Roto Inside 24 (EN)

| 11 Kovinoplast visits Leinfelden “Bosnia and Herzegovina hopes to join the EU” ■■ Event Blago Kvesić, managing director of the Kovinoplast trading company based in Herzegovina, paid a visit to the Roto works in Leinfelden along with some of his colleagues. Following an in-depth tour of the works, he delivered a report to Roto Inside about the economic situation in his homeland, and about the hopes that the entrepreneurs and the people of his country have in relation to joining the EU. In 2001 at the age of 45, Blago Kvesić got to know Roto better. In April he, his team and his son Marko visited the Roto works in Leinfelden. “We feel that we are part of the Roto family.” In 2001 at the age of 45, Blago Kvesić got to know Roto better. “Since then, I have repeatedly visited the works in Lövő and Kalsdorf in order to gather first-hand information about new products and manufacturing processes,” he reported, “and my visit here in Leinfelden today has once again emphasised the strengths that our partner Roto can offer us.” The measure of all things In particular, the larger window manufacturers who produce windows in Bosnia and Herze- govina for export rely greatly on Roto or at least one of the other hardware manufacturers from Germany. “In our market, Roto really is the measure of all things, and we work together with Martin Graé’s team to maintain this good image. And because the country’s large window manufacturers trust us, the small ones also prefer Roto, even if things are not easy for them at the moment.” The residential property market is a buyer’s market The countries to the east of the Adriatic are still only recovering very slowly from the conse- quences of the Balkans conflict and the recent financial crisis. In Bosnia and Herzegovina alone, buyers are currently being sought for 15,000 flats with an average price of 782 euros per square metre. “Most private households can’t even afford this price, nor can they invest in property to the desired extent. In our country, the average wage is around 420 euros and the present trend is actually on the downturn. At least 50% of a family’s income is needed for food. According to the most recent figures, the GDP per inhabitant is 6035 US$ (which puts the country in 97th place globally).” Growing in Europe Like many people in his country, Blago Kvesić is hoping that joining the EU will result in momentum for growth. “The exporting companies – includ- ing those in the windows sector – are already an important motor for the national economy, which will hopefully be able to become even more dynamic once accession is complete.” And what goals is Kovinoplast pursuing itself? “Above all, we want to grow with Roto. Today we supplyabout 100 large and small manufac- turers in the country with hardware for PVC and timber windows and doors. We want to support and strengthen them, and in so doing help them to themselves become market leaders in Bosnia and Herzegovina. We already feel that we are part of the Roto family. That goes for both myself and my son, who has also accompanied me to Leinfelden. Together we want to be a reliable and constantly innovative partner to our customers. We can achieve that with the best technology available, namely that from Roto.” Roto service in the region growing Blago Kvesić says that the partnership with Roto has improved very decisively over the past two years. “Thanks to the consultants that we now have locally, we have direct access Blago Kvesić regards visits to the works in Lövő, Kalsdorf and now Leinfelden as important to his team’s further training. to the specialists in all product areas and the development centres of Roto. This allows us to really bring all the innovations – the entire Roto range – closer to our customers.” This is thanks to a decision that was taken two years ago in Leinfelden: The aim was to improve service to customers in the eight countries of the Eastern Adriatic region (Slovenia, Croatia, Serbia, Bosnia and Herzegovina, Macedonia, Kosovo, Montene- gro and Albania) by building up a dedicated sales organisation for these countries. This was intended to provide support from Roto specialists to this trading company, which has been operating in the region for over 20 years. Five of these specialists are now visiting win- dow manufacturers, and in so doing are helping to pass on knowledge of modern hardware tech- nology in that market region. Martin Graé, who until April 2011 was an authorised representative and sales manager at Roto Gluske-BKV, was tasked with setting up the appropriate specialist teams. A diversity of cultures “An exciting job that has greatly expanded my personal horizons,” is how Martin Graé summed it up in a talk with Roto Inside, pointing out that in no other region on the European continent can so many different ethnic groups be found concentrated in such a small area as along the eastern Adriatic. “Here, multicultural living shapes not just leisure time but normal everyday life. As a German, you first need to experience and understand that if you want to successfully support your customers.” The full Roto range available from dealers Graé demands the same from himself as he also demands from his sales colleagues: “All of them can empathise with the mentality of the various Martin Graé’s five colleagues, from left to right: Dušan Strle, Andrej Žnidaršič, Matej Škulj, Janez Palčič und Mladen Ivezić. population groups and at the same time embody the Roto identity, for which there is great affec- tion in all of the market region’s countries and among all ethnic groups.” Whether it’s Tilt&Turn expertise from Leinfelden, aluminium know-how and door experience from Velbert and Kalsdorf, or logistics and service in Lövő – our business partners from Slovenia to Macedonia enjoy the service availability of Roto’s people. Blago Kvesić has found that “many window manufacturers regard Roto products as the non plus ultra, and the support provided by us and our Roto colleagues as quick and flexible. That’s why in Bosnia and Herzegovina and the neighbouring countries, the Roto brand enjoys a first-class reputation.” Close at hand and near to the customer Roto Market Director Martin Graé has also noticed the highly positive reception that his team’s efforts have received: “Since our partners have access to the full service and all Roto loca- tions, they appreciate the power of the brand even more. That’s because even though many people in the region are having a hard time eco- nomically speaking, money that family members are earning abroad is nevertheless still coming into the country. And where possible, this money is being invested for the future – preferably in property.” Blago Kvesić and Roto Market Director Martin Graé take every opportunity to discuss solutions that will meet the needs of the countries of the eastern Adriatic.

Roto Inside 24 (EN)

Pages