Group Newsletter ISSUE 6 | JULY 2019

• SPOTLIGHT ON: NORDICS

• THE FACTORY OF THE FUTURE

• MY BRANCH: MARTA GRIGOLIN

• GET TO KNOW: ANDREW

SILVERBECK, GROUP CFO Contents CEO’S “We need to show that we have a business and FOREWORD 1 a strategy that is capable of delivering growth in all conditions.”

We can’t simply rise and fall Show them how we can help with the tide. That suggests we to reduce cost and increase CEO’s aren’t in control of the future of efficiency. Discuss the opportunity our business. Instead we need of condition monitoring and 2 3 4 to show that we have a business predictive maintenance for Foreword and a strategy that is capable of RUBIX MOVES TO EXCELLENCE IN PROJECT GOLD SET extending the life of the equipment delivering growth in all conditions. in their plants, avoiding costly SINGLE OWN BRAND CORE DISTRIBUTION TO RELEASE CASH replacement or damaging FOR HAND TOOLS Things like the PMI are helpful downtime. Suggest our own Rising above the tide because they offer an insight into brands as high quality lower cost what our customers are dealing alternatives to the brands they with right now, and the challenges have used in the past. Across the eurozone, the they are facing. That helps us to 5 6 7 Manufacturing Purchasing think about the questions to ask, Opportunities for conversations SPOTLIGHT ON: NEWS THE FACTORY OF Managers Index (PMI) for May the conversations to have and the like this will vary depending on NORDICS THE FUTURE was below 50 for the fourth month technical expertise we can offer. the customer, their sector, the in a row. At 47.7, down from 47.9 health of their order book and a in April, it was one of the lowest We exist to keep European number of other factors. But, the readings since 2012. manufacturing moving. The Rubix opportunity for that call or visit name and brand demonstrates will always be there. The PMI is a key indicator of our focus on problem solving. That 8 9 10 economic health. Anything over 50 is what we do. We offer advice Whether your customer is growing indicates that manufacturers are and apply solutions that solve the fast or is concerned about a MY BRANCH: GET TO KNOW: KEY ACCOUNT seeing an increase in orders, while manufacturing and processing slowdown, there are products MARTA GRIGOLIN, ANDREW SILVERBECK, UPDATE anything below 50 shows that they problems of our customers, and services that we can provide are falling. VENICE, GROUP CFO advancing their businesses. to help them. This is how we demonstrate that Rubix is a The PMI scores must not be taken A shrinking order book is a problem resilient and growing business, as indicators or explanations for our for our customers. They will be taking market share from the performance. Instead, they provide looking for ways to protect their competition and keeping our useful context and help to shape the margins as sales decline. customers’ businesses way we engage with our customers. moving forward. This is the time to demonstrate We should always be ahead of the our multi-specialist approach market. So, if the market is growing, with a leading product offer and Martin Thomsen Have you got a story you would we grow faster. If the market is complementary value added CEO like featured in the next issue? shrinking, we demonstrate that we services. Send it through to: are able to grow regardless of how [email protected] the economy is performing. Delivering our Strategy

“One of our priorities for the next three years is to establish Rubix as Rubix moves to single own brand a multi-specialist with a leading product offer.” for hand tools:

Current landscape of own brands: Rubix has moved to a single own brand for hand tools. We catch up with project managers Nathalie Limousi, Product Development Manager, and Peter Lazenby, European Own Bearings & Linear Pneumatics, Flow & Protection, Safety, Motion Hydraulics Hygiene Brand Development Manager, to find out more.

Where and when are we availability and a lifetime warranty, Safety & cleaning, site safety, doing it? we have a good story to tell our hygiene customers who previously bought Pneumatics acc. GISS hand tools from us. limited range What is happening? We launched in at the end Possibly rebranded 2020 of May. We go live in Benelux in Short range One of our priorities for the next July and then we’ll go out to the UK Are we doing similar things in three years is to establish Rubix as and all other markets by the end of other own brand categories? a multi-specialist with a leading September. product offer. To support that effort, Yes. For example, in machining we we are combining two own brands What are we telling our still have an overlap between Giss for hand tools into one. There are no and Roebuck on cutting tools and longer hand tools available under customers? abrasives, so that’s something we Tools, Equipment & Mechanical PT & the GISS brand and – as a result will address next year. Machining – the existing Roebuck offer has This is about getting the best of Consumables Gearboxes / Motors evolved and become even stronger. both worlds in an expanded range of hand tools that offers consistency How are our own brands across markets and sites for our performing so far this year? Why are we doing it? international key accounts. We have also been sharing the new Overall, we are seeing organic Hand tools With only one own brand for hand catalogue with our customers to growth of more than 5%. Mecaline tools, we improve our purchasing explain the change. sales have already doubled and Monoblock, indexable, power. Increased volumes ensure Giss has been introduced in several accessories better prices, and therefore margin, Maintenance & geographies. We look forward to (designed for production as well as availability. All this leads to Won’t this make the GISS consumables, welding, seeing the results of the Roebuck purposes) more sales opportunities and better abrasives, chemicals brand weaker in its main launch later in the year. Chains, belts, motors, customer experience. markets? ironware, couplings What’s next for own brands? How are we doing it? No. GISS will continue to be a very Maintenance basics / important part of our portfolio of So much! We are finalising a We have converted 1,200 GISS own brands but will have a sharper fasteners program, developing our Machining for maintenance stock keeping units (SKUs) and 1,800 focus on PPE now that Roebuck Fasteners pneumatic range and preparing a purposes (currently merging and Roebuck SKUs into 2,400 SKUs in the is the only one offering hand tools. (2019 Q3: France only, 2020 lot of innovations for 2020! possibly rebranded in 2020) new Roebuck range. With improved quality, range, Q2: European launch) Delivering our Strategy

orders that have been received “We need to be so much more than Excellence in Core Distribution through the day. At the moment, we have a number ‘box-movers’. However, if we don’t get the of orders each day that we don’t manage to package for delivery ‘box-moving’ right, nothing else matters.” until the next day. As soon as that happens, you are failing to meet Excellence in Core Distribution is one of the Group’s customer expectations. key priorities for the next three years. We caught up What can the branches do with Djamel Zanoun, Group Logistics and Supply Chain to help?

Director, to find out more… Branches are key to the success of our strategy. We need feedback on delivery performance, clear and direct communication with the Why are we focussing Why aren’t we meeting What are we doing to distribution centres (DCs) and, most on distribution? customer expectations now? improve in the importantly, to trust the processes distribution centres? we are putting in place. To be successful, we need to be As always, it comes so much more than ‘box-movers’. down to a number We’re looking really carefully at our What’s next? However, if we don’t get the of interrelated processes. We have shared several ‘box-moving’ right, nothing else factors: stock best practices across the group, and We are going to matters. It’s difficult to engage with management, put in place customer focused KPIs. pilot technology customers in conversations around our suppliers’ that gives our value-added services if we can’t get relationship and Looking at our daily performance customers products to them on time and in full. performance, the improves our results. We have now the delivery structure of our delivery network, reached +98 % of reliability. Our notifications When you look at the details behind how we work with delivery biggest challenge remains now they would expect our customer survey results, delivery companies, and the quality of the within our suppliers’ performance (known as track and performance is something that processes in the distribution centres. and order management system. comes up all of the time. We have trace), based on their experience no choice but to improve. of shopping in their personal How will the structure of the How are we working with lives. That means they will get delivery network change? our delivery companies confirmation that the order has What do customers expect been received, notification that to improve? it has been dispatched and an from us? Deliveries will go directly from the estimated delivery time on the distribution centres to the customer Where possible, we are pushing delivery day. When people order products for site. This makes the delivery delivery in their personal lives, they their collection times to later in the process more efficient and means afternoon. As a result, customers expect that order to be delivered our branches spend less time on on time and in full. They know when can place orders later in the day managing logistics. Instead, they and still get their deliveries on the order will arrive and they expect get that time back to spend with that if there are any delays, they will time. That supports our ambition developing customer relationships to increase sales and offer more be informed before the scheduled and driving sales. delivery day. This is the quality of flexible logistics services. It also service that our customers expect gives us more time to process the from us too. Delivering our Strategy

Dan Pikos, our Corporate Finance mistakes on the invoices can make you don’t agree to payment terms and Treasury Manager, who is a big difference. that are very short. It benefits your Project GOLD set to release cash leading Project GOLD, continues, supplier, but it hurts our cash position. “Everybody can help to improve our “If you are working at an Insite™ cash conversion. or re-stock our vending machines, “Everyone can have an impact and think carefully about replenishment. everyone should take action. We “People in sales roles can make sure If it has taken a long time to move need access to our cash. We can’t we aren’t offering very long payment stock of a certain product that we fulfil our purpose or deliver on our terms. Thirty days is our goal. are holding, we shouldn’t rush to promise to our customers without it.” A key measure of our success is cash find out more about this important replenish it. conversion. It’s not something that topic, and what we’re doing to Three main “They can help to push own brands If you want to join Dan in helping to everyone will know about, but it’s address the issue. factors affect cash too. These are great for cash. Own “Colleagues in category release our cash you can become really important for our business. brand products cost us less. Also, management can make sure we a cash champion. Just send him an “Our business helps solve the conversion: we have negotiated beneficial are buying the right products, so email at: Cash conversion is simply the money manufacturing and processing payment terms with the companies we don’t have a lot of stock sitting [email protected]. we have in our bank account as a problems of our customers. We can How quickly that manufacture our own brand around that we have bought from percentage of the profit we make. only fulfil that promise if we have products. suppliers, but that our customers Our target for cash conversion is access to cash. 1 customers pay don’t need or want. more than 85%. once they have “Colleagues in branches can help “Cash allows us to buy products from received an to cut down on invoice errors. “If you work in a head office in a Cash is tied up from the moment our suppliers, develop value-added These cause delays in payment. So, support function role and you are we buy stock from a supplier, to the services and acquire businesses. invoice. being really careful not to make working with suppliers, make sure moment a customer pays us for that These all allow us to re-invest in our stock. Releasing that cash is critical. customers and employees, grow in How quickly we size and importance, and make the sell the stock that At the moment, too much cash is Group stronger. 2 tied up for too long. As a result, our we have bought cash conversion this year so far is “The problem with low cash from suppliers. zero - we have paid out the same conversion is that it becomes difficult amount to our suppliers as we have to fulfil the promises we make to collected from our customers. our customers. That’s why we have When we pay our launched Project GOLD, and 3 suppliers. We spoke to Andrew Silverbeck, everyone is invited to take part.” our new Chief Financial Officer, to Why?

Release cash Reduce Enhance to invest in financing valuation as high “Cash allows us to buy products from our suppliers, growth costs cash generator business develop value-added services and acquire businesses. These all allow us to re-invest in What we are trying our customers and employees, grow in size and to achieve importance, and make the Group stronger.” Embed Define a plan Define quick Identify the changes in the of action wins areas of - Andrew Silverbeck, Group CFO business improvement Spotlight on: Nordics

Franck Brodrick, Managing Director, Nordics

Why is the Nordics an Who are we competing with? What are your biggest exciting market for Rubix? challenges? Tools Momentum, Tess, Ahlsell, Quite a few of the larger European Siemens, ABB, WEG. We are a small organisation, so that key account customers have sites means everyone must be a master at here. The procurement culture What are the biggest multi-tasking! is more advanced and moving opportunities? fast towards digital, making it What can your colleagues interesting to be a part of that journey. Meanwhile, distributors For the MRO business it is the across the Group do to production industry. For our added are all centralising their operations. support our success in Together, these two factors give us value drive technology business it is About Frank Brodrick an opportunity to grow quickly. Bonfiglioli (see the article on page 14) the Nordics? combined with our Lönne motors and inverters. We need support on cost saving What are the largest reviews for our new key accounts industry sectors? What are we doing to in Norway, while we build up our knowledge. Additionally, we would grow sales? • Food and beverage really benefit from the technical knowledge across the Group on • Metals Firstly, we are making the most of our typical MRO products, such as fluid • Wood industry warehouse and value-added services power and PPE. • Oil and Gas/Marine – engineering and production – for Age: Born: Time with Rubix: Previous employers: electrical motors, inverters, gear and In return, the Group can benefit 45 years old In Norway to an English father 8 years Omron and Solar power transmission for all customers. What’s our strength in from our expertise on electrical drive (Geordie from Newcastle) and trains, taking advantage of our large Norwegian mother the market? Secondly, we are focussed on stock and modification opportunities selling the Rubix way. That means for electrical motors. Finally, they can Electrical motors. We have a implementing new European key talk to us about the opportunities market share of approximately accounts and local key accounts that come with our premium own 10% in Norway and offer a level of with a focus on value-added services brand: the Lönne motor. customisation that you won’t find and compliance. anywhere else within the Nordics.

Hobbies: Family: Holiday: “We are focussed on selling the Rubix way. That means implementing new Skiing and hiking I am married with 3 Mountain cabin and children aged 20-25, travelling to warmer European key accounts and local key accounts with a focus on and 2 grandchildren countries value-added services.” News Rubix NL colleagues discuss diversity in newspaper De Telegraaf

Regi Zwartjens, Evelien Marechal and Hanneke BBC’s Top Gear chooses Rubix Franken were interviewed by the largest Dutch daily newspaper, De Telegraaf, about increasing the number of women at Rubix Benelux.

Setting out the challenge, they explained that only 16% of the 950 colleagues at present are women. Their ambition is to improve this to 30%. A customer visited our Brammer branch in Iceland looking for a pneumatic fitting for his off-road racing Brammer Buck & Hickman wins big at Rubix travels 18,665km in Regi, Head of Credit Control, Evelien, Data Specialist, car. A little conversation with our Brammer Iceland and Hanneke, Regional Manager, arranged a networking team, and the customer soon turned out to be none event for their colleagues. other than race car driver Guðbjörn Grímsson of the Motion Control Industry Awards 2019 first eHealth Challenge Katla Turbo team. This featured two guest speakers: a female occupational psychologist and Maureen van Engelen, As he chatted with Thórhallur Freyr Skúlason, a Our UK business, Brammer Buck & Hickman, has been Rubix Spain recently completed the 2019 “eHealth CEO of fellow manufacturing industry company, Van member of our external sales, Guðbjörn revealed awarded the Environmental/Energy Efficiency Award at the Challenge”. This was the first time we have taken the Leeuwen Buizen Groep. that the part was needed in preparation for an 2019 Motion Control Industry Awards. challenge, which is a worldwide competition between Speaking about Maureen to De Telegraaf, Regi said: “She episode of this year’s popular BBC car show - companies where the energy generated by employees is Top Gear. One of the presenters was going to worked her way up from an HR employee to CEO, which Securing a win by demonstrating their work with measured through physical activity. learn to drive the car in a day and, the following is of course an inspiring story. It’s also important for the Compressed Air System Audits in partnership with Magna day, compete in the Icelandic Formula Off-road women in our company to have a good think about their Exterior Systems, the Environmental/Energy Efficiency Employees from each company record their physical Championship. career. This is what we hoped to achieve with this women’s accolade is awarded for the motion control product, activity with the objective of completing over day: demonstrate that you can achieve anything.” system or service, that has made a significant contribution 30,000km in six weeks. All of the activity is tracked But, prompted by Thor’s conversation, the next to environmental issues, such as energy savings, emissions using mobile phones and fitness devices such as FitBits. question was even more exciting; would Brammer “When I’m with customers, they are sometimes surprised control, noise reduction or life cycle costs. The data from their runs, walks, swims and bike rides is Iceland like to support the team? Thor agreed, but that I’m a young woman. But as soon as you let them automatically uploaded to the eHealth Challenge app. asked if we could have some acknowledgement know you are knowledgeable, this is no longer an issue.” for this support in the programme. When Guðbjörn Brammer Buck & Hickman’s Compressed Air System Audits agreed, Thor reached out to one of our partners – provide a detailed report with a description of the leak, Participants also use the app to check their performance The three women are planning to organise another Helly Hansen. Helly Hansen were equally enthusiastic an estimated monetary value per leak, photographs of the compared to their colleagues, and to see how their women’s day this year. about joining us in supporting the filming activity part or area which is leaking, and a remedial list of parts or company is doing on the 30,000km objective. of the Katla Turbo team, and offered to provide actions required to fix the problem. This audit saves money Meino Noordenbos, who recently completed the complete work-wear for the racing team. by identifying ways to improve the efficiency of a customer’s Cristina Muñoz, Marketing Manager, Rubix Spain handover of his CEO Rubix Benelux role to Paul van compressed air system. said: “There are four brands in Spain and we have der Rest, said: “The industry currently still has a ‘macho’ As you can see, the result of Thor’s hard work was a colleagues spread right across the country. This image, which is no longer justified. very happy customer and a Rubix logo that will be in Mark Dixon, CEO UK, Ireland and Iceland, commented: challenge enabled us to bring people together to full view on the hood of the off-roader when the Top “Through our work with Magna Exterior Systems we’ve represent Rubix Spain, regardless of where they are “The requirements of technology are Gear episode is aired later this year. managed to celebrate the work we do and celebrate the based, while also encouraging healthy lifestyles. rapidly changing, which makes it high-quality service we provide to our customers. A big well increasingly important to come up with done to all that were involved!” “We had a brilliant response this year. Although creative solutions. we didn’t reach the objective, almost 100 “If you have to be creative and Mervyn Norris, Product Manager for Hydraulics, who was colleagues participated, completing well innovative, it’s best to have a involved in the project from start to finish commented: over 18,000km in total. diverse team instead of men who “I was delighted that our team won the award. It helps all think in the same way.” to highlight to customers how a simple air leak audit can “Due to the positive experience, the campaign uncover lots of energy saving opportunities.” will be repeated next year when we look forward to hitting the 30,000km objective with even higher participation.” News

Personalisation

doubles online revenue Bonfiglioli assembly line adds to Brammer Buck & Hickman recognises new talent The Digital & Marketing team has been testing the impact of personalised online shopping experiences for its web Nordics’ services capability at engineering centre launch shop customers in France.

In the scenarios where we introduced personalisation, In April, Group CEO Martin Thomsen, joined the team in With the launch of a further Brammer Buck & Hickman “My day began sales increased by 103%, rising to €890,000 in the first five Helsingborg, Sweden, for the launch of our first Bonfiglioli Engineering Service Centre, this time in Maidstone, UK, we quite early months of 2019 compared to €440,000 for all of 2018. assembly line. not only celebrated the specialist workshop facilities, fast at the centre, I We caught up with Guillaume Allimant, Head of Data repair and engineering services, but also our apprentices. helped lay out all The new facility offers work stations where our colleagues Lake and Digital Marketing, to find out more. machinery parts and will build gearboxes to the same standard, and with the The opening introduced 25-year-old Kent local, James made sure that we had all “Research from Google shows that any online shopper same warranty as those sourced direct from the specialist Barden, one of the newer Brammer Buck & Hickman product proving tools such as the is 70% more likely to purchase when information is gearbox manufacturer, Bonfiglioli. Apprentices. Joining the company around four weeks before thermal image scanner ready to show customised. Half of all shoppers say they decided not to the launch, James has already begun to make steady for visitors. The service, launched to the market in June, complements purchase on sites where information was not customised. progress at the new engineering centre. the reputation of Rubix in the Nordics for electric motor “The extensive new centre has been designed to reduce “A good example of this is how businesses treat customers assembly where we were further confirmed to be a downtime and increase efficiency for customers, which with abandoned carts. I’m sure many of us have done this Bongfiglioli ‘Best Partner’. is a high priority on their lists, so making sure we had in the past, only to be prompted, usually with an email, to everything set up was important. With our brand premium electrical motors “Lönne”, we offer return to the site and complete the purchase. extensive customisation. This includes adding PTCs (which “At opening time, I was on hand to make sure customers “We looked at this for customers in Rubix France. With prevent the motor from overheating), encoders (to control were invited into the centre, given a tour and shown just these simple prompts we were able to convert 28% of things like the speed, direction and distance of movement) some of the services we provide here in Maidstone. 5,143 abandoned carts. That is 1,463 of purchases that and brakes. we would have lost, worth €490,000 of sales. “CEO Mark Dixon then officially opened the centre. We are also able to offer more complex customisation, For me this was a big moment. I felt proud to know that “Interestingly, two-thirds returned to buy the products they delivering more specialised motors like those used for frozen when I begin my course in September, I’ll be directly had in their carts but the other third bought additional food manufacturers, which must withstand temperatures helping companies’ daily operations.” products too. reaching -40C. Andy Batey, Head of Engineering at Brammer “We have also been looking at what happens when By combining our gearbox and motor engineering expertise Buck & Hickman and Apprentice Mentor commented you offer an alternative if something is out of stock. It’s we can offer complete MRO and OEM solutions. Once we “We’re very proud of our apprentice scheme, and an a simple step that has allowed us to convert 7.5% of are providing gearboxes and motors, we are well placed to event like this is the perfect place to give them the transactions that we would have lost otherwise. supply frequency converters, chains, pulleys and sprockets, recognition they deserve. This is a really exciting time increasing the potential value of each sale. for everyone involved and it’s a great time to be an “As with everything related to ‘Digital with a Human apprentice.” Touch’, this is about making it easier for our customers The combination of engineering skills in gearboxes, motors to do business with us. The results of the pilot in France and frequency converters also means we can offer quick- The new centre at Maidstone will be followed by further shows that when you do that, business performance to-market products when customers need an urgent openings over the coming months. They are part of an improves too.” replacement. exciting programme of considerable investment to provide added value services at Brammer Buck & Hickman. The personalised shopping approach will be delivered to If you could make use of the specialist services on offer in other web shops across the Group throughout the second Helsingborg, please don’t hesitate to contact Frank Brodrick half of the year. at [email protected]. The factory of the future

Rubix is taking part in a project along with customers and suppliers to identify the advanced manufacturing and logistics processes that will be required by the factory of the future.

We caught up with Meino Noordenbos, former CEO Rubix Benelux, to find out more.

What is the project about? Faes Packaging Concepts, Yaskawa, Grenzenbach, and Suppose that we receive a large order. Ultimately, it works because this is not about the universities of Eindhoven and Rotterdam. Not long after that, everything has to maximising profit in the short term, but about close The ‘Factory of the Future’ requires sophisticated be supplied for production. We have cooperation in the years to come for the benefit of production, including smart logistics and packaging Why are we doing this? to get the parts to the right place, manufacturing in The Netherlands. management. We are taking part in an innovation at the right time, and packaged programme at the Brainport Industries Campus (BIC), We want to take logistics to a higher level, just like (or unpacked) in such a way that everything can be processed efficiently. not far from Eindhoven airport. There are various field technology. The supply chain is becoming increasingly Working with strategic partners Yaskawa labs, including the Advanced Manufacturing Logistics complex and a larger number of companies adds Then once the product or module is ready, it must be lab. That’s what we are part of. value. We’re trying to handle that logistical complexity routed to the customer in the right way and in the right and Grenzebach, we recently installed through smart cooperation. Customers want their packaging. We are asking ourselves - how do you do a cobot combined with a linear track to that intelligently? support the packing and transportation How does it work? logistics partners to supply and collect products exactly when and where they need them to. requirements of customer and fellow BIC resident, KMWE. The project brings everyone together in What is the role of automation? one place. So we have the companies “We want to take logistics to a Among other things, we have AGVs (automatically It is the first time we have delivered this solution manufacturing products in the for a customer; it was launched at the recent same building as their supplier guided vehicles) that decide their own routes and higher level, just like technology.” follow their own paths through the BIC. This helps Automation 2019 exhibition in Hannover (reported and logistics partners – the whole in the last edition). ecosystem under one roof. This makes to guarantee the supply, removal and storage of materials and tools, returns and end products at it easier for us all to learn really quickly KMWE produces machine parts for the likes of how to deliver the factory of the future, and specifically exactly the right time. What are we aiming for? Boeing and Phillips. Supporting a production that best in class logistics. runs 24/7, our cobot packs the items and connects Have there been any challenges? to the transport provider on site to arrange Shorter lead times and increased reliability. We’re collection and delivery. Who is involved? working on how to design and manage logistics so that In order for the project to work, there has been production is efficient and works 24/7. The logistics are managed with location In the Advanced Manufacturing Logistics field lab we have complete transparency on parts, prices and other positioning and sensors that use Industry 4.0 Rubix, IJssel Technologie, KMWE, Brainport Industries, order information. That takes some getting used to for everyone. connection software. My Branch:

Marta Grigolin Venice, Italy

About Marta

What is your background? What’s special about afternoon, we review the quotations Which services are your What do you see What do you love to be sent while the warehouse staff I come from an artisanal textile your branch? prepare the materials to be shipped. customers asking for as the biggest local about your job? company, where I had the role of sales most regularly? opportunity? area manager for the Italian market. My branch is very dynamic. We work We also take time to analyse the Working with my team, which a lot with key accounts and MRO quotations that customers have We work a lot with key accounts on The possibility makes me very proud, and facing How long have you been companies and, in particular, we strive the conversion of OEM machine parts. the challenge of selling every day. requested. They may indicate other to attack working at Rubix? to offer quick response times and products we can discuss with those Then, in general, we support customers the market The more difficult the deals are to dedicated technical solutions. customers, or give us inspiration to in application development, organise in new negotiate, the more I have fun. Over 16 years. talk about the same products with training courses for maintenance staff sectors that What are the roles you have other customers. It’s about constantly and offer preventive and corrective we were What advice would you looking for ways to broaden our maintenance plans. in your team? unable to give to a new branch What did you do when you coverage of the market and the serve before, first joined the company? products we supply. What’s the biggest change thanks to a Group which gives manager? I manage a team of 14 people who us the opportunity to do so. It’s I invested most of my time in building are tremendously motivated working you have noticed in the past a unique opportunity on the Try to cooperate with the most a team and promoting the Minetti in a team. I support them in problem- Who are the main local Italian market, and one that few years? senior colleagues who are often products on the market. solving activities and visit their customers? gives us access to virtually any a source of great experience. customers with them where they have type of supplies. Make the most of the benefits some particular needs. The presence of Rubix has offered Nestlé (pet food), Gruppo Stevanato our company access to a broader that come with being a part What are your interests (pharmaceutical sector), Fpt product range and a higher number of the entire Group, and try to outside work? Talk us through a typical day (machine tool manufacturer), Visa of customers. create an ambitious and close- knit team. at your branch (playground manufacturer). My pets are my greatest passion. I What’s the biggest challenge have 8 cats, 6 dogs and 3 beautiful Which products are the horses which I ride on the weekends in In the morning, we you have faced? work on order fastest moving at the countryside. management “It’s about constantly looking for ways to your branch? so as to ensure The introduction of key accounts, who broaden our coverage of the market and the Where do you go on holiday? product deliveries make up a significant part of the turnover for our branch and the integration with to customers the Bearings, motion transmission and products we supply.” I love to spend my holidays at the the Brammer world. day after. In the fluid technology. beach where I can also take my pets. Andrew Silverbeck joined Rubix at the end of March, formally taking on the role of Group CFO at the end of the April.

Get to Know: Andrew Silverbeck, “In everything that you do, think about the impression that it will make on Group CFO your customer. Even if it seems small or insignificant, make sure that every piece of Andrew Silverbeck joined Rubix at the end of work is memorable for the right reasons.” March, formally taking on the role of Group CFO at the end of April.

Tell us a bit about your What is your biggest priority? What do you do in your What are you most Who has had the biggest What are you most excited career so far spare time? proud of when you look back influence on your career? about for 2019? Cash! Our money is tied up. This is on your career so far? I originally trained as an accountant because we spend money buying It’s a combination On my first day as CFO at At the end of stock from suppliers, sell and deliver with Arthur Andersen before joining of doing what When I was at ERM we delivered construction company, Bovis, we the year I’m P&O, the shipping company, where I that stock to customers and then I can to keep were acquired by Lend Lease. My confident we allow them to wait a long time before significant growth, and we had a lot held a number of senior finance roles. fit, mostly by of fun doing it. I’m proud that we were new boss was a man called John will look back From there I joined property and paying us. In some cases, we give running at the Nesbitt; an Australian who grew up and see how far them four months to pay us! As a able to prove the theory that hard construction company, Lend Lease, weekends, and work can be great fun too. in the Outback. As a result of the we have come. where I took on a series of divisional result, we can’t use that money to then undoing all that acquisition, he moved to Charlotte We’ll see it in how CFO roles before getting my first invest in our people and our business, hard work by entertaining friends in the United Sates. A few months we work together, our financial Group CFO role at Environmental or the products and services that our and family at home. It’s best for What advice would you give after they arrived his wife was held performance and – of course – our customers need. Project Gold will Resources Management (ERM). everyone that I don’t cook, so I am to someone on their first day at gunpoint. They left the country cash position! I stayed with ERM – a consulting address this challenge and you can usually responsible for the efficient the next day. That was his approach business – for 12 years under read more about that in the article distribution of whisky! at work? to everything in life and work - clear three successive private equity on page 8. thinking and decisive action, always In everything that you do, think about shareholders. Tell us something surprising with the end user in mind. Where’s home? And who the impression that it will make on about yourself? your customer. Even if it seems small What attracted you to do you live with? or insignificant, make sure that every Rubix? Have you ever met piece of work is memorable for the A village north of London called an accountant? right reasons. You must show that you “John Nesbitt taught me the Firstly, it was the chance to join Radlett. I live with my wife and We are very really care about your work. If I could the market leader and a company three children, although one is at boring! offer a second piece of advice, it would value of clear thinking and with significant growth ambitions. university now. We also have a Swiss be to stay positive. People always want Secondly, I saw a management team mountain dog called Harley. to work with positive people. decisive action, always with with an ambition to improve the business through great collaboration and a focus on customers. the end user in mind.” Key Account Update

Czech Republic, France, , covers all categories, except Three recent European key Italy, the Netherlands, , for PPE, and offers potential account wins mean that Spain, and the UK. revenue of €9m across our strong start to the year Yann Golly will manage the further nine markets: France, the has continued. implementation of the contract. Netherlands, the UK, Italy, Belgium, Poland, Spain, Berry Global is a leader in the Germany and Austria. Elodie world of healthcare packaging and Morel will now manage the As always, our focus is on has sites across seven European implementation of the contract. maintaining momentum and countries: France, Germany, Italy, ensuring that we mobilise our the Netherlands, Spain, Belgium teams quickly to covert the and the UK. The agreement offers potential value of the contracts potential sales of €3m per year into sales revenue and improved and covers all product categories. financial performance. Charlie Bowsher is responsible for implementation. In the engineering sector our new contract with Wabtec offers After almost a year of negotiation a potential €4m per year and we won a three-year contract with covers our full product scope Thales, which designs and builds in 11 markets: Austria, Belgium electrical systems. The agreement

“As always, our focus is on maintaining momentum and ensuring that we mobilise our teams quickly to covert the potential value of the contracts into sales revenue and improved financial performance.”