Roto Inside 28 (EN) - Page 2

2 | Roto Inside | 11.2014 Importance confirmed 66 % of those surveyed consider ‘fensterbau/frontale’ to be a very important industry event Source: forsa sample group: 184 people surveyed © Roto 11/2014 A discussion with the Roto Frank AG Board Chairman, Dr. Eckhard Keill In demand Roto Inside: You have often stressed that Roto is a company that also scrutinises so-called ‘industry standards’. This year, Roto has commissioned the Forsa Institute to research the role of fensterbau/ frontale in more detail – in your opinion, is this trade show one of these industry standards? Dr. Keill: It has become one over decades, yes. And, according to the results of the Forsa visitor survey, it has what it takes to remain the central hub for the industry in the future. In particular, the recent change in the exhibi- tors induced us to take a closer look. And the result: Those surveyed from around the world were of the view that this is the most interesting and relevant event for window and door manufacturers anywhere in the world. It is clear to us that Roto will continue to expand the exhibition service for customers in 2016. Roto Inside: In 2014, Roto participated in fensterbau/ frontale with a completely new exhibition stand concept. It was the first time that the importance of product innovations for industry-relevant trends in the market was addressed. There was also a pres- entation area for marketable development projects. How did the trade show visitors respond to these changes? Dr. Keill: During the exhibition we had the feeling that our presentations and displays were well received. After receiving the Forsa study we know that it was more successful than we expected. Roto is seen as a forward- looking, yet down-to-earth company. The fact that innova- tions are constantly flowing through to the NT modular system gives purchasing customers the confidence that they have decided on the right partner. Innovations, such as Roto OK or the numerous innovations in the Roto Door and Roto AluVision ranges impress window and door manufacturers who see Roto as a one-stop-shop. Roto is now viewed as a company that analyses and un- derstands international markets better than most others. ‘German made’, thorough, consistent, professional, close to the customer – Roto’s qualities from the perspective of the trade show visitors. Roto Inside: This surely can’t be the result of a single four-day exhibition presence ... Dr. Keill: Of course not, but what Roto offers during fensterbau/frontale reinforces this conviction. Yet, we still manage to get virtually all account managers in global field operations to Nuremberg. Window and door manufacturers – regardless of their home continent – who come to Nuremberg can meet with their familiar Roto partner there. They often even travel there together. Moreover, during the exhibition we try to pass on to visi- tors our findings from market research and international product development. Roto at fensterbau/frontale – it’s ‘All-in-one-profiles’ from blyweert alu- minium No delivery to Poland ■■ Aluminium An incorrect statement was made in issue 27 of Roto Inside which the editorial department would like to apologise for and correct at this point. The innovative ‘b-Quick profiles’ from blyweert alu- minium are currently available in Belgium, France and the Netherlands. In July, Roto Inside incorrectly announced that delivery to Poland was also possible. not just a simple product presentation, it’s an inspira- tion. And that’s not just my opinion; it’s also expressed by those who stopped by the exhibition stand in 2014 and were included in the Forsa survey. On average, a visitor stays at our exhibition stand for 43 minutes, even though Roto does not provide any food, which was viewed critically. Roto Inside: At this year’s fensterbau/frontale, Roto once again presented services, such as Roto Lean and Roto Con – why invest in the company’s non-profit services? Dr. Keill: Because Roto does not just sell products, it actively promotes partnership. For anyone who, like Roto, says ‘Yes’ to comprehensive service and the ‘close to the customer’ philosophy, the only logical step is also to give the particularly well established range of services a place at the exhibition stand. Incidentally, Forsa has also taught us that there is still a lot to do. Still too few of our purchasing customers are aware of what Roto has to offer in relation to the product. Too few are aware of what you can achieve with Roto Lean! Roto Inside: So the Forsa Institute has given you a number of ideas for improvements? Dr. Keill: If that were not the case, I would have to ask myself whether it is worth it to keep investing funds in market research in the future. We naturally also learnt where Roto has to improve and where the industry still needs to improve. In particular, the role of core trends in the construction industry, such as trends towards more convenience and energy efficiency, require research, focus and attention if possible from all industrial compa- nies and retailers, not just Roto. That was a clear result from the study. Window and door manufacturers want us to provide forward-looking advice as well as advice on trends. And this requires the sector to invest in research and reflect as a whole. Today’s industry standards may be meaningless by tomorrow, if consumers set new priorities. We need to keep an eye on whether and when this occurs and, if it does happen, discuss this with our customers at an early stage, such as at fensterbau/ frontale 2016 … Roto Inside: … at which you would personally like to see? Dr. Keill: Primarily, more good product innovations from Roto. And more ideas on core trends in the window- fabricating industry as a whole from as many industry participants as possible, including our competitors. Bull’s eye Most visitors at ‘fensterbau/frontale’ considered the number and presentation of Roto innova- tions to be just right. Source: forsa sample group: 184 people surveyed © Roto 11/2014 Well-informed On average, visitors spent 43 minutes at Roto’s exhibition stand. Source: forsa sample group: 177 people surveyed © Roto 11/2014 in percent Total Germany/ Austria/Switzerland Eastern markets Other areas in Europe in percent Exactly the right amount Too few Too many No reply given in percent Total Germany/ Austria/Switzerland Eastern markets Other areas in Europe

Roto Inside 28 (EN) - Page 2

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