Group Newsletter ISSUE 5 | FEBRUARY 2019

• SPOTLIGHT ON:

• MY BRANCH: TANYA BELL

• FOCUS ON: CATEGORY

SPECIALISM AND SERVICES

DIFFERENTIATION Contents CEO’S 1 FOREWORD “To make the most of our potential, we need to lift best practice from one area of the business, and shift it to others.” 2 3 FOCUS ON: CATEGORY OWN BRANDS: wins being converted into of us, success is about finding change). When you look closer, SPECIALISM AND SERVICES WHY THEY MATTER AND increased sales that benefit our the highest standards of sales you see that this was driven by DIFFERENTIATION WHAT WE’RE DOING TO CEO’s financial performance. He has effectiveness anywhere in Rubix, improvements in our margin – MAKE THEM COUNT already identified over €3.5m and then applying that right thanks to our greater buying power of additional sales for this year. across the Group. as a larger business – reductions in Foreword Read more in the last edition of our overheads and the performance this newsletter. Our first Group-wide of newly acquired companies. 4 5 customer survey Lift and shift In the UK we are producing Although sales overall increased SPOTLIGHT ON: NEWS dedicated catalogues for each of our by 4%, this was from acquisitions Of course, any effort to increase ITALY own brands. Starting with Cutline, and not from a strong sales sales is most effective when you To make the most of our potential, we sent 150 copies to every branch, performance. This is to be expected really understand your customer. we need to lift best practice from enabling the teams to introduce the in a year where we focussed on With that in mind, we are one area of the business and shift offer to customers, raise awareness integrating the companies. conducting our first Group-wide it to others. This goes for almost that we are a serious player in the customer survey. 6 7 any aspect of our business, but I category and generate enquiries. However, with a lot of the want to focus on driving sales. integration work either behind us or MY BRANCH: We have invited 164,000 customers LIVING THE VALUES: We also send a catalogue focussed well underway, we must now focus TANYA BELL to participate. The results will tell PIERRE VASSORT We are already approaching the on TGM to c.40,000 customers on improving our sales. us who our customers are and end of the first quarter and I can’t and potential customers every two what they need, our performance believe the first two months have months. It features sharply-priced We expect to see a significant against those needs and how gone by so quickly. When time is offers and special deals that are improvement in our organic sales we are doing compared to the moving so fast, we don’t have the replicated on the webshop to drive performance in 2019. In particular, competition. I look forward to 8 9 luxury of dreaming up new ways online sales. we want EBITDA as a percentage sharing the results with you in April. to grow sales. Luckily, that is not of sales to improve from c.7% in GET TO KNOW: KEY ACCOUNT necessary; we can just look around In the , our MCA Linear 2018 towards our target of 10%. NEW CEO OF , UPDATE Performance in 2018 our business for inspiration. Motion Robotics business has been AUSTRIA & delivering operational improvement Thank you The full-year accounts haven’t (DACH), REINHARD BANASCH In , we have been running projects for customers including been audited and finalised just yet very successful sales campaigns Heineken, where we changed the Thank you for everything you did but I can tell you that we delivered On the cover: on GISS – one of our own brands structure of their production lines to in 2018. We are in a great position a strong performance in 2018. Mark Harvey, generated €8m of high-margin improve efficiency. MCA is making at the start of the year and I’m Workshop Supervisor, sales in just four days. You can learn a big difference to our business in looking forward to working with all We have invested a lot of money Wolverhampton more about why own brands are that market because we are able of you throughout 2019. and internal resources on Specialist Engineering so important in our interview with to introduce those services through integrating our businesses, acquiring Services Centre. Philippe Coution later in this edition. existing MRO relationships. You new businesses and positioning the can read more about what MCA Martin Thomsen company to make the most of our is doing a great job of has been doing in our feature on European market leading position. CEO Have you got a story you mobilising Key Accounts. This category specialism. is about making sure that would like featured in the next This hard work resulted in a 27% we see more of the potential These are just a few examples, issue? Send it through to: improvement in our profit (excluding revenue from new contract there are many others. For all [email protected] the one off costs of delivering the Case study: MCA Linear Motion, Netherlands

Focus on: In the Netherlands we acquired two It is also helping us to grow market businesses with complementary share in key industry sectors expertise in linear, mechatronics and such as Food, Packaging and Category Specialism and robotics in 2015. Pharmaceuticals. Under the name “MCA Linear Recently, a customer contacted us Services Differentiation Motion Robotics, Powered by about a complete pick and place Rubix”, the business has allowed solution for one of their production Rubix Netherlands to be involved in lines. They wanted installation, reviewing customer processes and software and programming helping them to make the most of up- alongside the motion system itself. to-date automation technologies. The team engineered a solution with Yaskawa that they could install Working closely with suppliers like and use immediately, delivering 37 Yaskawa or Siemens ensures we picks per minute! The project was are seen as adding value in project so successful that the customer planning, mechanical and electrical immediately ordered a second ‘Category specialism’ and the processes and production “We have good examples of both engineering, systems design and complete solution. ‘services differentiation’ are organisations of our customers. technical and advanced services building, and even off-the-shelf in certain markets across the robotics solutions. two of the six pillars that form “The first level is about Group. We want to take the best the Group strategy. integrating our logistics within of the services we offer in some of the customer’s supply chain, our markets, and then make those Antoine Audureau, Group and we do this through vending services available to customers right Case study: DTM, Spain VP Category Management, (Invend™) or Insite™ services. This across the Group. contributes to building loyalty with explains what this means and our business. “Where we combine category This is a great example of how ‘sticky’ because customers return to why it’s important for Rubix. leadership, technical and we can bring additional value the organisation that provided the “An additional second level is advanced services, we add value to customers even in product customised product in the first place where we expand our for our clients over and above the groups that are usually seen as when they have a maintenance need. commoditised, such as chains. “Our ambition is to establish Rubix technical services. This is fact that we are simply the largest industrial distributor. This level of customisation is in as a multi-specialist distributor with about the product related Thanks to DTM’s deep knowledge demand all over , giving our recognised expertise in key product maintenance and support we provide in mechanical power transmission network a great opportunity to categories. Across the Group, we to our customers. Here, we are “Most importantly, this helps us to and specialist insight, they customise duplicate this experience. want to be seen as the leader in providing repair services, training or stand out from the competition. products for their customers. Power Transmission (including product modifications to clients in This is important because we want DTM covers the full Spanish national Bearings) and Pneumatics, but also our own workshops and facilities to take market share from our Working with Tsubaki and Renold, territory and we are now working as a credible player in Tools and based on their individual needs. competitors, and grow faster than they recently helped a customer with Renold to design and implement Personal Protective Equipment. As the market. make cost savings by replacing a technical center for chains in our you would expect, we will also pursue “The most advanced and third a customised chain. Services like Madrid facility, which will be finished leadership in other categories within level is then where we offer “There are great services on offer this make the relationship very around April this year. our markets where there is significant operational improvement within our chosen categories in commercial opportunity. services, such as monitoring the some of our markets right now. So a condition of equipment, detecting big part of this is about making the “In order to support and make the leakage, and moving into preventive most of what we already have. We’ll Case study: Sogema, France most of this specialist position in our and predictive maintenance. The also grow our market share through chosen categories, we will offer both level of engagement for these acquisitions and there will be a technical and advanced services that advanced services requires the sharp focus on buying businesses We acquired Sogema two years customers is increased efficiency add value for our customers. highest levels of expertise and that offer these specialist services dedication from our teams. in 2019 – our recent acquisition of ago for their strong and recognised combined with lower consumption Matrix in the UK is a great example.” expertise in the maintenance and of energy and fluids, and reduced “You can think about this on three repair of hydraulic technologies. environmental impact. levels, all helping to embed us within This also helped to strengthen our relationship with key supplier, We are now exploring how to make Parker Hannifin the most of their hydraulic expertise to propose new maintenance “Our ambition is to establish Rubix as a multi-specialist distributor They provide the full range of services services on behalf of supplier to hydraulics users, including product ENERPAC tooling, thanks to the new with recognised expertise in key product categories.” training, design and predictive Group-wide agreements we have. maintenance. The result for our Own Brands: why they matter and what we’re doing to make them count

A key pillar of the Group’s What are the targets for own How do our own brands Can anyone create an own strategy is about establishing brands in 2019? compare to those offered by brand product? About Philippe specialism and expertise in key the competition? technical product categories In 2018, own brand No. It’s not that easy, and a dangerous sales grew by almost game to play with our name! There is a and industry sectors. To help We have a premium offer when you 10%. However, we compare it. Now, we all need to make dedicated team covering data consistency, Job title: achieve that ambition, we have want to double sure we understand our range, and quality control, sourcing and adapting Director, Own Brands. a plan to develop a consistent this in 2019, and can talk about it with confidence to the supply chain when developing a new continue this growth product offer within our own our customers. That’s what 2019 is all product or ensuring the phasing out of an for 2020 – 2021. To about! old range. Obviously, the input of any Rubix brands across the Group. help us, we need to set employee regarding possible items or new Born: the path. This means getting our range sources is not only welcomed but needed. Charente, France, 1978, a region mostly We sit down with Philippe sorted and increased, and our supply How do we set the price of known for its Cognac. Having lived in Coution, Director, Own chain optimised. It will be a great joint own brand categories? various countries (China, Brazil), I settled effort from teams across the countries. Which are the strongest Brands, to find out more. in Germany 17 years ago. We price with confidence given that our markets for own brands today, Are we focusing on certain own brand products are of a high quality. and why? Studied: Just so we’re all clear, what product categories? Typically, we offer a maximum 15% price Master of Engineering and Master of do we mean by ‘own brand’? advantage compared to the premium France is the strongest, having started Economy. Both are helpful in developing brands we supply. This will bring on some years ago with GISS. The sales own brands of technical products. We have two approaches to develop average a 15%-20% better margin. To be precise, they are the product our sales and profitability per category: teams also trust the own brands to serve related brands that Rubix owns, such as their customers, which helped them - but not only - GISS, Roebuck, Cutline • Making the most of our existing How do we balance the need develop very quickly. Family: and Mecaline. In reality, they’re about range in tools, maintenance, safety, to support our suppliers with German wife (German and History Mechanical Power Transmission Mecaline is an opportunity to steal the much more than just brands. They are the crown: the first country to reach €2m in sales teacher), a daughter, 12, and a son, 10. (MPT) and pneumatic accessories our desire to grow our own result of the incredible know-how of Rubix will have overtaken France. Who’s next? employees: designing products, sourcing, in markets where we already offer brands? manufacturing, ensuring supply chain and them, while introducing parts of this quality, and advising our customers. range into new countries. Actually, everybody wins. With a What’s next for own brand? Holiday: • Entering new areas of our core category where we offer own brand With my family, discovering our fabulous mechanical and fluid power Why are own brands so products, we grow alongside our The first priority is sales. To support that, continent and hiking. business. premium suppliers. How? Well, we we are introducing existing brands in new important? then have a comprehensive offer countries: Why focus on those within a category, which helps us go Mecaline: UK, Spain Hobbies: They are designed to provide customer categories? to market in a more competitive way. satisfaction, are available exclusively We sell more own brand products, but Giss: UK, Spain, Italy, Germany Drawing and mountain sports including from us and generate higher margins, we also sell more products from our Roebuck: France, Benelux rock climbing, ski touring, mountain which means we have more money We have been working these past suppliers because we have a stronger biking and hiking. months with teams across Rubix to to invest in our business. All of our relationship with our customers and a agree the best opportunities, based on competitors have a much higher share differentiated product proposition for customer needs. of own brand sales, so we need to all their needs. improve on this in the coming years. Spotlight on: Italy

Why is Italy an exciting Minetti stands out for its ability to used in production can be a further What are your biggest market for Rubix? supply superior quality products and boost to the growth of demand services and value-added activities. from manufacturers, who, therefore, challenges? We believe we have gained significant consider increasing expenditure on Italy is a strategic market for Rubix: market share over the years. maintenance services. The development of e-commerce there are over 480,000 manufacturing has made logistics even more critical companies in our country, 20% to the success of our business. For of which are in Lombardy, the Who are we competing with? What are we doing to this reason we are investing in the “locomotive” region of Italy, and home grow sales? construction of a single logistics ABOUT MARCO to Minetti HQ. The extent of competition and centre in Calcinate (18km from our competitiveness in our industry is HQ in Bergamo and only 60km from According to the latest data, We are not just a supplier, but a considered high. Milan) to serve our customers across the industrial GDP of the Italian partner for all our customers. Italy. The 12,200sqm warehouse will manufacturing sector is growing Looking forward, Minetti’s direct In all product categories, we aim to be ready from August 2020. by 1.7%. In addition, thanks to the competitors will be the distributors offer innovative and customised services economic recovery and the tax who can offer high added-value and solutions that help companies to incentives introduced by Governments service, large product availability and face their challenges in the market and What can your colleagues in recent years, Italian companies wide territorial coverage. solve their daily problems. across the Group do to have accelerated investment in new Time with Rubix: Employment: Special talents: support our success in Italy? plants and machinery. What are the biggest For example, the Linear Centre in 42 years Always Minetti I love my job and I Cologno Monzese (just outside Milan) find great motivation opportunities? where we cut and grind linear guides Being part of Rubix allows us to What is the largest in transferring and ball screws is managed with state- share best practices and implement industry sector? We will focus our efforts on increasing of-the-art machinery to guarantee an innovative business models. In my passion and the number of medium-to-large sized even more efficient service. particular, we are interested in determination to The largest contribution to the growth customers we support. understanding: grow and steadily We can also guarantee flexibility of of the manufacturing industry comes improve to my The general economic recovery is service through our gearbox assembly • how to enhance and increase from industrial machinery. This will leading companies to increase their centre in Cesena, with characteristics value-added services to build a collaborators, continue in 2019-2020. investment in fixed assets. The more that are unique in Italy in terms of size single offer for all our customers, making them feel machinery they purchase, the greater and level of expertise. even in product categories that part of all this. the demand for repair/maintenance are not so familiar to us today What’s our market share? Hobbies: Family: services and related products. In addition, in our three workshops • how to develop the digital we carry out maintenance and repair Golf, tennis and Wife, 35-year old In Italy, the industrial supply sector is channel in synergy with the other Furthermore, the ageing and wear activities on compressed air systems. highly fragmented and competitive. companies of the Group. music son and 32-year old and tear of machinery and equipment daughter Country News

Mark Mills said: “This transaction is a significant step Minetti brand refresh set to Rubix UK acquires cutting tools forward in the trajectory of this business. It is a testimony to Rubix NL beats seven competitors the technical expertise of our people, our commitment to looking after our customers and the strong relationships we establish Rubix in Italy specialist, Matrix have nurtured over time with our suppliers and customers. to Royal Vezet contract win With Rubix, we are well positioned to develop our business further and accelerate our growth potential. Minetti has updated We have completed its brand to reflect the the acquisition of “It was fundamentally important that Rubix shares our Rubix blue whilst also Matrix, the UK’s culture and values, and in particular, the principle of applying ‘Powered by leading independent combining deep technical understanding of customers’ Rubix’ to the logo. cutting tools specialist requirements, highly skilled engineering expertise and long- distributor. Matrix standing supplier relationships.” The new logo blends provides products, the company’s past, solutions, services and engineering expertise for machining Rob Donnelly, Matrix’s co-founder, will be taking the present and future. It will be applied to all promotional complex materials. opportunity to retire after 30 years of helping to build the Rubix Netherlands has secured a three-year contract to materials used to engage customers and suppliers from company into a market-leading player. The Rubix board and supply mechanical MRO products and services to food 2019 onwards. Matrix was founded 30 years ago and has since grown Matrix leadership team would like to sincerely thank Rob for retail manufacturer Royal Vezet. to become the UK’s leading independent player in the his commitment and enthusiasm, and all the work he has The Minetti Company Profile is the first publication that UK cutting tools market, which is estimated to be worth done in developing Matrix into the strong business it is today. will feature the new-look logo. It describes who we are, £450m. Its products are used in a number of industries, This builds on our existing relationship and gives us the our products/services, our values, where we operate, including aerospace, medical, general engineering, opportunity to increase sales from €200k to €1m. but above all, how Minetti plays a strategic role in the defence, energy and automotive. “The acquisition is in line with Rubix’s development of Rubix in the Italian market. Rubix was one of eight companies bidding for the Matrix will continue to operate from its base in strategy to expand its product contract, including major competitor Eriks. We won the “The first ambassadors of a company’s brand are the Nottingham and under its own brand, offering a network categories and supporting specialist contract thanks to good pricing (although we were not people who work for it,” says Marco Minetti, CEO of of highly specialist cutting tool application engineers. It the cheapest), our Insite™ offer and our technical centres Minetti. For this reason, the new brand was previewed to will work independently to Brammer Buck & Hickman, technical capabilities.” of excellence. 380 employees who attended a special event in Milan. the Rubix UK business. Matrix co-founder Mark Mills will There was an area set aside for photos and videos continue in his role as Managing Director. He will report to Royal Vezet is the European market leader in vegetables, that captured the response of employees and senior Mark Dixon, CEO Rubix UK, Ireland and Iceland. fruit, salads, ready meals and pizzas. It has multiple management to the updated brand. factories in the Netherlands and across Scandinavia. Mark Dixon said: “We are delighted to welcome Under our contract, we will supply four specialised food Marco continues: “A new brand identity is not just a the Matrix community of employees, suppliers and factories in Warmenhuizen, North Holland. change in corporate image, but it is a real step change. customers, into the Rubix family. There is compelling logic We now have a single company with a single brand that on both sides for this deal. Well done to Raymond Krikke, Sebastiaan Van Lunteren operates across Italy with 26 sites, a new positioning in and Peter Aardema in particular. the market that pushes us to focus on MRO and Key “The acquisition is in line with Rubix’s strategy to expand Account customers, and a new value proposition that its product categories and supporting specialist technical aims to enhance our value-added services.” capabilities. Matrix is a strong business with a good record for organic growth that develops our offer in the technical cutting tools market. Rubix offers Matrix access to a wide customer base in the UK.” Group News

Brammer Buck & Hickman launches Engineering Services Centre All Employee Share Plan attracts over 1,700 investors

In line with Rubix’s ambition to offer value-added In addition to a tour of the facilities, guests were provided During December over 1,700 colleagues confirmed “I understand that things like this aren’t for everyone but services, Brammer Buck & Hickman launched its with live refurbishment demonstrations and a showcase investments totalling more than €3m in the Rubix All I’m pleased we could offer the scheme to those who were Engineering Services Centre in November. of condition monitoring services, which included vibration Employee Share Plan. interested. analysis, ultrasonic equipment and laser alignment. Located in Wolverhampton, the centre has been designed That is over 20% of all employees participating from “Thank you to colleagues from across the Group who were to support customers in their ambition to reduce downtime A Brammer Buck & Hickman branded coaster was markets right across the Group. Their investments have now involved in hosting briefing sessions, helping to make sure and increase efficiency. It offers repair, refurbishment and presented to all attendees which they could personalise with been completed and shares have been issued. we could all make an informed decision.” condition monitoring for gearboxes and motors. their name at the Product Proving Centre on the latest HAAS CNC cutting machines. David Morkeberg, Group HR Director, said: “I’m delighted Mark Dixon, Brammer Buck & Hickman CEO UK, Iceland that we had over 1,500 investors. This is the target we set and Ireland, officially opened the centre at an event The new centre launch at Wolverhampton will be followed by ourselves to ensure the Plan could go ahead. attended by Key Account and regional customers, and local further engineering centre opening events over the coming and trade media. months, including Maidstone and Cardiff.

New Starters

Dan Brasier Operations Director. Before that, he held several senior executive Dan Brasier joined Rubix in January leadership roles at both a country as Group Commercial Effectiveness and global level with Diageo. Director. Rubix Germany launches new Rubix NL merges two branches He will lead on the Group-wide He lives in Surrey, just outside of Commercial Effectiveness strategy London, with his wife Helen, and his to deliver top and bottom line sales careers site in record time two children, Ava and Joshua. growth by developing best in class sales operating models, capabilities He joins from IWG (formerly and execution. A new shared careers page for Brammer, Zitec and Rotterdam is home to a newly merged branch following the Regus) where he was Global Sales Kistenpfennig offers candidates a single source for successful and rapid integration of teams, buildings and information about our business in Germany and current job specialisms from Biesheuvel Techniek and Brammer. vacancies across the market. Folkert Lemson, who led the integration, said: “We took the Willem Verhoeven and in 2018 continued to acquire www.rubix-karriere.de same approach to this project as we do with our customers: and integrate businesses. identify the issue and fix it fast. Speed is key – it reduces Willem Verhoeven joined our M&A Thanks to the combined efforts of colleagues in HR, Marketing downtime and minimises losses. team in Benelux on 1 February. This included seven Brammer and Communications, the site offers comprehensive branches that were integrated with information about Rubix Germany as an employer while “The contract for the new building was signed on 3 October, Willem joins the business after 10 Rubix Benelux and the acquisition presenting the strengths of each brand alongside the value of we got the keys on 1 November and we were fully operational years in the acquisitions unit for of leading regional MRO player the wider Rubix Group. on 17 December with €1.5m of stock and a customer offer professional services firm BDO in SMEZO, with two branches covering pipes, fittings, valves and MRO.” the Netherlands. He was attracted to expand the network in the Previously, candidates needed to visit multiple sites to see by the strong track record and Netherlands. We also acquired Noten all vacancies in Germany, and to get a complete overview Special thanks to Folkert, Bernhard van Mourik and Dick Rubix’s growing reputation as the Belting which, alongside Rotrans of our business. van Elsen. consolidator of choice. Belting and Klabbers TS, plays a leading role in the transport belting In the coming weeks, the site will continue to develop with Rubix Benelux has made over 50 market and offers a competence additional content such as insights into the working lives of acquisitions over the past decade centre in this key service area. our employees. Well done to all involved. My Branch:

Tanya Bell Merthyr Tydfil, About Tanya

Wales What is your background?

Before joining Rubix, I was a manager’s clerk for Fairport Engineering who used to buy a lot from the Merthyr Tydfil branch. When the position became available, I applied and got the job!

How long have you been working at Rubix? What’s special about thank us for our customer service. on bearings and look forward to What’s the biggest What do you love challenging on mechanical power your branch? The rest of the week is about challenge you about your job? 30 years at the end of November 2018. transmission with our own brand customer visits. products. have faced? Knowledge and experience. We work The fast pace, customer Every Friday What did you do when you hard and are determined to give our Being a woman in a male interaction and the competitive customers a first-class service. afternoon we have Which services are your aspect. I feel passionate about first joined the company? a branch meeting dominated industry, I had to work hard to gain the my job and contributing to the where we discuss customers asking for most Internal Sales at Merthyr Tydfil. confidence and respect of many success of the company. What are the roles you have topics that people regularly? have written on of the customers. We now have in your team? more women in our business What are your interests our empowerment Buyers look at acquisition costs, so we What advice would you board throughout the and there are now more women I run the branch but am very have to challenge their way of thinking. give to a new branch outside work? week. It’s a great way to make sure engineers in our customer base fortunate to have strength across An engineer might just want to get a too. Within Brammer Buck everyone has a voice. manager? Family and friends. We have two young sales office, internal sales, regional job done so they can get on with the & Hickman there are equal next one, but the production manager grandsons that keep us active from Key Accounts and drivers who also opportunities for all to progress. Build a good take care of Invend™ replenishment. Who are the main local is looking for something to reduce their the trampoline to the swimming pool production downtime. In simple terms team. Learn and outdoor activities. It’s great being customers? it’s about the right product, at the What do you see from the like a child again! Other than that, I Talk us through a typical day right time, at the right price. tough days like going to the cinema, my husband’s as the biggest local and the Convatec Ltd, a pharmaceutical cooking and watching Game of at your branch? mistakes. company, and BPI Recycling, which opportunity? Thrones. I’m looking forward to the recycles old plastic into pellets that What’s the biggest change Enjoy the good No two days are ever the same! Rugby World Cup later this year. are now being used as road surface, The food production industry. days. Approach it Merthyr is a busy branch, we haven’t you have noticed in the past amongst other things. They have to comply with a all with a sense of humour, and got a lot of big industry around us so few years? lot of regulations and we have ask for help if you need it. Where do you go on holiday? we do a lot of smaller transactions. the products and services to Which products are the The freedom and ability to think for Once the van goes out on deliveries, support these businesses. Last year we went to Dubrovnik in ourselves, and to compete and win we respond to customer enquiries fastest moving at Croatia. It’s a beautiful place with back business. The competition had and run the trade counter. We have lovely people and an excellent Game of your branch? an easy time with us a couple of years always had a busy counter and just Thrones tour. ago - they didn’t have to work too before Christmas one customer “I feel passionate about my job and It’s the Invend™ products. I want hard. We’re changing that and I’m sure brought in a bouquet of flowers to us to make up some lost ground they don’t like it! contributing to the success of the company.” OP

Act with integrity

Own and take action

Stay curious Living the Values Never settle Pierre Vassort, Pricing Manager Embrace perspectives

What is one thing that teacher back in France, getting me What is the thing you miss The Group’s values set the standard for how we do business with ready for the move, and my new is common across both the most about France? colleagues have been very patient and businesses? are really helping me to develop. our customers, suppliers and each other. They are also a guide to Table football in Orexad. Without a doubt, the experience of the What advice would you how we can all manage our careers effectively. teams. We have to take advantage of it Spanish or French wine? to keep growing. give to someone considering moving their job to another Spanish red wine... What was your motivation for Rubix division abroad? but French white wine. I recommend Pierre Vassort moved Where are you from How is your role different moving to Spain? First, share your plans with your “Coteaux-du- Layon” for your from Rubix France originally? in Spain? To begin with my motivation was direct manager. Then it is a mixture appetisers. to Rubix Spain in the personal. My partner is from Bilbao of patience and motivation – my name of owning and Douchy, France. It’s a small town where Orexad is much closer to a generalist and she wanted to return and live in motivation to join Rubix Spain allowed Alain Delon, the actor, lives. business. At Rubix Spain, I have to me to never to give up. What do you think of taking action to ensure the Basque Country. adapt my vision to a much more the tapas? progression. He has specialised business. How long have you been with How is your Spanish? Could What was a challenge about stayed curious so that Rubix Spain? you speak the language moving from Rubix France Just ask my weighing scale... he exposes himself to Thinking about our before you moved? to Spain? new challenges and I arrived in October last year. Before businesses in Spain and that, I worked for Orexad in France. learns new things, France, what would you It’s quite basic, but I’m working hard The paperwork to get my Spanish ID! never settling or say is the best quality of to improve it. My partner was a good What’s your current job title? standing still. Finally, each? he has learned to Pricing Manager. At Rubix Spain, I would say it’s the embrace perspectives professionalism as he moves from one What was your job role of the teams. country to another. in France? At Orexad, I would say the ”Orexad is much closer to a generalist business. commercial I worked as a price analyst, and in We caught up with discipline. At Rubix Spain, I have to adapt my vision to a much more simple terms I had to make sure we Pierre to find out more. could compete with DIY stores, and with companies that sell online. specialised business.” Get to Know: New CEO of Germany, Austria “Taking a customer-centric management approach and Switzerland (DACH), has always been a successful recipe.” Reinhard Banasch

customers value the relationship and Tell us something surprising Take a clean sheet of paper – draw a what more they would like to see from about yourself? vertical line in the middle. On the left us. Once we know that, it’s easier to side, write down what you like – on the deliver outstanding results. Otherwise, right side, what you would do differently. you end up providing a weak to I was a world record holder and Then, as soon as you can, develop your Tell us a bit about your average performance. appeared in the Guinness World priorities based on these observations. Records book in the 1980s. I was career so far? My extensive branch tour (shown on a member of a swimming club and the map) will really help me to do this. 100 of us swam 400m freestyle each. Who has had the biggest I have had various international I’m trying to listen to as many people Nobody had done it faster at the time, influence on your career? sales and marketing-focused general as possible and learn all that I can. although someone else broke the management roles, across a number record within 12 months. My first boss in Mars was an of industry sectors. Travelling the Secondly, I want to understand our outstanding guy. He spent the majority world has helped me to understand systems and process challenges. Then, of every working day coaching his multicultural differences – global I can devote management effort and What are you most proud of, team. He coached us on everything – thinking is possible but always attention in the right places. when you look back on your telephone calls, visit preparation, follow requires local action to adapt to local Thirdly, I want to build a stable DACH career so far? ups and project management. In his behaviours. Taking a customer-centric Management team. Even before I view, management was simply about management approach has always started, I was involved in the recruitment When I was at the American family-run making people successful. been a successful recipe. processes for key roles including the HR business Mars, I managed to integrate Director and the COO. a culturally diverse Swiss company into What are you most excited What attracted you to the global Mars culture without losing Rubix? Where is home for you? And highly qualified people. about in 2019? who do you live with? Helping our customers understand what The IPH-Brammer merger was seen What advice would you give Rubix can do to make them successful. as a great strategic move that For the last 10 years I have worked in to someone on their first day And transforming a successful history opened outstanding future potential. Bavaria, but I have always lived close of different companies into an exciting Customers of all sizes are looking for to Bergkamen near friends and family at work? future for Rubix – without losing the distributors that consult and provide – not far from the distribution centre spirit and the people that have driven a wide range of high-quality products actually! Today I live with my wife. Our Ask, ask, ask! all of the success we’ve had so far. and services. Getting to that point two daughters aged 28 and 25 have requires a relentless focus on the left home but live in nearby Düsseldorf. customer and a lot of hard work on the right priorities. What do you do in your What are your priorities in spare time? the new role? I like sports such as mountain biking, “I want to understand what has made us successful in the past, how customers running and skiing. Other than that, I Firstly, I want to understand what has am passionate about cars and bikes value the relationship and what more they would like to see from us. Once we made us successful in the past, how and really enjoy working in the garden. know that, it’s easier to deliver outstanding results.” Key Account Update

had a previous contract with Braas the past, we picked up a new five- Our recent European Key Monier, worth a potential €1.8m, year contract covering 151 sites Account wins show the which was merged with Icopal to in 16 countries, offering a sales potential for us to build on form BMI. Having built a great potential of €20m. existing relationships. relationship with the central buying team of the newly merged company, As always, the focus now is on this latest win offers potential sales converting potential revenue to of €8m. actual sales. In so many cases, we support our customers in some of their Owens Corning manufactures In all, 2018 was a strong year European markets. However, they insulation, roofing and fiberglass for European Key Accounts often have sites in other markets composites. It is based in the USA with 49 new contracts worth a too, where they are working with our but has a number of sites across total of €115m. Importantly, we competitors. Europe. We had been working with achieved only €25m in those same Owens Corning under a previous customers during 2017. So, as you That is a fantastic opportunity for us. contract in the Netherlands, France look ahead to 2019, we have a By doing a great job within existing and Italy that offered €1.4m in €90m opportunity from contracts contracts we can expand the scope sales. The new contract covers eight we have already won! That’s what of those agreements, increase sales countries with a sales potential that organic growth is all about: growing and take market share. has increased to €5m. what you already have.

We have three great examples from GE is a well-known American Of course, we want to keep our most recent successes. multinational corporation based in winning new business too so Boston, USA, but has over 90,000 it’s encouraging to see that the BMI is Europe’s largest roofing employees in Europe. We had an pipeline looks strong for the start and waterproofing company with existing contract covering the UK, of the year, with a total value of operations in 40 countries covering Ireland and France that was worth over €133m. 128 manufacturing facilities. We €12.3m. Thanks to our great work in

“In all, 2018 was a strong year for European Key Accounts with 49 new contracts worth a total of €115m.”