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Unbroken growth in exports
Dirk Küster
The upward trend remains undiminished: "During 2007 we have developed in the right direction by
consistently executing our export strategy . With the aid of our high quality innovative products and
close cooperation with our partner companies abroad, our customers, and the workforce at Buschjost,
we have accomplished a great deal in our foreign operations", assesses Dirk Küster, Sales Manager at
Buschjost in charge of exports. "Our growth abroad should continue to be twice as high as that in
Germany and we are right on track to achieve an export content of 50 percent in the medium term", enthuses
Dirk Küster and adds: "Our growth abroad is far in excess of that of our competitors – so we are
gaining market shares worldwide, true to our slogan: >The future's green
At the present time, sales abroad still predominantly concern traditional standard products made by
Buschjost. However, there is a clear trend towards more technically sophisticated solenoid valves and
towards modified standard products. A fact which puts Dirk Küster in optimistic mood: "This is evidently
a clear illustration of the high qualifications of our sales staff abroad, who are able to recognise
the particular requirements and problems of the client and to come up with solutions in association
with our Back Office and the Engineering Department." The main elements upon which this success is based
are excellent communication – foreign language skills combined with technical expertise –, as well as
swift implementation of projects and on-going support.
Dirk Küster attaches great importance to the "Buschjost College" in this connection – a series of
seminars held in Bad Oeynhausen in which the sales staff of the members of the Norgren Group receive
training in selling Buschjost products in need of explanation. "After completing the course, the employees
leave the college as >Valve Specialists <, enabling them to provide expert advice to the clients during
on-site visits and to recognise for themselves the possibilities for application of Buschjost valves." A
positive side effect of Buschjost College is that "the colleagues do not only learn how to distinctly
highlight the benefits of our valves compared with those of competing companies, but they also have live
experience of the Bad Oeynhausen-based production location which sets standards across the globe with
its vertically integrated manufacturing ." Whoever leaves Buschjost College has internalised the reason
for associating the slogan "valve technology is our passion" with the company in Bad Oeynhausen.
The Buschjost College will even be travelling in the current year: "We are planning to hold at least
one seminar in Singapore. In addition to the USA, Asia is a prime target market with enormous growth
potential waiting to be tapped by Buschjost."
In the realisation of the ambitious growth targets abroad, Dirk Küster does not only rely on an
intensification of activities by the members of the Norgren Group, but, in the same way, he also expects
significant rates of increase from the Buschjost sales team itself: Our guarantee for success lies in
motivated and committed members of staff with a high degree of dedication and determination. One extremely
important cornerstone for the success of the company in the next few years is the involvement of
the employees in detailed plans of action. It is our task to be better than our competitors – that is
we are closer to the client, significantly faster and more consistent in implementing innovative
approaches to finding solutions with a high level of customer benefit. At Buschjost, that’s just the
way we are!"
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08.05.2008 |
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