Group Newsletter ISSUE 6 | MAY 2019

• SPOTLIGHT ON:

• ENGAGEMENT SURVEY

ACTION PLANNING OVERVIEW

• SPOTLIGHT ON: DIGITAL

WITH A HUMAN TOUCH Contents

We can apply our specialist challenges that sometimes get in the Rubix Management Committee, CEO’S knowledge whether we are the way. That’s what ‘Selling the or one of their direct reports. Then, CEO’s discussing the right product from Rubix Way’ is all about. we are putting in place an action FOREWORD 1 the premium brands we offer or plan to address their issues. our own brand products as high Becoming the ‘Industry Foreword quality, great value alternatives. Consolidator of Choice’ is about There is one thing that every one buying businesses that add to the of us can do to improve the score Above all else, it is the services range of services we offer, and across the Group: for every single Attack and defence we provide that will help us to extend our reach in our chosen customer interaction, we must SPOTLIGHT ON: attack and grow, and to protect markets across . challenge ourselves, did I deliver a DIGITAL WITH A and defend. 10 out of 10 experience? Our new strategy has been designed to make it easier HUMAN TOUCH 2 Customer Survey for all 8,000 makers and doers across Rubix to deliver These services range from basic Rubix Team Time excellent customer service − there is a summary of our customisation of belts, chains Like you, I was disappointed to see strategy at the bottom of the page. and linear guides to gearbox and that our customers gave us a net You should use your regular team ENGAGEMENT SURVEY motor refurbishment through promoter score of -2.2 in the first meetings to challenge yourselves ACTION PLANNING Customer satisfaction drives growth. If our customers to 3D printing, robotics and ever Group-wide customer survey. on this. If it’s not something you OVERVIEW 3 are happy with the service they are getting from us, internet of things (IoT) technology do already, you will have a good Customers were asked whether they will spend more with us in the future. They will also for condition monitoring and opportunity during May’s Team Time they would recommend Rubix. recommend Rubix to people who aren’t already doing predictive maintenance. session on ‘Selling the Rubix Way’. business with us. They answered on a scale of SPOTLIGHT ON: Our customers need the services 0-10. Those responding 9 or 10 Rubix Team Time has been launched FRANCE 4 As well as improving customer satisfaction and driving we offer and they have much higher are promoters, the 7s and 8s are to give every one of us the opportunity growth, the strategy also helps to protect our business margins than products. So, they help passives and anyone scoring 0-6 is to understand the strategy and to from competitive threats. us to improve customer satisfaction a detractor. The NPS score is the see how our role contributes to the percentage of promoters minus success of the business. The likes of Amazon Business and Alibaba make it easy and drive business growth. the percentage of detractors. NEWS for people to find the products they want online, and they They also help to defend against There will be one session per month, 5 offer a great delivery experience. the competitive threats from This means that our customers – on led by your line manager, focussing the whole – would not recommend on a different priority of the three- We need to do the same, which is why you see that companies who do a good job of Rubix to another business. It’s not year strategy for Rubix. ‘Excellence in Core Distribution’ and ‘Digital with a delivering the boxes, but don’t offer a nice thing to hear but we need to Human Touch’ are two of our priorities. We need to get anything beyond that. MY BRANCH: invest time, effort and energy into I look forward to joining one of your really good at selling online and we need to deliver orders GERMÁN ARBELLÓN Services help us to get really close putting it right. meetings soon! 6 on time and in full. to customers, to understand their That has started already. Every To make sure that we are more than box movers, we have purpose, the promises they need Martin Thomsen customer that was a detractor is to bring our deep technical expertise to our customers. to keep to their customers and GET TO KNOW: being contacted by a member of CEO This is what it means to be a ‘Multi-specialist’. the manufacturing and processing GROUP HR DIRECTOR, DAVID MORKEBERG 7

Industry Consolidator Digital with a Excellence in Selling the Rubix Way Multi-specialism KEY ACCOUNT of Choice Human Touch Core Distribution UPDATE Multi-specialist value Leading product offer and 8 proposition, outperforming expertise in mechanical Agree clear criteria aligned Build a €1bn business at the Set clear expectations and peer group transmission and pneumatics to strategic priorities heart of Rubix tracking and reporting of performance Equipping salesforce with Build out flow and Expand the pipeline in Drive growth in EDI, OCR technical knowledge mechatronics offer Customer priority areas and VMI Ensure best-in-class fulfilment Accelerating growth with key Close gaps in Tools & PPE Satisfaction Drive webshop growth accounts Build best-in-class Outperform peer group on integration capabilities Develop a consistent own Improve capabilities on-time-in-full (OTIF) brand offer Growth Develop product map and Develop integrated product- align related processes service propositions and ensure cross-selling Have you got a story for the next issue? Send it through to: [email protected] Spotlight on: Digital with a Human Touch

Digital sales reach all-time high All customers to complete online transactions with Rubix from June

In March we achieved digital sales of over €25m. For every €7 spent with us, €1 was spent online; at 14% of overall sales, this set a new From the end of June, we are making an important change to the journey that our customers go on when they buy from us online. digital sales record for the Group.

We will continue They want to buy from us in this way, our customers better by rolling out When a customer We are making this change to build Watch out for updates throughout to monitor so we are simply responding to Conexiom, which offers automated arrives on a awareness of the Rubix brand May and June. The change may digital sales as their demands. quotes and sales orders. webshop, they through the millions and millions of prompt our customers to ask a percentage will be greeted visits our websites get every year. questions about what Rubix is all of total sales Clearly, this priority is very closely To support this, we are building with the local about, and about the changes we as it is a good linked with ‘Excellence in Core networks of branch champions homepage that It’s a great opportunity to tell the are making, so we will make sure indicator of our Distribution’ – another of the five in the UK, France, , they know and are story of the power of Rubix, making you are ready to answer them. progress on ‘Digital priorities – because when people buy Belgium and . expecting to see, sure that our brand means more from us online, they expect a smooth whether that is Orexad, Minetti, to customers than a new logo or with a Human Touch’ – one of the To steer and accelerate our delivery process too. Brammer Buck & Hickman or any colour scheme that they notice on Group’s five priorities over the progress on ‘Digital with a Human one of our market leading brands. a couple of pages of a website. next three years. In simple terms, they want it to be Touch’, there are a series of ‘Digital as easy to buy online and receive Days’ planned for 2019. Ultimately, we are aiming to However, once they login, or click We are planning a comprehensive products from us as it is when they do build a €1bn+ digital business to complete the purchase, they will campaign for our colleagues and their online shopping outside of work. Here, we bring the power of at the heart of the Rubix Group. the Group together in a cross- do that on a Rubix branded page. customers to tell them all about Changing ourselves to be as good Customers are seeing the benefits of functional team that is working on what we are doing, and why. at this as we are at everything our progress, and so are the branches. important topics such as on-site else shows we are improving our search, customer experience business to make it easier for our We are freeing up time for branch improvement and online quotes. customers to do business with us. colleagues to focus more on serving “We are making this change to build awareness of the “Ultimately, we are aiming to build a €1bn+ digital business at the Rubix brand through the millions and millions of visits our heart of the Rubix Group.” websites get every year.” Engagement Survey Rubix Group – Martin Thomsen CEE & Nordics – Paul van der Rest UK/IRE/ICL – Mark Dixon Rubix Group offers long-term career 44% Clarity on strategy, direction and alignment 53% opportunities for me 42% Changes in the business are communicated effectively Action Planning Defined responsibility for communications given to In the next development planning meetings ensure Employee Forum to be redesigned to all Senior Leadership Team members key skills of CEE & Nordics leadership team are ensure that the Group becomes a true two- Introduce manger-led communications in 2019 identified and planned for way communication channel that is fully Overview (Rubix Team Time) representative of our workforce 50% I feel supported during changes in the business 65% Pride in service to customers Rubix Group’s strategy drives our plans and what Recognise that people react to change differently 55% we do Share results of the customer survey with colleagues and to actively support and guide people through 2019 UK strategy to be clearly aligned to Rubix and ensure action plans are put into place change Group strategy Share best practice of brilliant customer service Changes in the business are communicated 55% 44% I do not feel undue pressure from work We have an annual effectively Long term career opportunities employee engagement 44% Focus on speaking positively about the changes Our 10 lowest scoring branches/functions to be survey because we want Highlight colleagues who are managing their that are being made in the business supported in a ‘deep dive’ discussion to identify to make Rubix an even careers and moving across markets and functions any themes that we can consider for action better place to work. It is to accelerate their development directly relevant to each one 48% I have opportunities for development to achieve of our values, but for me, ‘never settle’ is the most Ensure communications about talent and 45% my career goals & Rubix Group offers long-term important. There is no finish line when it comes to succession planning highlight long term career Spain – Jesus Martinez Planas careers opportunities for me creating the best possible working environment for our development opportunities Career framework to be developed for all roles Changes in the business are communicated effectively 8,000 makers and doers. 47% across the business Set up regular monthly meetings to share I know that every one of our colleagues has an impact business updates and customer feedback on customer satisfaction, and therefore business performance. Taking the time to listen means we can France – Franck Voisin 40% I do not feel undue pressure from work address those areas where you think Rubix can improve. – Marco Minetti I am clear on the Rubix Group strategy and how it Ensure the team is clear about what is expected Once we understand where we need to focus, it’s 53% important to create plans and then take action. relates to my role of them during performance reviews 40% Senior leaders communicate openly Align vision of Rubix France with Group strategy With that in mind, I wanted to share the action plans to support profitable growth Use Minetti brand launch event as a platform that have been agreed for the country CEOs, and for to encourage stronger and more collaborative the Group as a whole. The work to deliver these plans is 32% Rubix Group offers long-term opportunities for me DACH – Reinhard Banasch communication throughout the business underway and I hope you are feeling the impact of their Strengthen people involvement and retention with Take advantage of Social Media (LinkedIn efforts to address those areas that you said required career path development My job allows me to maintain a healthy work life Minetti page) the most attention. 41% balance Communicate the finalised organisational chart 44% Rubix Group offers innovative solutions to its clients Develop a harmonised concept for commercial Where there was consistent feedback on aspects of our I have been sufficiently well trained to do my job Gain a full understanding of the policies and roles in order to allow for flexibility of working 49% business to improve, we are taking action across the procedures that are relevant to the treatment Define skill set for specific (commercial & Group. For example, there was clearly more to be done of customers 56% My manager clearly explains reasons behind major logistics) roles, analyse current state with local on giving all employees clarity on the Group’s strategy change decisions managers and arrange critical training and direction. In addition to ‘Rubix Team Time’, communicate My job allows me to maintain a healthy work-life concrete decisions and actions more directly to 58% So, we launched Rubix Team Time, a monthly team balance senior & middle managers meeting facilitated by our line managers. This month, BENELUX – Meino Noordenbos Flexible working policy to be considered everyone will be discussing ‘Selling the Rubix Way’, 27% Rubix Group offers long-term opportunities for me which is one of our priorities for the next three years. In 48% Rubix Group is changing for the better the months to come, you will take time to understand Define career paths and extend the group talent the other priorities. Communicate changes in a clear and positive management programme through the DACH way to all employees business When the engagement survey results are available later 55% I feel valued at work this year, there will be a dedicated Team Time session for you to discuss the results, and start working on Place a positive emphasis on results and action plans for 2020. celebrate success 45% I feel supported during changes in the business David Morkeberg Support given to managers to help them Group HR Director understand changes in the business Spotlight on: France

Franck Voisin, CEO Rubix France

Why is France an exciting What’s our market share? We want to emphasise our key This will be based, among other things, accounts approach with the main on the development of new services but market for Rubix? The French market is still very customers in France. The power of also on a personalised and committed fragmented. Thanks to the proximity Rubix offers us a strong competitive relationship with our customers. Industry accounts for 12.4% of GDP advantage in terms of breadth and in France. As the leading distributor we offer to our customers through To achieve operational excellence, we our networks of nearly 200 branches, depth of marketed product offering, ABOUT FRANCK of industrial supplies, equipment and price positioning, logistics capacity, must more than ever look for specific services, Rubix has a great opportunity. and our multi-specialist business expertise in the external growth expertise reinforced by high value- human organisation and operational deployment. operations that we lead, through The industry plays an important added services for our clients, we are the training of our teams and the role in the French economy both in the clear leader of this market with a Finally, we must strengthen our detection of new talent. terms of exports and the economy’s relatively modest market share. This positions with mid-market clients innovation drive. There are 235,000 leaves us with great opportunities for (regional SMEs), taking share from the French industrial companies mostly in growth, both organically and through competition. This is an area where we What are your biggest repair, installation and manufactured acquisition. can bring real added value. challenges? products, agri-food and wood, paper Time with Rubix: Previous employer: and printing works. Who are we competing with? We must continue to grow our What are we doing to network and increase our market I started at Rubix KONE / ELIS / TOTAL What are the largest Our competitors are the grow sales? share. Specialised distribution in 2009 manufacturers themselves and and technical trade remain field contributors to the industrial certain distribution groups such as Through acquisitions we have been businesses: our goal is to become the economy in France? Dexis (Descours & Cabaud Group), able to integrate nearly 15 new key player in professional distribution, Mabéo, Hoffmann and Sefi. However, branches into our network over the regardless of the size of the client past two years. Our efforts in this area and their profile. For this, we want to • Manufacturing alone accounts we are mainly competing with local will continue. continue to provide tailored product for 85% or regional distributors who are often specialists in a product category. and service solutions, according to оо Chemistry, pharmaceuticals, We must now improve organic growth the level of needs. plastics, rubber and minerals by supporting our branches in driving top the list, accounting for What are the biggest commercial performance, and by Hobbies: Family: nearly 23% of the sector establishing more agile and efficient opportunities? What can your colleagues Wine tasting and I am married with five оо Next are agri-food (20.4%), support functions. across the Group do to repair, installation and running children and live in It’s about keeping the proximity, the To do that, we need to change our manufactured products support our success in Versailles, near Paris high level of commitment and the position in the market from a “simple” (14.1%), as well as electronics, services we bring to our customers distributor, to a distributor that is France? electrical equipment and by accompanying them on their own adding value. machinery (13.8%), followed transformation. This means taking the Within Rubix, we want to work together by transportation, automotive opportunities in digital, managing the We have a single objective: to make on our business approaches, benefit and aerospace competitive threat and growing their our customers’ everyday lives easier, from an exchange of skills, and share • Energy production and distribution business internationally. and to continue to support, nourish success stories. industries account for 10% and enrich our relationship with them. We will continue to build the network • Industries producing And we want to do this at every point of support we can offer throughout and distributing water, of contact, whether that be in the France through acquisition. Holiday: Special talents: decontamination remediation (4%) branch, on the web or on the mobile. Brittany in summer and Skiing (freeride) • Extractive industries (1%) the mountains in winter News everyone received their gifts. The amazing medical staff Rubix delivers 603 Easter eggs looking after these special patients every day were not forgotten and they also received a basket full of eggs. to sick children Trevor, who is Implementation Lead for our Group Vendor Managed Services, started the Easter Bunny tradition as a thank you to the hospital, where his wife Wendy is a Spending Christmas and Easter in a hospital would be midwife. “My son was born at the hospital but had some hard on anyone and this is especially true for children and serious complications at birth. It’s only thanks to the babies. Every year, one of our employees, Trevor Sutton, doctors and midwives that he survived,” he told us. Rubix 2.0 seeks 10% branch makes this hard time a tiny bit better for these little heroes, Rubix ’s Plattling branch thanks to the help of his colleagues in the UK. Trevor added: “Last year I remember handing over an egg for a very sick child and the smile on his face said it all. If delivers 500th linear module sales growth For the third year in a row, Trevor visited the children’s wards I can put a smile on every child’s face in hospital, then I’m and special care baby units at the Coventry branch of the happy and I will also have a very happy Easter Bunny.” UHCW (University Hospitals Coventry & Warwickshire) on Rubix 2.0 is a project focused on delivering significant Easter Sunday. With the help of the Easter Bunny (Roelof Our branch in Plattling, Germany houses one of the organic sales growth in branches across Rubix. Duijverman, Rubix), every child received a chocolate egg and Rubix colleagues based in Knutsford, Stoneleigh Park, biggest linear centers in Europe with 80 km linear every baby received a soft toy. Claverton House and Wolverhampton National Distribution guides on stock. The branch recently delivered its At present, the project is live across six branches in Centre all donated eggs to this worthy cause. Cribmaster, 500th module as part of a 34-piece order. The the Rhône-Alpes region of France. The branches were our supplier of vending machines, joined in, donating eggs, modules will be used in machines for industrial At 2pm, the Easter Bunny made his appearance in the selected for their significant sales volumes, growth soft toys and even a big Easter cake. The joint effort resulted cleaning produced by our customer KLN Ultraschall children’s wards, then moved on to the special care baby potential and diversity of expertise. in 603 eggs being collected and delivered. AG. More than 1 km linear ball bearings and 3.5 km units and finally to the children’s A&E department, ensuring timing belts were used in total for all linear modules. In this ‘test and learn’ environment, the project team is working with the branches to define the sales model and For over two decades, profiled rail linear guides and standards of excellence that are required in order to shaft guides have been custom-made using state-of- deliver a 10% sales increase compared to last year. the-art dry cutting machines at the Plattling branch. To do that, they are bringing best practice from across A team of 13 highly skilled workers cut the guides to Rubix and fast tracking new ways of working and deliver our customers a ready-to-install product offering initiatives from the priorities in our three year strategy high flexibility and short delivery times in the case of a for the Group – Multi-specialism, Selling the Rubix Way, machine break down. The in-house production range Excellence in Core Distribution and Digital with has been expanded ever since, recently adding a new Human Touch. machine to customise ball screws. There are three steps to the approach: Linear modules are guided by linear ball bearings 1. Understand customers better through marketing or a track roller guidance system. The drive function intelligence and data. is implemented by a ball screw drive, timing belt or direct drive (linear motor). 2. Build capability and efficiency in our day-to-day Franck Voisin, CEO of Rubix France, said: “We are operations including new business targeting, sales Rubix France acquires Legoueix pleased to welcome Legoueix and its teams to our Group. In 2014 we entered into a partnership with performance management (internal and external) With its excellent reputation for high-quality service and Schaeffler making us one of the first Schaeffler and coordinated efforts to mobilise and deliver key expertise in the energy and water sectors, the company Technology Partners for Industrial Systems, account contracts. adds great support to our offer in these areas, where manufacturing linear modules. Legoueix is based in Gennevilliers, in the Paris region, and demand is high against a backdrop of the transition to specialises in providing industrial products and services to 3. Promote our expertise (products, services, new forms of energy supply.” “To meet the expectations of our customers and customers in the water and energy sectors. customers) and our competitive advantages. suppliers we were required to bring together all of Commenting on the sale of his business, Coutant said: the know-how that we had gathered over the years. The project team brings colleagues together from key The acquisition supports Rubix’s strategy to develop “In completing this sale, our company which was founded Other companies who also started as technology commercial and support functions for the benefit of the technical skills centres, providing access to industry over 150 years ago, is now beginning a new chapter. We partners during the same time, were not able branches. This includes Key Accounts, Sales Excellence, expertise as well as a loyal customer base. will be able to pursue the planned growth of our business to deliver on their promise” says Günther Zettl, E-Business, Data, Pricing, Category Management, HR in 2019, without disruption, and respond to changes Category Director Linear & Pneumatic. “Our success and Supply Chain. Legoueix was founded over 150 years ago, has 46 in our clients’ demands. I am delighted about this was made possible by a joint team effort and various employees and delivered €20m of sales in 2018. It will agreement which provides our company with a positive departments working closely together – whether it is Lessons and best practice from Rubix 2.0 will be shared continue to operate under its existing brand. outlook while bringing in new resources to enable us to on sales, purchasing, engineering or manufacturing.” with all countries with the aim to deliver significant rise to our new challenges.” improvement in our sales performance across Rubix. François Coutant, Executive Officer, Legoueix, will work to ensure a smooth transition with Rubix France. Minetti sets record at leading

Industry 4.0 exhibition

Minetti recently took part in MECSPE, the leading Italian Industry 4.0 exhibition, which was attended by 2,355 exhibitors and 53,442 visitors. Automation 2019 brings 50 new Sogema tests mobile laboratory This year’s exhibition saw Minetti set new records for the number of customer interactions, hitting 600, up 50% from 2018. leads for Rubix NL to analyse oil quality

In Italy, the industrial system is preparing to integrate artificial intelligence, the Internet of Things, virtual reality Our mechatronics specialist services provider MCA linear Sogema, a subsidiary of Orexad specialising in hydraulic and other technologies – a significant change in daily motion robotics showcased a cobot combined with a products and services, is testing a mobile laboratory at factory work that will affect all businesses involved in linear track at a recent exhibition for the packaging and customer sites in the north of France. The van carries processing and manufacturing. logistics sectors. equipment that enables our technical experts to analyse the quality of oils being used in hydraulic machines. Minetti’s stand covered more than 100sqm and featured It is the first time we have shown this technology on our stand. It is the ideal response to the current demand for This enables us to detect problems, such as impurity, before nine prestigious brands: Stock, Bass, Dummel, Hpmt, the machine breaks down causing loss of productivity. Widia, Kelch, Mimatic, Spreitzer and Polytec. automation in handling and packaging, where a large range of movement is required. By delivering the services in this way, our technicians Minetti was also present on SKF’s stand where we spend a lot of time on site, which helps them to The equipment must be able to perform a variety of showcased our customisation capabilities in linear motion. understand the processing and manufacturing challenges functions because cooperative handing and packaging the customer is facing. is required between robots and employees on the This is one of Minetti’s main areas of business and the “This year’s exhibition saw Minetti set production floor. Linear Motion Centre in Cologno Monzese, just outside This creates a great opportunity for cross selling because Milan, is a great example of how the Group provides new records for the number of customer we can offer solutions that are tailor-made for the value added services using the very latest equipment to interactions, hitting 600, up 50% from 2018.” In total, the exhibition had 335 exhibitors and about machines, processes and operating environment. ensure an ever more efficient service. 6,500 visitors. In two days, MCA generated 50 concrete leads with buyers, engineers and managers covering both OEM and MRO.

In addition to the service centres, a team of 11 Delta P Minetti’s new compressed air specialised mobile engineers are available to Minetti Rubix France completes acquisitions customers across Italy. DELTA P offers customers advice and guidance on industrial valves, from recommendation to installation. centres to deliver 4,500 The service centres offer: of Delta P and APE France The business employs 19 people and is located in Villeneuve d’Ascq in the Hauts-de-France, near Lille. service calls in 2019 • Planned maintenance • Emergency support in the event of machine downtime We have completed the acquisitions of French companies Managing Director Claude Michel will stay with Rubix • Backup machines from 7kw to 110kw available for Delta P and APE France. to ensure a smooth transition. The Company will be customers to avoid production downtime attached to the northern region of the Orexad network. Compressed air is used widely because it has • Overhaul of compressors Together, these acquisitions represent our strategy to considerable strengths and unique characteristics. It is • Dryer and chiller repairs develop technical skills centres and are a great opportunity This acquisition represents direct support of our strategic present in all industrial facilities, from small workshops to priority to build best-in-class expertise in flow tech. large production sites. Particular focus will be put on the following sectors: to bring value-added services to our customers, while strengthening our position in the market. APE France Within the compressed air division, which has grown rapidly • Mechanical workshops in recent years, Minetti has opened three customer service • Rubber / plastic production They have combined revenues of almost €7m. Both will APE France is a distributor of abrasives, personal centres covering a total of 1,500 sqm. • Steel mills / foundries continue to operate under their existing brands, ‘Powered protection and packaging products. It has eight • Waste recycling by Rubix’. employees and is based in Burgundy. The goal for 2019 is to reach 4,500 service calls in Italy • Food and beverage and to serve companies in all sectors. • Metal fabrication Managing Director Gérald Bessire will continue to lead the business, which will be attached to the Burgundy region of the Orexad network. My Branch:

Germán Arbellón, Lleida, Spain

About Germán

What’s special about that the orders have been supplied Which services are your Brammer and Giner have helped me a What is your background? and that the offers have been made. lot and I’m very grateful for your branch? If an issue has occurred, we solve it. customers asking for most their support. I worked for 19 years in Würth, in the Internal sales follow-up on the offers regularly? construction division. After that, I moved to a It’s a small branch with three Insite™ and I visit customers. In the afternoon, What do you see as the specialised division in PPE serving key account customers. This orders are prepared for shipment and Warehouse management, means that we are very focused on managed with suppliers. I track the identification of original part numbers biggest local opportunity? logistics solutions and offering value operations in the branch and support of OEMs, and technical services How long have you been working added services. with internal sales. such as predictive and corrective Winning new clients and the at Rubix? maintenance. development of cross-selling with What are the roles you have Who are your main local current customers, developing Rubix’s Almost three years What’s the biggest change full potential. By pursuing customers, in your team? customers? we have managed to recover some very you have noticed in the past important ones. What did you do when you first We have one internal sales person Brilen, Becton, Mahou San Miguel, few years? joined the Company? and three people looking after the FerroAtlántica and Metalogenia. Insite™. I guide the team towards What do you love about service and agility. The main change has been the your job? I invested a lot of time in getting to know my team Which products are the introduction of Rubix. It has been a really positive development, bringing fastest moving at your Variety. There are no two days the same. Talk us through a typical day products, brands, services and most What are your interests outside at your branch? branch? importantly, great potential for us to of work? support our customers. What advice would you give First thing in the morning we review a Bearings, power transmission and PPE. to a new branch manager? Sports. Cycling. I’m in an amateur cycling team rundown of the previous day, ensuring What’s the biggest challenge and last weekend I did 240km you have faced? Know how to build a team and company culture. On a day-to-day basis, learn to Where do you go on holiday? prioritise and differentiate the important Getting to know the product range. I from the urgent. “On a day-to-day basis, learn to prioritise and came from Würth, with less technical I have an apartment on the beach, on the products, and learning has been Costa Dorada. From Easter to the end of differentiate the important from the urgent.” a challenge. Colleagues from both summer I go there every weekend Get to know “I like the entrepreneurial spirit that you typically get with a start-up combined with the Group HR Director: collective knowledge, wisdom and experience David Morkeberg that takes decades to establish.”

How long have you been with Looking back on your life What are your priorities Most recently, we have launched What do you do in your noticed and opportunities will emerge. the Group and where did you and career, what are you for 2019? Rubix Team Time in April and The best opportunities are usually the people will be into their second spare time? ones you don’t expect, and won’t have work before this? most proud of? sessions now. Through these monthly in your plan. Like most people, I was a little meetings, everyone will have the I really enjoy surprised and disappointed to see I have been here for just over a year. I’m proud of the chance to understand more about cooking and we the employee NPS score of -31 at Who has been the biggest I joined from Inchcape Shipping way I have been the Group, where it is going and often host friends the end of last year. We simply have Services but I started my career at able to adapt how they can contribute to its at the weekend. influence on your career? to improve that. So, of all of my Maersk and have also worked for to different success. That can only be a good I don’t have a priorities, employee engagement is Baker Hughes and Rexam. challenges. thing for engagement. speciality, but I The first divisional CEO that I worked one that affects everyone. Regardless of have tried to learn to for at Maersk took an interest in me your role in a cook a range of cuisines. More often What attracted you to the Where do you live, and who and my career. He taught me that I company, the key to We have made some positive steps. It than not, it will be French or Italian. needed to be very commercial in my Group in the first place? success is understanding how to add started with a thorough follow up and do you live with? approach to HR, engaging with the value. I feel that I have been able action planning process and you can Tell us something surprising business in a broader sense. He made There were three things. Firstly, I to do that across sectors, countries, see the details of that in this edition I live in a place sure that I saw myself as a business saw a chance to make a difference continents and companies. When I of the newsletter. called Gerrard’s about yourself? person who happened to be in HR, to a company that was just coming was interviewing for this job, I heard Cross which is on rather than simply an HR person. together. Secondly, it felt like an a head hunter refer to me as a Thinking about Group-wide activities, the outskirts of Most people don’t know that I was in experience that I would look back on chameleon. I’ll take it! we have also implemented the the Danish Army for two years. I was in West London with What do you think is the most in future and remember as a tough All Employee Share Plan and it’s my wife Sonja and officer school for one year and then I challenge, but a rewarding one. Finally, great to have 20% of employees as two very handsome was given my own platoon of soldiers. exciting thing about being I saw a professional shareholder with shareholders in our business. I think cats: Tinta and Ramos, part of Rubix? a very good track record. that will make a difference. after Sergio Ramos, a charismatic What advice would you give and occasionally vilified Real Madrid to someone if it was their It’s an exciting combination of youth defender. My only regret is that Sonja and experience. The brand will be a did not agree to call one of them first day of work? year old in June, but it has a rich history CR7, after Cristiano Ronaldo, for behind it. I like the entrepreneurial “I’m proud of the way I have been able to adapt to different anyone that doesn’t follow football. It’s helpful to know where you want to spirit that you typically get with a challenges. Regardless of your role in a company, the key to get to in your career, but don’t be too start-up combined with the collective concerned about laying out a perfect knowledge, wisdom and experience career plan. Whatever you do now, that takes decades to establish. success is understanding how to add value.” focus on doing it really well. It will get Key Account Update

Four recent European key These are two priority industries for Ferrero is the second biggest account wins took our us because they are counter cyclical. chocolate producer and total for the year to seven, This means that they are more stable confectionery company in the which is only one less than in an economic downturn. world. Our contract is worth a potential €10m and covers our full the eight new contracts Having customers like this is product scope in Belgium, France, that we signed throughout important because it also helps Germany, Italy, Ireland, all of 2018. to protect our business when the and the UK. economy slows down. Jacobs Douwe Egberts is a Dutch, It has been a great start to the Aenova is a global leader in the privately owned company with year and the focus must now pharmaceuticals industry and our a coffee & tea portfolio that is be on maintaining momentum. agreement with them offers potential available in over 140 countries The European key account revenue of €2.5m. It covers our full through household names pipeline is strong with a total of product scope across 15 sites in including: Jacobs, Tassimo, 42 opportunities and a potential Germany, Ireland, Italy, Moccona, Senseo, L’OR, Douwe €175m of sales. and . Egberts, Super, Kenco, Pilao & Gevalia. The contract covers our So, as always, we need to convert Modine Manufacturing is a thermal full product scope in the Czech the pipeline and focus on mobilising management company based in Republic, France, Germany, Italy, the new contacts. the USA. The new contract brings the Netherlands, Norway, Poland, potential revenue of €3m across Spain and the UK. Revenue is a Of our last four pan-European our full product scope in Germany, potential €8m. wins, two are in Food & Drink and Hungary, Italy and the Netherlands. one is in the Pharmaceutical sector.

“It has been a great start to the year and the focus must now be on maintaining momentum.”