KION Americas: Similar yet different

Bender has a reason to celebrate even if the bleak economic situation in Brazil might indicate otherwise. “The cliché that every crisis brings opportunities is actually true,” he says, adding “Because of the crisis, we have made a decision that would have been inconceivable anywhere else in the world: to sell two competing brands together, namely, Linde and STILL. When you are up to your neck in water, you have no choice but to swim.”

Halma’s team is expanding its dealer network. “KION North America is the only company in our market with R&D efforts of this scale. So many new dealers are interested in becoming part of this unique opportunity,” he explains.

KION North America previously only served a niche market with a market coverage of 15 percent.

Following the introduction of a new line of counterbalance trucks, this figure is set to reach 85 percent within the next two years. The flat organizational structure at the North American headquarters in Summerville, South Carolina, plays no small part in these changes. The door to Halma’s office, which is air-conditioned to combat the blistering heat outside, is always wide open and his colleagues gather at a large oval table for briefings. “Half of our employees are new and that is what always fascinates me about my job is that we are a 100-year-old start-up,” notes Halma with a smile.

The Dematic acquisition makes KION one of the world’s largest players in the industry, but more importantly, as Bender explains, “Through us, Dematic will be able to strengthen its customer service business in Brazil. And thanks to Dematic, we will learn about projects at a much earlier stage and we can submit our bid in good time.” Halma agrees, “Dematic is a fantastic acquisition for KION. They provide us with a range of products and customer solutions that we didn’t have before. In North America, it means that we can forge partnerships with new customers. We see lots of opportunities here for synergies.”

Halma adds with a smile, “With all the changes that are happneing, I see it as my job to ensure that it is not all work and no play.” To that end, he invites employees to lunch once every quarter at Baker House. The historic home, built in the typical style of the Deep South with white rocking chairs on the veranda, is on the KION site behind the large production hall. There are steaks and burgers for everyone – hot off the grill.

Bender is unafraid to admit that he is also somewhat of an epicurean. One of his favourite places in São Paulo is Eataly, a shopping arcade that combines delicatessens and restaurants under a single roof. “Often when I have a meal there, I buy the ingredients right afterwards so I can try to cook the dish at home,” he admits. And just like Halma, his staff get something out of it as well. “I have also held company celebrations here.”