DUESSELDORF, Germany—For Kloeckner Desma Elastomertechnik GmbH, a mechanical contractor and manufacturer of injection molding machinery for the rubber industry, the planning process with the client is critical.
In fact, without it, the rest of the process doesn't really matter.
"It all starts with the development process," said Martin Schurmann, chief sales and financial officer with the Fridingin, Germany-based company. "What is needed of the end user? Before we even start, we need this front-end planning of the project.
"We are very insistent that we participate in (the) development process. They could be missing opportunities to become better. How can we work out inefficiencies? We need to find the right interface for the client."
And transparency is crucial, even if it means telling a client that Desma is, perhaps, not the right business for their needs.
New clients comprise about 32 percent of total sales, Schurmann said.
Compared to other machine manufacturing companies, Desma took a minimalist approach to its booth at K 2022, with one very large injection molding press for seal-making on display—and a whole lot of industry knowledge surrounding it.
This extensive knowledge-first philosophy is what sets Desma apart, according to Michael Zaun, chief technology and operating officer with the company.
"We try to understand what is driving the client," Zaun said. "And there is more knowledge here than other locations. Finding application solutions using our knowledge sets Desma apart, fundamentally, from other companies, in the way we operate."
Desma typically serves clients in the automotive, energy, infrastructure and white goods markets.