person – We also really liked the results of the
whether through training or face-to-face Later in the afternoon, all attendees group work. It often helps to look at
consulting. We are very flexible and can went on a sightseeing tour through things from different perspectives. We
adapt to our customers‘ needs. Those Muenster on a double-decker bus. received some very good suggestions
are all great advantages, which keep we will definitely discuss further,“
convincing more and more customers Our colleagues from the field sales concluded Ralph Weidling after the
– worldwide! force, in particular, had been wanting to conference in Muenster.
do such a tour for quite a while in order
After discussing these questions, to get to know the city a little better,
all attendees were divided into six which they usually only see during
groups. It was important that members conferences or the WEICON Christmas
of one group came from all different party.
departments present at the conference,
so they would bring different
perspectives to the table.
WEICON News 2-2018 13The first conference of this kind
South and Central America conference in Muenster
In September, a very special event took Colombia, Mexiko, Peru and Uruguay ger Joan Ferrando offered our guests in
place at our headquarters in Muenster. presented the markets and interesting Spanish the next day.
For the first time ever, all our partners projects in their countries.
from South and Central America came On Friday, all attendees went to a home
to visit us in Germany for three days in During the presentations, there were game of the local soccer team ‘Preußen
order to take part in the conference. many active and interesting discussions Muenster‘ against ‘Energie Cottbus‘. Our
about our products and applications. guests from South America enjoyed the
The conference was held in Spanish Especially the mining sector, which game so much that they bought Preußen
by our colleagues Joan Ferrando and is a very important industrial sector in jerseys, which they all signed and gave
Karl Kock from the export department. South and Central America, caused a to Joan and our managing director Ralph
In addition to the attendees from South particularly lively exchange. That way, Weidling as a very special gesture.
and Central America, Alejandro Gonzá- the experience of each country can be
lez Cámara and Katherina Viethmeier of benefit to all. Even though most of them had already
from our branch in Madrid also took had long flights that day followed by an
part and gave our partners an insight intense conference programme, every-
into their daily work in Spain.
Sport and culture – one was still up for a pub crawl through
something for everyone! Muenster’s popular historic centre until
The conference programme also in- the wee hours of the morning.
cluded visiting the company Krampe In addition to the ‘official‘ part of the
in Ascheberg, where our guests could conference, we also wanted to show On Saturday, a bus tour to the moa-
experience the production of WEICON our guests the many sides of beautiful ted castle ‘Burg Vischering‘ had been
TOOLS firsthand. Muenster. Some of them had left their planned. Snacks were provided for
home country for the first time in their our guests before departure – care pa-
lives, so we wanted to make their trip ckages consisting of beer, pretzel and
Lively exchange of something special. smoked sausage.
experiences On Wednesday night, the programme
for all attendees started with a nice din-
Our business partners were not only ner at an Italian restaurant on the har-
More than unique
informed about current topics at bourside.
WEICON, but the mutual exchange of “We’d already been planning the South
ideas and experience was also a top A guided city tour is the best way to get and Central America conference since
priority at the conference. 13 participants to know the sights and the history of a January, which meant we had a lot of
from Argentina, Bolivia, Chile, Ecuador, city, which is what our area sales mana- time to look forward to it. Still, the way it
14 WEICON News 2-2018went really exceeded our expectations. we’ve been exchanging experiences
Our guests came from eight different and questions regarding our products
countries, but despite their different
backgrounds, they all got along really
and new applications. We are also
thinking about planning a similar event Argentina
well. Everyone contributed in a great in South America in the near future.
way. The schedule was tight, but the In general, we would like to further
mood was great, which our colleagues
in Muenster felt, too,“ says area sales
establish our business relations there
and that only works with good and
Bolivia
manager Joan. strong relationships with our partners.“
Joan concludes.
To be continued You can find some more photos of the
event on blog.weicon.de. In the category
Chile
'International', we have also translated
“During the conference, everyone this report for our international partners
joined a WhatsApp group. Since then, into their own language. Colombia
Ecuador
México
Perú
Uruguay
WEICON News 2-2018 15Global sales conference in Istanbul
International sales meeting 2018
In late September, WEICON employees In order to do so, the sales departments
from many different departments of our in Germany, the international sales
headquarters came together with our division and the international branches
branch managers in Istanbul. According are supposed to cooperate even more
to the motto “The Global WEICON closely.
Sales“, a two-day international sales
conference was held there. With this in mind, the reorganization of
our international sales departments was
The changing global markets and the also presented during the conference.
increasingly transparent pricing policies "Our international meeting in Istanbul
pose new challenges to companies was very successful.
worldwide. Keeping these aspects in
mind, present structures were analyzed We received valuable input, which
during the meeting and possible ways will help us to further strengthen the
of improvement were discussed. WEICON brand and to be headed in the
same direction worldwide.
The topic was already made subject
of discussion at a sales conference The global networking of our sales
in Muenster two weeks ago, now it channels is already going well and will
was further elaborated involving the be continually optimized," said Ralph
international branches. Weidling after the conference.
Getting better Visiting the
together Turkish branch
The main conclusion of the conference In the course of the event, the
was to aim at establishing a global attendees also paid our Turkish branch
WEICON sales division in the future a short visit, where the branch manager
according to the motto “Getting better Tolga Aksoez gave them a tour of the
together!“. This has already been put premises.
into practice in many areas, but will be
optimized from now on.
16 WEICON News 2-2018On Friday, everyone went to visit one
of the biggest bazaars in the city.
Hagia Sophia, The historical Egyptian Spice Bazaar
Spice Bazaar and is home to 85 shops, which offer
spices, Turkish specialties and sweets,
Bosphorus cruise jewellery, souvenirs as well as dried fruit
and nuts.
There was also time for a little
sightseeing, which gave the attendees Visiting the famous Hagia Sophia was
the chance to admire some of the sights also part of the programme. The former On Saturday night, it was time for the
of the metropolis on both days after the Byzantine church was converted into a highlight: a three-hour cruise on the
meeting. mosque in the 15th century and is now Bosphorus. This is one of the most
a museum. important straits worldwide, which
connects the Black Sea to the Sea of
Marmara and is thus a direct connection
to the Mediterranean Sea.
WEICON News 2-2018 17FAST.
COMPETENT.
RELIABLE.
We are
Service is number one priority at WEICON
Service Guide
According to the motto “Fast. Competent. Our marketing team creates and designs Another important service of WEICON is
Reliable“, our WEICON Service Guide advertising material like catalogues and our process-oriented organization. This
shows our customers the many services flyers, labels or other print and online is characterized, for example, by our
we offer. advertising materials in 18 languages broad range of products and very high
for our customers worldwide. Moreover, product availability of 99% as well as
Its clear and compact design gives you we offer 35 display stands and shelves by our very low complaint rate of below
a quick overview of our unique service individually designed for our customers 0,1%. Furthermore, we offer technical
performances. to help showing off our products. data sheets to download and more
Our demo pieces also help to show than 120 test reports and certificates
Especially fast and face-to-face service customers how to use our products. specifying our products‘ qualities.
is very important to us as a family Together with our specially produced
business. This entails services like a application videos, this is a great way Our global WEICON sales network,
personal contact, a guaranteed reaction of showing customers the usefulness of besides our headquarters in Germany,
within 24 hours, trained expert staff and our products. includes nine international branches
laboratory services as well as providing and more than 1200 distribution
individual solutions. As another support tool and also to help partners. In total, our WEICON products
finding the right adhesive, we offer our are available in more than 100 countries.
In addition, we at WEICON offer WEICON App and our comprehensive The diversity of languages is also
comprehensive sales support. This Adhesive Finder. something special in our company. Even
includes visiting customers of our just in our headquarters in Muenster, 18
distribution partners and individual In addition to that, we exhibit at more different languages are spoken by our
product trainings as well as providing than 40 national and international trade employees and 30 different languages
technical datasheets and samples, fairs every year, where our trained worldwide.
giving advice on finding the right expert staff presents our new products,
adhesive for an application or offers advice in several languages and
conducting bond tests in our own talks about industry news.
laboratory.
18 WEICON News 2-2018FAST.
COMPETENT.
RELIABLE.
At
any
time!
Process-oriented
organization
For our WEICON TOOLS, we also
offer numerous services, such as
application trainings with the different
tools or application videos. We also
provide customized solutions and offer
numerous certificates regarding our
products. Our high-quality tools are
made in Germany and we look back on
50 years of experience in stripping
tool technology.
So at WEICON, we offer our customers
everything from one provider! SIV
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righ
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icon.com
www.we WEICON News 2-2018 19Interview with Ralph Weidling
Customer service cannot be copied
The global market is changing rapidly. We are fast, flexible and straightforward! Moreover, our customer service is
Customers increasingly demand Large corporations can’t offer these something that can’t be copied. That
shorter delivery times and better benefits. I always like to give an example may work with products or services in
customer service. Prices become by comparing large companies to oil general, yet a strong customer service
more transparent and can be retraced tankers – gigantic, yet slow and heavy. has to be deeply rooted in a company’s
worldwide. Companies centralize in a WEICON, in comparison, is rather like culture in order to work well. To me,
way they have never done before and a small motorboat, which is fast and that is our company’s great advantage.
their activities shift more and more from nimble and can easily dock in even the No other company in the market offers
a local towards an international focus. smallest of ports the large tankers can anything like it.
only pass by. This comparison is still
We talked to our managing director accurate. We have grown strongly over A good example is a large trade
Ralph Weidling about how a medium- the past few years and meanwhile, we organization, which took notice of
sized company like WEICON can adapt export our products to more than 120 our company thanks to our service
to these changes. countries worldwide. Yet our agility and range and now wants to work with us.
flexibility have stayed the same! Examples like this one show us that
What sets WEICON apart from its we’re headed in the right direction.
competitors? Personal customer service is our biggest
It’s always nice to be able to present strength. With our team of export The Service Guide presents the different
new products. But it’s not that easy to representatives and our field service in services WEICON offers. How can a
constantly develop those new products Germany, we can offer a comprehensive medium-sized company provide such a
– they don’t just grow on trees. We service network worldwide. broad service range for its customers?
as a medium-sized company need to That wasn’t a specific goal. It just
have a different focus. We need to be developed over time. Our labels are
available to our customers and offer
Personal customer good examples of this. In order to
them exceptional service, which they support and excellent emphasize our company’s international
don’t get anywhere else. focus, we wanted our labels to be
adaptability bilingual. Then the catalogues in many
To me, service is the key to globalization. different languages followed. That’s
We don’t just offer our products in our Personal customer support and how it all started.
catalogues, we offer so much more than excellent adaptability – that’s what I
that. Our exceptional range of services consider good customer service. For We get a lot of input from our customers
– that is our very particular strength! example, we offer our catalogues and telling us their requests. But our team
No matter which service our customers brochures not only in the four common also makes suggestions for improving
need, we can offer it to them. They can languages – English, French, Spanish or developing certain services. Based
choose which ones they want to make and German – but we can provide them on these ideas, our Service Guide was
use of. in many languages required. Whether in created, which gives a good overview of
Russian, Norwegian, Chinese or Persian our broad service range.
– we offer 18 different versions in total.
Customers are I don’t know any other medium-sized
partners company offering the same service
The Adhesive Finder
range.
We adapt to our customers‘ needs This comprehensive service range is
and see them as business partners unparalleled. Look at the Adhesive
we cooperate with very closely. Some
Service Finder, for example. A tool like that is
companies only run online stores or rely cannot be truly unique – at least at the moment.
mainly on digital catalogues. Others still In the DIY sector, there are some minor
have conventional retail shops or their
copied selection guides for adhesives. But we
own field service. We can provide the are the only company offering such a
right support for everyone and our way detailed searching tool and extensive
of working is very customer-focused. database, providing accurate results!
20 WEICON News 2-2018The Adhesive Finder is also an ideal But the Finder also helps us within Everything will become even more
source of information for our business the company – especially our new digital, for sure. But face-to-face
partners worldwide, who don’t work colleagues, who are not yet familiar with contact will still remain important in the
with adhesives daily. Its search results the whole range of our adhesives and future. Especially in the industry. The
offer them useful support when advising sealants. You just enter a few figures goal there is to optimize production
customers. and it shows you a list of all adhesives processes and to make them faster and
suitable. even more efficient. That won’t work
without face-to-face contact.
What do you think will sales and customer
services look like in the future?
Customer support is
essential
The job of the field service representative
won’t decline. I can’t imagine that.
There are companies which believe in a
future without field service. Of course,
that always depends on the type pf
products, too. If products are simple and
self-explanatory, advising customers
may not be necessary. However, with
our specialty products, which need a lot
of explaining, we will never be able to
dismiss our customer support.
And our customers appreciate our
sound, professional advice very much.
That only works face-to-face. Which we
are very good at!
Trade fairs will also play an important
part in the future. Maybe not as
much in Germany, but definitely in
the international market. Trade fairs
have always been a perfect place for
business networking. And that will stay
that way in the future.
WEICON News 2-2018 21Interview Nenad Matic, Wolk AG
Individual service is our strength
Please tell us a little bit about yourself We offer products of all areas of factory What are the characteristics of your
My name is Nenad Matic. I am head of equipment – online as well as offline. company? What do you offer that your
product management and procurement Our portfolio currently includes about competition doesn’t?
at the Wolk AG in Wuppertal. I am in 23,000 products. From labelling to fire Our biggest strength is our small size.
charge of marketing and the mail order, extinguishers, personal safety gear, We are a family business with a little
which means designing the mail order respirators and many other products. more than 100 employees. So we can
catalogue and the product portfolio of react very flexibly. We are a lot more
our company. We have evolved from being a mere agile than, for example, large corpora-
producer into being a manufacturing tions. Our credo is “Individual service is
and trading company. our strength“. For us, customers are not
just numbers. Our customers always
How many employees work for your get individual support. Whether from
company? the back office or our field service. In
In Wuppertal, we have almost 100 our company, you won’t find the kind of
employees. Meanwhile, we also have a anonymity you see in other businesses,
branch in Vienna with three employees. especially through digitalization.
What is your business model? Which sales distribution model did you
Our business has changed a lot over previously use?
time. Initially, we were a local producer Our main distribution model was to
supplying local dealers with labelling focus on specialist retailers, which we
solutions. Over the years, we have provided with catalogues. That way, we
become an omni-channel retailer. We
have evolved from being a local supplier
into a European supplier. Our business
model is based on three pillars. The first
one is the back office, which handles
customer calls and deals with orders.
The second pillar is the online shop,
which has also become an essential
pillar over time. The third pillar is our
field service, which visits key account
and large customers at a regular basis.
Please give us a short introduction of Which sectors do you mainly supply?
your company We mainly supply the manufacturing
The Wolk AG has been located in industries and craftsmen. We are
Wuppertal for more than 60 years. specialized in supplying these
Originally, the company produced companies, but we also have a variety of
aluminium signs. Over the years, we different customers. From manufacturing
continuously grew into also offering all industries, being our core segment, to have established a network of around
other areas of labelling solutions. public institutions, nursery schools as 2,500 specialist retailers just in Germa-
well as service providers. The basis is ny we cooperate with closely.
Meanwhile, we have digital printing our very broad range of products. That
machines as well as screen printing makes it possible for us to reach many About 20 years ago, our company
machines and produce many different different groups of customers. We have started to change a lot and we
labelling products here in Wuppertal. also been involved in the B2C sector for have become an all-rounder. With
three years. That means we also supply our Wolkdirekt-catalogue, we also
The Wolk AG has also been active individual customers, who buy our approach companies directly. That way,
in the mail order sector for 20 years products in our online shop. we could manage the balancing act of
by now. We started out by offering supplying specialist retailers as well as
labelling products and have evolved individual customers.
into a company with a broad range of
products.
22 WEICON News 2-2018Has your sales distribution model What do you think will sales and Which tools do you use to promote
changed due to digitalization? marketing look like in the future? e-commerce?
Our customer range has changed a Sales and marketing will further develop We use diverse software solutions. A
lot, because many small retailers have especially in a digital direction in the very important tool is our BI software.
disappeared. In the past, our company next few years. We try to adjust to this This is used by our sales management
cooperated with many trophy and sign situation with different projects, just and product management to analyze
stores in the city centres. Today, shops like many other companies do as well. certain processes. For example: Which
like that almost don’t exist anymore in The background will become more and customers buy which products at what
the cities. Retailers retreat from the city more important for sales and marketing. time?
centres and smaller shops have very Whether it’s data or further information.
little chance to be present in the market. Fast data processing in the background This kind of information helps us a lot,
becomes increasingly important in for example to be prepared in terms of
Digitalization and e-commerce are order to support the field service while our warehousing.
certainly reasons for that. So we had working with the customers.
to adapt our sales strategy to these In your opinion, how could WEICON
changes. But that was also a chance We are headed in this exact direction. best support your sales and marketing
for us. If this transition 20 years ago We provide our sales team with further team in the future?
hadn’t happened, the situation for our information very quickly. That will be
company would be a lot more difficult one of the most important competitive That is a question many of our business
today. We could avoid that thanks to advantages in the future. partners ask us. The most important
broadening our product range and sales thing is providing information. Especially
channels, which gives us a much better How did your sales and marketing team picture material and product information.
market position. adapt to the changes? Which actions We also need this information as soon
have you taken? and as well-edited as possible. It helps
How much of your company’s sales We took steps in order to provide us to sell the product fast. Poorly edited
profit does e-commerce account for? our sales and marketing team with material delays sales, as it needs to be
That is quite hard to tell. You can’t really information on our products faster modified first.
make a clear distinction. Due to our and better. We implemented a special
omni-channel sales approach, we are software for our field service, so Timely and early information is
active in all different sales channels. We the colleagues have access to all important. Today, information needs
send out catalogues, are present online information while being on the road and to be forwarded fast and this should
and on the road with our field service. have everything at hand when visiting happen preventively and at a regular
Where our customers place their orders customers. That way, our customers basis. For that reason, our cooperation
eventually, is not that important. We can receive all relevant information right partners should approach us at an early
approach our customers in many after the meeting. We believe that this stage and provide us with all relevant
different ways. We can’t and we don’t very fast flow of information is extremely information. That way, we can always
want to distinguish our online from our important. keep up-to-date with any news and
offline customers. stay current on new products.
WEICON News 2-2018 23Interview with Volker Vogt
“A very good and focused
cooperation“
When was your company founded and Which WEICON products are your top
where are your headquarters? sellers?
The company was founded in Paderborn The technical sprays, which we sell
in 1806. Our administration as well as under our own brand, such as Zinc
our different specialist departments are Spray bight grade, W 44 T or Silicone
located here. Spray. But the products from the range
of adhesives are also in great demand.
In a retail, storage and exhibition space
of 12,500 square metres in total, we offer How did the cooperation with WEICON
a broad range of products specifically start?
tailored to our customers‘ needs. We were looking for a strategic partner
for adhesive and sealing technology
Which sectors do you mainly supply? as well as for lubricants. In autumn/
Our company is divided into different winter 2014, we had several detailed
specialist departments. These have discussions with WEICON, which led
developed through the sectors we
primarily supply. We have trained
specialists in the fields of welding and
compressed air technology, steel,
stainless steel and non-ferrous metals,
factory equipment, tools and machines,
work safety and in the field of fastening
technology and ironware. The latter is
also the sector of our cooperation with
Volker Vogt is purchasing manager at WEICON.
the company Ullner u. Ullner
We see ourselves as an all-round
During a product training with the provider for the industry and crafts,
focus on elastic adhesive, we had the which also shows in our broad, high-
chance to speak with Volker Vogt, the quality range of products.
purchasing manager of Ullner u. Ullner
in Paderborn. We spoke about the
importance of training and about the
cooperation between our companies.
24 WEICON News 2-2018Headquarters Grüner Weg
Company site Steel Oberes Feld
to the start of our cooperation in early Is it important to provide technical trai-
2015. Shortly afterwards, the system ning for your employees? Ullner u. Ullner:
partnership between our companies Absolutely! Training is very important
was sealed. This means that WEICON to us. We put great emphasis on
Partner for industry
is our privileged supplier for the product professional customer support, which and crafts
groups mentioned above. is received very well.
Many products we offer need thorough Ullner u. Ullner is a medium-sized
Please describe the cooperation with explanations. This requires very good family business and one of the leading
WEICON qualification of our employees. In order wholesale companies in Eastern
The cooperation is very good and to ensure this high level of qualification, Westphalia. The company has a
focused. We closely cooperate with we have been focusing on excellent long tradition and was founded in
Sebastian Kipp, who is area sales education and training of our staff for Paderborn in 1806, more than 200
manager at WEICON for the Eastern decades. years ago. Competent and professional
Westphalian region. We contact him if customer support has been a key part
we have technical questions and also Since the start of the cooperation, of its corporate philosophy ever since.
consult him for expert customer advice our colleagues from the department Today, more than 120 employees work
on questions regarding adhesives. We "fastening technology and ironware", at two company sites in Paderborn.
also cooperate quite closely with the our apprentices as well as our field
back office at WEICON. sales staff have been trained in the field Ullner u. Ullner is an all-round provider
of adhesive and sealing technology. for the industry and crafts and offers
For example, the company creates These trainings were provided at our a very broad, high-quality product
safety data sheets for our private label headquarters in Paderborn as well as at range. Ullner u. Ullner strictly relies
products, provides picture materials for the WEICON headquarters in Muenster. on their own extensive warehousing.
different sales events and catalogues, The next training my colleagues will That way, constant high product
and offers technical training for our take part in is already scheduled for mid availability is guaranteed. In addition
employees on a regular basis. November 2018. to professional customer support by
trained staff, other services complete
the company’s comprehensive service
portfolio.
WEICON News 2-2018 25A report on his experiences by application engineer Mike Breitenfeld
Training course in China
I have been working as application we also produce a lot of our application One of our customers in China did not
engineer for WEICON since 2012. I am videos and advertising photos. use one of our metal sprays the way we
responsible for the technical customer recommend it, so it was necessary to
service and I also support our field provide on-site training for the users on
staff colleagues at home and abroad in
Service means passing the correct handling of the product and
application-related questions regarding on know-how on the subject of corrosion protection.
our products. That requires a lot of
experience and detailed knowledge of For many of our products, correct
each of our products. In addition to that, handling is essential, for example for
Six days of
building demonstration samples and ensuring that an adhesive bond resists extensive program
performing adhesion tests for customer certain strains or that a coating protects
projects are also part of my job. effectively against corrosion. For me, that meant: Off to China! In
late June, I set out on the journey to
We support our customers as well as How repeatedly reported in the the Far East along with my colleague
our business partners on site to ensure WEICON News, we have been passing Weiwei Goddinger from the international
that our products are used in the best on our extensive know-how in internal sales department. Weiwei is in charge
possible way in different applications as well as external training courses for of advising our distributors in mainland
and production processes. For that decades. That way, we want to ensure China, in Hong Kong and in Taiwan.
reason, I do not only work at our that our high-quality products are used
headquarters in Muenster, but I regularly in the right way all over the world and We had planned six days of training and
travel around Germany and Europe that our customers are satisfied with our advice for the users. With the help of
together with my colleagues. That way, company as well as with our products. our many documented examples and
26 WEICON News 2-2018self-produced videos, we wanted to During the following days, the users
specifically demonstrate the correct use were trained in how to apply our paint
of our products. on a cooling tower, in coating a pump
housing and in the spray application on
After our arrival in Beijing, we first visited a maintenance access to a floor tank.
our local distribution partner. On this
occasion, we could inform the team in On our way back to Beijing, we travelled
the Chinese capital about the latest news with a high-speed train at an average
from WEICON and give an overview of speed of 250 kilometres per hour – a
new products and projects. very special experience. But it is not only this footage that I
took home to Muenster. The many
The next day, we went on a seven-hour As the last stop of our journey, we visited impressions and experiences were very
train ride covering 1,000 kilometres a coal-fired power plant located about special for me. My colleague Weiwei
to the provincial city Jilin. The city has two hours by car outside of Beijing. The was born in China – for me, however, it
more than 1.5 million inhabitants and is a power plant runs on sea water and has a was the first trip to the People’s Republic
fast-growing industrial metropolis. Many sea water desalination system. Because and I am very grateful for the many new
companies processing iron and steel of the heavy corrosion due to salty air, experiences. All in all, it was a great trip
are located in Jilin. In addition to metal we presented several suggestions to our that I would not have wanted to miss out
processing, the chemical industry and partners how to prevent corrosion. on!
food production play an important role
in the city. You can find some more photos of
Bringing back the training on blog.weicon.de. In the
On our first day in Jilin, we went to a unique photos and category 'International', we have also
refinery. There, we provided training for translated this report for our Chinese
the department managers on the subject
experiences partners into their own language.
of corrosion protection and on the use
of WEICON Zinc Paint. The participants From Beijing, we travelled back to
were very interested and asked many Germany. The exchange of experience
questions. That way, training really is a was very useful for both our Chinese
lot of fun! partner and for us. We brought back
some impressive photos, which were
On the second day, the focus was on taken during our visits on site and which
hands-on applications. With the help we can use very well for demonstrating
of our product videos, the application different applications.
of zinc dust spray was made subject of
discussion.
WEICON News 2-2018 27Presentation series in Muenster
Extensive information on lubricants
In our new conference room at What are lubricants used for? Advantages of the right lubricant
WEICON in Muenster, Michael Kunk Lubricants are an omnipresent part • increased productivity, quality,
from the department for research and of our everyday lives, even though reliability and sustainability
development gave several presentations we barely notice them. Far beyond • reduced energy and operating costs
on lubricants in July and August. the well-known lubricants like motor • reduced lubricant consumption
oil, specialist types ensure smooth • higher machine availability due to
At WEICON, we have a large range processes in many areas. Their longer maintenance intervals
of lubricants. They are divided into applications are as versatile as the • reduced wear and thus minimized
Technical Sprays, high-performance lubricants are themselves. They keep downtime
Allround Lubricant and our Anti- small clockworks running accurately or • reduction of noise caused by friction
Seize Assembly Pastes. In order to guarantee on giant container ships that
give all employees access to current important goods arrive safely where Maintenance
information regarding the lubricant they are needed. But how do you find Finding the right adhesive is the first step
market, Michael took a close look at the the right product for your application in the right direction. In order to protect
different types of lubricants. among all those different types of components against wear, it is important
lubricants? to know that a lubricant wears off. That
In a clear and vivid presentation, he is why lubricants need to be reapplied
introduced different types of lubricants, What is lubricating? regularly. The so-called re-lubrication
explained why lubricating is necessary Lubricants are used mainly to reduce ensures that effective lubricant is
and when to use which type. In friction between two components which available at all times. The manuals of
order to demonstrate the different move against each other. That way, they the machines provide information about
characteristics of lubricants, Michael reduce wear and increase the efficiency the interval when changing the lubricant
also explained their composition and of machines or systems due to reduced is required. Operating machines with
consistence. friction. Moreover, lubricants can add used up lubricant over long periods
or dissipate heat, absorb vibration, seal of time can cause damages and even
In addition to a lot of theory, he also systems and protect against corrosion. machine failure. A thorouhly updated
demonstrated the application of some maintenance plan helps to control
products on sample components. That What types of lubricants are there? processes efficiently and ensures high
way, the participants gained valuable Lubricants are usually differentiated reliability and productivity.
insight into hands-on applications. according to their type and purpose.
There are different kinds of lubricating
An overall number of 70 employees substances, such as lubricating oils,
attended the comprehensive two-hour greases or dry lubricants. They are used
presentation, which was held at seven as lubricants for different components,
different dates. Product training and as assembly aid, as processing aid in
continuous training on the job are very material processing or as corrosion
important to us at WEICON, so we can protection.
continue to be a reliable partner for our
customers.
28 WEICON News 2-2018Advantages lubricating oil A number of different components Mixing lubricants
• suitable for nearly all applications What do lubricants consist of? As the mixing of lubricants often has a
• suitable for consumption and Modern lubricants consist of a number negative effect on the product qualities,
circulating lubrication systems of different components. In most we always recommend only to apply
• promotes heat dissipation lubricants, the base oil is the most ready-to-use lubricants and to not
• removal of soilings / abrasion important part of the composition. change their compositions yourself.
• conveying under low pressure Further components are thickening When replacing one lubricant in a
possible agents, dry lubricants and additives. lubricating system with another one,
• low planning efforts for central By selecting the ingredients carefully, the old lubricant should be removed
lubrication system lubricants with different characteristics completely from the system, either by
• lower internal lubricant friction can be produced. rinsing or by driving out the old with
• suitable for high rotation speed the new lubricant. However, the general
• forms effective lubricating film compatibility of both lubricants should
• positive effect of constant flow The composition of lubricants always be tested beforehand. This also
• suitable for hydrostatic bearings Lubricants are usually tailored to a applies when several lubricants are
certain field of application, yet they are used in one machine where they could
often suitable for different applications possibly mix.
Advantages lubricating grease as well. So-called multifunctional oils
• lower constructional effort or multi-purpose greases offer their For more information, visit our
• ensures sealing of the bearing against user a large application range and high blog.weicon.de.
external influences (dust, water,...) flexibility.
• strong adhesion / non-dripping
• corrosion protection
• permanent lubrication
• dry lubricants possible
• high pressure stability
• high water stability
• adjustable to different applications
WEICON News 2-2018 29Applying the adhesive on the surface
in a sample production underwater.
Developing a reliable method for bonding underwater
Adhesive bonding underwater
Together with the Fraunhofer Research biggest problem is the weakening of the abrasion cleaning process performed
Institution for Large Structures in load-bearing structure (lower fatigue on metallic surfaces by a rotating,
Product Engineering (IGP) in Rostock, class), which is caused by conventional brush-like wheel. That way, surfaces
we are looking for a reliable method for methods. In contrast, adhesive bonding are cleaned as well roughened during
adhesive bonding underwater. does not cause any weakening. the process.
This research project is publicly For experimental purposes, a water
subsidized by the German Federation
Goal basin was built in order to determine
of Industrial Research Associations parameters like the right rotation speed,
(German: AiF), which is implemented The goal is to develop a reproducible the right working distance, contact
by the Fraunhofer Research Institution bonding technique as an alternative to pressure and feed rate during the bristle
and supported by our company as conventional techniques for installing blasting.
well as other adhesive manufacturers, mounting brackets underwater.
shipyards, engineering offices and
commercial divers. The project startet The idea is to use existing adhesive
Application
in March last year and will continue until systems suitable for underwater use.
the end of February 2019. Then, the application technique was
determined which is most suitable for
Project the bonding process underwater.
Current procedure
situation For this purpose, tests were run to
Based on a predefined profile of requi- determine whether the adhesive should
Currently, mounting brackets are rements, suitable adhesives were pre- be applied on the surface (the adhesive
attached to underwater steel structures selected. Next, the focus was on de- displaces the water) or injected into a
through welding or mechanical joining. veloping a bonding process. In order to compartment seperated from the water.
These methods, however, have several do so, the right pretreatment had to be During the first tests, the performance
disadvantages. Due to the high tested and chosen. of the adhesives when applied to the
durability of the structures, the brackets surface underwater was examined.
have to be replaced regularly. Welding
underwater is often time-consuming
Pretreatment For the injection method, a procedure
and difficult due to low visibility. In had to be developed first. A mounting
addition, sealing problems can occur As a suitable pretreatment method, support was designed for fixation until
on mechanically joined brackets and bristle blasting was chosen. The so- the adhesive is fully cured. At the same
the risk of corrosion is increased. The called bristle blasting is a mechanical time, a tool was developed, which can
30 WEICON News 2-2018You can also read
