2017-03-01
"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
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.”