"A flexible mindset is crucial"

A look inside Andreas Krinninger’s garage at home is all it takes to see how important flexibility is to him. The president at Linde MH EMEA is a mountain biking enthusiast and he has no fewer than five bikes at his disposal; he is prepared for anything. The ability to be flexible and to venture into unknown territory is also central to his work. “We have to constantly ask ourselves what capabilities our customers require and what new products and services do we need to provide,” he says, adding, “We have to continuously re-evaluate things. It’s an ongoing process and having a flexible mindset is crucial as well as a profound understanding of our customers' needs.”

Managing change within an organization is never easy, and Linde is no exception. But the KION brand is currently in a very strong position. It is the most profitable manufacturer of material handling solutions on the market with an extensive sales and service network and well trained employees. It also has a very broad and robust product range. These are all elements that customers value.

And this is how it should remain. “The change we are facing is also a huge opportunity,” says Krinninger. “We have the chance to develop an entirely new business model.” In the past, it was enough to offer the best, the fastest and the most reliable trucks but customers will want very different solutions in the future. “We want to shape this change and become a provider of complete material flow solutions.”

Differentiating the product through customisation and sustainability

"We have an opportunity to develop an entirely new business model"

Andreas Krinninger

President, Linde MH EMEA

Customized options have long been a hallmark that sets Linde trucks apart from the competition. “That said, we are still not always satisfied with our response and delivery times,” admits Krinninger. But that is going to change. “We have introduced several initiatives where we can improve response times and reduce lead times.” New online systems should help to make the broad product range more transparent and ensure that the order handling processes are better integrated. Additional employees will also provide a further boost. “With these measures, we hope we can offer a much enhanced service to customers in 2017.”

In addition to product quality and service, sustainability is also steadily becoming an important factor for customers. It is also a key sales argument. “There are certain requirements that we must fulfil. Beyond that, it is my belief that we should always act with sustainability in mind, in everything we do. For our customers, employees and shareholders as well as for the environment. It is why corporate responsibility plays a key role in the decisions the Linde management team makes,” explains Krinninger.

Synergies with Dematic offer an opportunity

Krinninger sees the acquisition of Dematic as a huge opportunity for Linde since it will allow the KION brand to transition from being merely a truck manufacturer to a warehouse solutions provider. And, as part of the change, he sees the potential for harnessing lots of synergies with the automation specialist. The president at Linde MH EMEA is excited about the future. “We now have all kinds of new opportunities for creating value for our customers and for clearly differentiating ourselves in the market.”

"We want to shape this change and become a provider of complete material flow solutions"

Andreas Krinninger

President, Linde MH EMEA

Helping to shape this change is fascinating for Krinninger. Ultimately, he wants to set the company on the right course so that it will be as relevant to customers in 10 to 15 years as it is today. “In Europe, Linde has been successful the last several years and we have continually improved our results. Yet, the factors that made us successful in the past are not necessarily the same ones that will make us successful in the future,” he says.

Krinninger relies on the people around him, just as he does when he’s mountain biking. And not just because of the support they provide. “A collaborative effort is simply more enjoyable!”


Linde MH EMEA - President A. Krinninger

"Change is always a chance to improve"

Asia is diversity