vbh magazin 2/2010 magazin 2/2010 about the mobile vbh tool stations as well as the vbh union...

■ The Multi Serve Package in Practice■ LOGOS and UP Fenster & Türen■ VBH in the Baltic States

The Expert Brand for Window and Door Hardware

VBH Magazin 2/2010

about the mobile VBH tool stations as well as the VBH union catalogues. We issue a detailed progress report of our customer UP Fenster & Türen and the implementa-tion of the new WLN LOGOS in the com-pany. We introduce the new development of products of our house brand greenteQ particularly for cleaning, adhering and fix-ing. The magazine is completed by a report about our business activities in the Baltic States and our market entry in the Cauca-sus region.

Particularly concerning the apparently coming economic uptrend, the 3-pillar strategy of an increasing internationalisa-tion, the improvement of the product range and the expansion of services will prove to be a competitive advantage.

VBH wants to stand out from the competi-tion and offer best performance and bene-fit for their customers and partners. That’s what we are here for, now and in future!

We still wish you a successful business and we would be pleased if you may sup-port our increasing business activities.

Yours

Rainer Hribar Dr. Ralf LiebChief Executive Office Executive

Dear Readers

Slowly the paralysing numbness of the economy of the last year seems to clear away. This has a positive effect on the busi-ness of VBH; by the end of May, after many months, the cumulative sales of VBH are above the comparable previous year fig-ure. Besides of Germany we are especially pleased by the development of the markets in Turkey and Asia as well as in Russia. This positive trend encourages us and we think we have weathered the worst and may await mainly positive news for the coming years. We want to benefit from this reversal of trend and strengthen our world-wide business activities to convince our custom-ers with our efficiency and capability.

The focus of the current issue of the VBH Magazine is set on sales and distribution with reports about the business in Germany,

VBH Magazin 02/2010

ContentsTHE COMPANY

IN FOCUS

SIMPLY EVERYTHING

EVERYTHING SIMPLE

WORLD-WIDE Slight Recovery for the Baltic States

UP Fenster & Türen and the LOGOS WLAN Scanners

The VBH ‘Door’ Catalogue greenteQ News

The Multi Service Package in Practice. The Mobile VBH Tool Stations

VBH Annual Meeting 2010 04 - 05

06 - 08

09 - 10

11 - 13

14 - 15

The VBH MagazinePublished four times a year

Editorial Office:Johannes RaveVBH Holding AGSiemenstrasse 3870825 Korntal-MünchingenE-Mail [email protected] 0049 7150 15279

Magazin 02/2010 VBH

04 VBH Magazin 02/2010

Stuttgart, Haus der Wirtschaft. In the morning of the 8th June the sharehold-ers of VBH Holding AG took their seats to await the statement of the executive board. Over the next two hours Rainer Hribar and Dr. Ralf Lieb explained the re-sult of the previous business year as well as the strategy for the coming months.

Despite the challenging economic situ-ation, fiscal 2009 proved to be a suc-cessful period for VBH Holding AG. Compared to the previous year, the Group had to cope with a cyclical de-cline of 12.6 percent to 754.1 million Eu-ros. After adjustment for exchange rate effects, sales revenue declined by 7 percent. The operating result was 17.8 million Euros. At 33.6 million Euros, the

operating cash-flow was at the same level as the previous year.

In his speech R. Hribar stated that the prospects for the coming business year 2010 remain difficult due to consistently unreliable cyclical trends. Some coun-tries, in Asia in particular, seem to be ‘on the mend’, there is a positive trend in the CIS states, and German business still benefits from state development programmes. However, the group still awaits an upward trend in Central-East, Western and Southern Europe. Turbu-lence in the Euro zone contributes to the increased uncertainty of consumers and partners, and a positive economic rebound remains debatable.

A fly in the ointment is that VBH lost its placement in the S-DAX. The Ger-man stock exchange informed the VBH Holding AG that from 21st of June 2010 the VBH share will not be noted in the S-DAX sampling index any longer be-cause of the minor trading turnover within the preceding months.

Hence VBH does no longer belong to the 110 enterprises with the highest sales volume at the German stock mar-ket outside the DAX and has to leave its placement to others. The Executive Boards is very sorry about this develop-ment and will do their best to qualify for the sampling index again.

Annual Meeting of VBH Holding AG

Future Prospects Remain Positive

KONZERN

Prof. Rainer Kirchdörfer

THE COMPANY

Magazin 02/2010 VBH 05

The fact that VBH is no longer listed in the S-DAX does not have any di-rect consequences for the sales of the Group - finally the DAX quotation mir-rors neither the business situation nor the value of the share.

So the prevailing mood remains posi-tive. Mr Hribar emphasised “VBH Hold-ing AG is strategically well-positioned. We will continue to invest in the grow-ing markets and, as a European market leader, we will strengthen our strong market position. The comprehensive product portfolio with our strong house brand greenteQ, as well as numerous service tools will help VBH to stand out from the competition and gain further market share.”

At the AGM the large majority of the voting shareholders (79.63% present) agreed to the proposed resolution of the management. The proposed resolutions were mainly about the appropriation of net income, the resolution approving the actions of the Board and the Super-visory Board as well as the election of the new Supervisory Board members.

The VBH Executives Dr. Lieb and Hribar together with Hans U. Rohwer of the Bauelemente-Bau Magazine, who has been reporting about VBH since years.

Above: Dr. Lieb, Executive of VBH HoldingBelow: The new members of the Supervisory Board (f.l.t.r.), B. Sc. Matthias Linnenkugel, Prof. Rainer Kirchdörfer (chairman), Andras Schill


They are in constant contact with our customers and are aware of their demands like no one else - the sales and distribution staff of VBH. Their feedback inspires VBH to provide the optimum support for its clientele with innovative services. In return, VBH customers get an active advisory serv-ice which is far beyond a simple sales discussion.

A member of the VBH sales and distribu-tion team has a complex job. He or she is not just an order taker. They often have to don the ‘problem solver hat’ and, in line with our claim to be an expert brand, he or she has to provide support in solv-ing technical problems or with the choice of the most suitable product. VBH staff also aid in product development for win-dow and door manufacturers, keep them

abreast of new market trends and provide support for the optimisation of operational processes, and for legal issues such as CE labelling. In Germany alone, 350 of our staff are employed as internal or ex-ternal sales service personnel. Worldwide there are more than 3,000. In the broad-est sense each of the VBH employees is doing a sales and distribution job. We all think and act in a customer-oriented way, meaning quickly and efficiently.

We Develop Success Together

Hermann Lueg appreciates prompt deci-sion-making processes. He has worked at VBH since 2004 and, together with Ralf Tendera, he is responsible for sales and distribution in Germany. He knows what a difference VBH can make. VBH unites

market and product knowledge, so it is the only enterprise which is in the position to offer an ongoing and compatible vari-ety of services. They range from a sim-ple order via VBH24 or LOGOS, through practical production and processing sup-port in the VBH Knowledge Database, to sales promotion by means of the virtual in-house exhibition and the electronic creation of individual catalogues. “There are no other distributors who offer serv-ices like these and it goes down well with the market,” says the manager of sales and distribution. “We are in close contact with our clients and together we are suc-cessful. Only if our customers business flourishes we will be successful.”Hence both sides benefit from open communication. It is the only way for VBH to optimise services, increase relia-bility and the flow of goods to the benefit

IN FOCUS

The Multi-Service-Package in Practice

Below: The most important event for the sales and distribution of VBH is the fensterbau/frontale in Nuremburg. A panorama photo of the VBH stand 2010.

of our customers. “Our customers appre-ciate our advice as they know that VBH is a global, well-experienced enterprise and they will benefit from this”, explains Hermann Lueg. “Our offers are no cookie-cutter solutions, but always tailored to the individual company and its requirements.”

Taking Measurements Regularly

Sales and distribution is the interface be-tween VBH and the customer. It provides

IN FOCUS


dependable feedback from the market and is in the position to react quickly when requirements alter. “An expert tai-lor never works with old measurements. He measures every time he sees his cus-tomer, and that is exactly what we are doing.” says Hermann Lueg. He spends much of his time visiting our customers to keep a close contact and to learn their lat-est requirements. “We have to know the everyday work of our clientele and the process flow in the different companies

to be able to offer appropriate services and new tools.” He also benefits from the lively exchange in the VBH Knowledge database, which is established as a per-manent forum with a steadily increasing participation rate. “The Knowledge data-base provides fast and direct access to the customers’ problems and we are able to deliver quick solutions. A good sales and distribution organisation offers facili-ties such as this for the customer’s benefit – not for ourselves.”

Above (f.l.t.r.): Ralf Tendera and Hermann Lueg, sales and distribution manager north and south, Herrmann Landthaler and Gerhard Winkler, regional sales manager Kempten, respectively Recklinghausen

Quick, efficient and always in close contact with the customers - that sums up the mobile VBH tool stations. In order to provide the best service to window manufacturers, carpenters and craftsmen they visit the customer on-site and present innovations from the comprehensive range of machines and tools of the VBH product portfolio.

There is a huge difference between read-ing about, and choosing, a product from a catalogue to being able to see it and feel it first hand. The VBH experts visit cus-tomers directly and inform them about new products. “For someone who has to

rely on durable and easy to use tools and machines it is not easy to choose from a catalogue,” says Marcus Karcz. He has worked in VBH customer services for six years and knows the exact requirements of each individual customer. “Over time you develop an instinct for which machines are well-received and what is needed for which area.” His customers are window manufacturers, carpenters, metal process-ing companies and installers. Before visit-ing the customer he adjusts his offering to what he knows will be of interest, although Marcus always has a basic range of tools and machines on hand.

Most of All it is Important to Listen

For the drivers of a mobile station a well-organised day starts with two or three ap-pointments in the morning and others in the afternoon. Plenty of time is allowed between visits because, according to Mar-cus, it is most important to have the time to listen properly and give advice: “We take the time to give our customers the oppor-tunity to get a real overview of the latest products.” The service is well-received. The helpful and experienced tool sta-tion staff provide detailed information and guidance on the features of the tools and,

Close Contact with Customers

IM FOKUS

A look inside: Marcus Karcz and the mobile tool station at the fensterbau/frontale 2010

Marcus Karcz


SIMPLY EVERYTHING


if required, will provide instruction and training on how best to use them. “As we are in close contact with the companies and know their requirements we are able to provide specific support,” Karcz says. “That is what our brand name suppliers appreciate. When developing their prod-ucts they like to listen to VBH feedback.”

The German VBH ‘Door’ catalogue was published in May. 840 pages of solutions for doors contain 7,100 different products. These include hardware and furniture for interior and exterior doors. There is a chapter devoted to full-glass fittings. The catalogue is the result of the co-operation of experts from Category Management, Marketing and Sales & Distribution. This is the second of the new German Union Catalogues, following the ‘Installation’ catalogue (1,400 products on 240 pages).

The German VBH ‘Door’ Catalogue Has Been Published

Daniel Schäfer, VBH Marketing, established the catalogue


At fensterbau/frontale 2010 the main fo-cus was on the new products from the VBH house brand greenteQ, which was successfully launched last year. Main subjects were “cleaning and bonding” and the new fastening program.

Since fensterbau/frontale 2010 various products for bonding and joining have become available. greenteQ cleaning agent 10 (lightly dissolving), greenteQ PVC cleaning agent 20 (non-dissolving), and white and transparent greenteQ PVC glue are all available from stock. The greenteQ adhesive range includes ad-hesives with different features, giving a wide range of applications within the field window and door production. Aluminium, including varnished aluminium, is catered

for with greenteQ Alu cleaners and glues. greenteQ superglue and greenteQ 1-C mounting adhesive complete the range.All products are available in German, English, French and Italian packaging.

New Fastening Program and New Gaskets

VBH also used the occasion of the trade fair to present the new greenteQ fasten-ing range. It includes screws of numerous different types and sizes for window and door production and installation that are in stock as of now. Further additions to the greenteQ range are sash gaskets and sash upstand gaskets for timber windows and doors. They consist of thermoplastic

elastomer and feature very good weather and ozone resistance with a ten-year UV resistance warranty. They also feature a low closing pressure and a proper resil-ience and are coated without any repel-lent effects.

Cleaning, Bonding and Fastening with greenteQ

SIMPLY EVERYTHING


‘UP Fenster & Türen’ profitiert vom neuen WLAN-LOGOS The enterprise Uniplast has been trad-ing under the name “UP Fenster & Türen” for the past year, but it is not just a new name. Within the last two years the premises in Maßweiler near Pirmasens has been fully modernised and renovated, including the installa-tion of two new complete production lines. UP Fenster & Türen uses the LOGOS supply chain management system and the new VBH WLAN scan-ners for material procurement and warehouse management.

If you ask production manager Christian Schneider about the reliability of WLAN scanners he nods. He is responsible for warehouse management and has used the WLAN scanner for a year: “Since we implemented the new WLAN solution

there have been no incorrect orders. The system is absolutely reliable and is com-pletely user-friendly.”

Production Doubled

Smooth material procurement is crucial for UP Fenster & Türen because the com-pany has experienced dynamic growth since André Maisack joined the manage-ment. Last year there was an overall pro-duction of 60,000 window units and about 3,000 exterior doors at three different lo-cations inside and outside of Germany. This is more than double the figure from three years ago. For 2010 UP Fenster & Türen plans an increase to 75,000 units. UP Fenster & Türen is the largest pro-duction company for the Schüco system

in South-West Germany and uses the complete range of profiles. According to André Maisack, despite the quickly in-creasing capacity, automated production guarantees consistently high quality and ensures the necessary flexibility for new products and individual customer wishes. “As the production teams at the different locations work together very closely it is essential to have a pooled stock taking and warehouse management of all sites to avoid a supply bottleneck. This is pos-sible thanks to LOGOS from VBH.”

Follow-up next page

EVERYTHING SIMPLE

Delivery: André Maisack and the VBH truck

More than 70 percent of orders from UP Fenster & Türen to VBH are made elec-tronically, and LOGOS minimises the risk of error. “Once we accidentally ordered 100,000 units of an article, because of a typing error,” Christian Schneider remem-bers, “but as each order was checked by VBH the error was found and corrected immediately.” Due to the long-lasting co-operation the normal amount of orders are known. The new WLAN solution of-fers even more advantages for Christian Schneider: Orders are scanned directly in the stores area and transmitted to VBH without the need of a computer or tel-ephone connection in the production hall. Item number, packaging size and even availability are controlled and checked in real-time. “We get an immediate feedback about which quantities are in stock or if a partial delivery is possible. That is very important for our scheduling,” explains the production manager. Every two weeks he makes an update of the stocks and a pre-liminary scheduling.

Despite of the quickly growing production numbers UP Fenster & Türen is well-pre-pared for even further success. Managing director André Maisack is very pleased by the full order book. In future two shifts will produce up to 450 windows on the new production lines in Maßweiler every day. UP Fenster & Türen will meet the growing customer demand for improved heat in-sulation and burglary protection with their new InnoWin window series. VBH will be

a strong and reliable partner who is able to keep step with the vibrant growth of the company. For 2010 UP Fenster & Türen estimates a further growth in sales of 30% up to 16.4 million Euros. The number of employees has trebled from 30 to 90 with-in three years.


Prepared for Further Success

Reliable Flow of Goods

Christian Schneider and the LOGOS WLAN scanner

André Maisack

EVERYTHING SIMPLE


André Maisack started his career in the window industry in 1991 at Schüco be-fore he changed to the largest window manufacturer in South Germany. Since 2008 he is acting partner of UP Fenster & Türen. In this interview he talks about his decision to form a close co-operation with VBH.

Mr. Maisack, you put all your eggs in one basket by working solely with VBH. Why?

There were different reasons why we decided to work together with VBH as exclusive supplier. We follow our motto “different is better”, because exactly that makes the difference - flexibility, individ-ual solutions, promptness and short re-sponse time. Lots of people may produce white PVC windows - but no one offers the diversity that we do. A share of 38 percent of deco elements and elements with powder-coated aluminium covers is comparatively high. For that we need reli-

able and flexible partners and quick de-cision-making. VBH provides consistently high quality throughout Europe. We have affiliates in different countries, as does VBH. This makes it easy and provides the necessary security we need for a smooth and flawless production.

What are the advantages of a co-opera-tion with VBH?

A good co-operation is open and trans-parent, which requires mutual trust and understanding. The partnership with VBH meets these requirements. In the every-day work we benefit from a fluent internal flow of information and quick operations. When changing the fitting for a certain product we only need one meeting with our contacts, Norbert Schwarz und Ste-fanie Buck, and the result of this single meeting applies for all other locations in all the other countries.

Are there any other VBH services you particularly appreciate?

VBH provides important expertise like the CE labelling. In the beginning of the ob-ligatory CE labelling the industry was con-fused and it was VBH who brought about a clear orientation. Partly the VBH experts provide more know-how than some of the system providers. VBH is a guarantee for clear and detailed answers and support. Also VBH invoicing is clear and reliable. You don’t have to control each matter of expense. At VBH it is all coming together.

“At VBH It Is All Coming Together”

Norbert Schwartz, regional manager sales and distribution Saarbrücken, André Maisack, Armin Degel, VBH, VBH sales force, and Stefanie Buck, back office management Hockenheim and responsible for the three UP affiliates.

After the drastic economic collapse in the last two years there are signs of recovery in the Baltic States. Neverthe-less the market develops differently but after a turbulent cleaning up and regulation of the market, Indrek Sauga, regional manager of VBH is looking forward to the future again.

Thanks to getting back the sovereignty and starting with a vibrant growth Estonia, Latvia and Lithuania succeeded in gaining entry into the European Union but then the Baltic States hit a substantial crisis in 2007. Since then the former Baltic Tiger has been fighting against high inflation rates and neg-ative growth. Indrek Sauga knows exactly the challenges of the markets mentioned. The Estonian lives in Tallinn, Estonia’s capi-tal, and works as regional manager for VBH not only for the Baltic States but also for Be-larus, Ukraine and Kazakhstan.

Mr. Sauga, how did the global finance cri-sis affect the markets of the Baltic States, Belarus and Ukraine?

The impact was dramatic. Although it dif-fers from country to country, all in all the sales of the last two years had dropped by about 25 percent. An increasingly competitive pressure started. The win-ners now are those companies which are able to offer a broad variety of goods in combination with services of high qual-ity like the warehouse management tool LOGOS, the VBH24 online shop and CE-fix. It has become obvious that the VBH services are the key factors for a success-ful business. The companies which have missed this development will be left behind.

What was the reaction of Latvia, Estonia and Lithuania?

VBH has been doing business in Latvia since 2002 and the company is the uncon-tested market leader there. To keep this position we always have to put our internal process flow to the test. At present we are optimising our logistics on the basis of a close co-operation of our Latvian and Es-tonian warehousing so we will be able to offer a broad and readily available range. Since the acquisition of Lokman in 2000 VBH has been successful in the Estonian market and has been able to quadruple the sales within a few years. In 2004 we moved into new premises in Tallinn which includes a 1,600 sqm warehouse.

Those affected most badly by the financial crisis are the Baltic States and Lithuania in particular. Last year the gross domestic product of the country dropped by about 18 percent. For this reason we estab-lished a joint venture with TBM in January. VBH and TBM are market leaders in East Europe; together they are a strong pro-vider of high-class products and services.

What do you think about the prospects in the coming years?

It looks as if Latvia and Estonia are recover-ing. Of course there won’t be double-digit growth rates in the near future like before the crisis but in Estonia we expect a restart-ing growth in 2011, the year that the Euro will be introduced. Concerning Ukraine we have to wait and watch how things develop and carry on being flexible as the markets

Slight Recovery for the Baltic States


WELTWEIT

Indrek Sauga

The team of VBH Estonia

WORLD-WIDE

are still on the move. But in the long run I expect a positive trend for the window mar-ket in Ukraine as well as in Belarus where we are well positioned. In Belarus we even expect a greater share in the market.

VBH has started business in the Caucasus region with a new foundation. According to regional manager Indrek Sauga the main focus for sales and distribution is in Georgia and Armenia, because there are already manufacturers of windows and doors. “We will support those enterprises with experi-ence, a broad product range and services

which are ideal for the everyday use to ensure their success in the long run.” He expects a medium-term positive develop-ment and the respective results for VBH Caucasus. “I think the VBH motto ‘Simply everything. Everything Simple’ will prevail in the Caucasus,” supposes Indrek Sauga. Managing director Nikoloz Bortxadze and

chief partner Vasilis Nikolaishvili are two well-experienced partners of VBH. They are responsible for the set up and expan-sion of the affiliate in Tbilisi.

15

VBH in the Caucasus Region

The storage in Tallinn (left above) - it is a so-called paperless storage, here everything is scanned (left below). Above the storage of Lokman and below the team of VBH Latvia

Magazin 02/2010 VBH

VBH in Argentinawww.vbh-holding.com

VBH in Australiawww.vbh.com.au

VBH in Austriawww.evg.at

VBH in Belaruswww.vbh.by

VBH in Belgiumwww.vbh.be

VBH in Bosnia-Herzegovinawww.vbh.ba

VBH in Bulgariawww.vbh.bg

VBH in Chinawww.vbh.com.cn

VBH in Croatiawww.vbh.hr

VBH in Cypruswww.vbh.com.cy

VBH in Czech Republic www.vbh.cz

VBH in Estoniawww.vbh.ee

VBH in Germanywww.vbh.dewww.esco-online.de

VBH in Great Britainwww.vbhgb.com

VBH in Greece www.vbh.com.gr

VBH in Hungarywww.vbh.hu

VBH in Indiawww.vbh.in

VBH in Irelandwww.vbh.ie

VBH in Italywww.vbh.itwww.cdagroup.com

VBH in Kazakhstanwww.vbh.kz

VBH in Kosovowww.vbh-kosovo.de

VBH in Kuwait www.vbh.com.kwVBH in Latvia www.vbh.lv

VBH in Lithuaniawww.vbh.lt

VBH in Malaysiawww.vbh.com.my

VBH in Mexicowww.vbh.com.mx

VBH in Montenegrowww.vbh.co.me

VBH in Netherlandswww.vbh-nl.com

VBH in Polandwww.vbh.plwww.esco.com.pl

VBH in Portugal www.vbh.com.es

VBH in Romaniawww.vbh.ro

VBH in Russiawww.vbh.ru

VBH in Serbiawww.vbh.rsVBH in Singaporewww.vbh.com.sg

VBH in Slovakiawww.vbhslovakia.sk

VBH in Sloveniawww.vbhtrgovina.si

VBH in Spainwww.vbh.com.es

VBH in Thailandwww.vbh.co.th

VBH in Turkeywww.vbh.com.tr

VBH in the United Arab Emirates www.vbhme.com

VBH in Ukrainewww.ofir.ua

VBH in Vietnam www.vbh-vn.com

vbh magazin 2/2010 magazin 2/2010 about the mobile vbh tool stations as well as the vbh union...

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