“Specialization is a key part of our business foundation at ESCHA” Managing Director Marco Heck
Moving greentech forward together
ESCHA and Følsgaard A/S both have accumulated many years of experience, they share the same uncompromising perception of quality, and they are highly visible players in some of the same industries such as robotics and renewable energy. It is also important to mention the competencies of both companies within customized solutions.
”Our collaboration can almost be called a match made in heaven because both ESCHA and Følsgaard are strong in customer-specific solutions – ESCHA with the main focus on product development and Følsgaard on sales and consulting,” says Managing Director Marco Heck from ESCHA. ”No less than 74 per cent of our total sales consist of customer-specific products, and we have 40 specialists employed in development and testing alone. We have a range of standard products, but the vast majority are specially developed solutions, and this also applies to our collaboration with Følsgaard.”
As an example, ESCHA and Følsgaard serve large companies within wind energy, where they develop, produce, and package components like connectors for condition monitoring systems, pitch controls, brake systems, hydraulic units, control panels and data communication in wind turbines. It is a product area that has grown tremendously in recent years and together ESCHA and Følsgaard are pushing development forward.
ESCHA has state-of-the-art development and production facilities. For more than 35 years the company has been developing, manufacturing and marketing high-grade connectivity- and housing technology.
Mutual trust and clear division of roles
Collaboration can only work successfully for more than two decades if there is a clear division of roles and mutual respect. This is also the case here. While Følsgaard A/S is responsible for the continuous dialogue with the Scandinavian customers, the large research and development department at ESCHA takes over when it comes to product development.
”We see Følsgaard as a valuable bridge builder with the Scandinavian customers and their Scandinavian corporate culture on one side and our specialists at ESCHA on the other,” explains Marco Heck. ”Følsgaard adds value to the process not least because they know our products and strengths inside and out.”
At Følsgaard, Business Area Manager Henrik Kusk confirms that mutual trust and knowledge is a key to understanding collaboration.
”When we meet a customer and hear about their design wishes, we can immediately relate to what will work with a partner like ESCHA,” says Henrik Kusk. ”We are the first gatekeeper, and this saves valuable time in the process because ESCHA can get back with a prototype very quickly, often a lot faster than the customer expects.”
Partner benefits that work both ways
Følsgaard does not only act as a link – or bridge builder – between different markets and corporate cultures. Through Følsgaard, ESCHA can also be included in complete packages for large customers who want to simplify their solution flow with tailor-made kits.
”The flow can also work the opposite way,” emphasizes Managing Director Marco Heck of ESCHA. ”The salespeople from Følsgaard may see an opportunity to offer a customer tailormade products like a complete cable harness instead of ordering individual components and having them assembled from a subcontractor. At Følsgaard, they know that we can deliver a complete solution instead, and in that way, we can help them gain a stronger position in the market.”
”Partnerships with companies such as ESCHA have certainly helped to move us from mainly being a component supplier to becoming a system supplier. The deliveries can, for example, consist of ready-made, specially adapted cables combined with related components and accessories in complete packages, ”adds Henrik Kusk.
Looking forward together on all levels The ongoing communication between the ESCHA headquarters situated in Halver – 25km linear distance east of Düsseldorf – and Følsgaard in Denmark, does not only take place between the sales staff and technicians from Følsgaard and the specialists and product developers at ESCHA. It takes place at all levels, including top-level management.
”We established regular management-meetings, so we are always on the same page and agree on the general lines of the collaboration. In addition, Bent Madsen and I are in direct contact and meet up at short notice if there is a need,” says Marco Heck from ESCHA before he concludes: ”In this way, we can continuously focus on opportunities, foresee challenges and at the same time align expectations for future growth.”