{"id":17388,"date":"2023-06-01T10:50:00","date_gmt":"2023-06-01T08:50:00","guid":{"rendered":"https:\/\/sw.fst.com\/magazine\/2025\/07\/uspech-je-cesta\/"},"modified":"2025-07-30T16:14:35","modified_gmt":"2025-07-30T14:14:35","slug":"uspech-je-cesta","status":"publish","type":"post","link":"https:\/\/sw.fst.com\/magazine\/cs\/2023\/06\/uspech-je-cesta\/","title":{"rendered":"\u00dasp\u011bch je cesta"},"content":{"rendered":"\n

„\u00dasp\u011bch je cesta, ne c\u00edl.“ T\u00edmto cit\u00e1tem Marka Twaina zah\u00e1jil Michael Link, prezident prodeje General Industry (GI), dvoud\u00edlnou obchodn\u00ed konferenci po\u0159\u00e1danou spole\u010dnost\u00ed Freudenberg Sealing Technologies (FST). Severoamerick\u00fd obchodn\u00ed t\u00fdm se se\u0161el v polovin\u011b b\u0159ezna v USA, zat\u00edmco evropsk\u00fd, \u010d\u00ednsk\u00fd a indick\u00fd t\u00fdm se se\u0161el na konci b\u0159ezna ve \u0160pan\u011blsku. Bylo to poprv\u00e9 od roku 2018, kdy se zam\u011bstnanci se\u0161li osobn\u011b ve velk\u00e9 skupin\u011b. Mimo\u0159\u00e1dn\u011b cenn\u00e1 byla tak\u00e9 \u00fa\u010dast vedouc\u00edch diviz\u00ed a kl\u00ed\u010dov\u00fdch partner\u016f funkc\u00ed skupiny FST – zejm\u00e9na s ohledem na nov\u00e9 t\u0159\u00edlet\u00e9 strategick\u00e9 obdob\u00ed, kter\u00e9 za\u010d\u00edn\u00e1 v roce 2024. <\/p>\n\n

Link ocenil sv\u00e9 prodejn\u00ed t\u00fdmy jako glob\u00e1ln\u011b koordinovan\u00e9, ale region\u00e1ln\u011b nez\u00e1visl\u00e9 podnikatele, kte\u0159\u00ed maj\u00ed pot\u0159ebn\u00e9 odborn\u00e9 znalosti a porozum\u011bn\u00ed k \u00fasp\u011b\u0161n\u00e9 lok\u00e1ln\u00ed implementaci glob\u00e1ln\u00edch segmentov\u00fdch strategi\u00ed spole\u010dnosti Sales GI. „P\u0159esto\u017ee glob\u00e1ln\u00ed trendy, jako je udr\u017eitelnost, obnoviteln\u00e9 zdroje energie a automatizace, nut\u00ed mnoho oblast\u00ed k transformaci a n\u011bkdy vy\u017eaduj\u00ed zcela jin\u00e9 produkty nebo syst\u00e9my, v\u011b\u0159\u00edme, \u017ee z\u00e1sobn\u00edk projekt\u016f na\u0161ich 13 r\u016fzn\u00fdch segment\u016f je velmi dob\u0159e napln\u011bn,“ \u0159ekl Link. S v\u00edce ne\u017e 60 procenty \u00farovn\u011b prodeje v roce 2022 je tento projektov\u00fd pipeline na rekordn\u00ed \u00farovni a je tak\u00e9 p\u0159\u00edslibem siln\u00e9ho r\u016fstu nad trhem v p\u0159\u00ed\u0161t\u00edch letech. <\/p>\n\n

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Poprv\u00e9 od za\u010d\u00e1tku pandemie se zam\u011bstnanci GI v Evrop\u011b setkali s …<\/figcaption><\/figure>\n\n\n\n
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… a USA na osobn\u00ed v\u00fdm\u011bnu.<\/figcaption><\/figure>\n<\/figure>\n\n

Vytvo\u0159en\u00ed transparentnosti<\/h2>\n\n

„Rozhoduj\u00edc\u00edmi faktory,“ \u0159\u00edk\u00e1 Link, „jsou trval\u00e9 d\u016fsledn\u00e9 slad\u011bn\u00ed na\u0161eho produktov\u00e9ho portfolia s v\u00fdhodami pro z\u00e1kazn\u00edky a trval\u00e1 a \u00fazk\u00e1 v\u00fdm\u011bna informac\u00ed s vedouc\u00edmi centry v oblasti konkurenceschopnosti.“ Digit\u00e1ln\u00ed n\u00e1stroje umo\u017e\u0148uj\u00ed transparentnost a efektivn\u00ed dialog mezi partnery. „To n\u00e1m d\u00e1v\u00e1 p\u0159\u00edle\u017eitost prom\u011bnit slo\u017eitost pr\u016fmyslov\u00e9ho podnik\u00e1n\u00ed spole\u010dnosti FST s v\u00edce ne\u017e 100 r\u016fzn\u00fdmi hlavn\u00edmi aplikacemi v konkuren\u010dn\u00ed v\u00fdhodu.“ <\/p>\n\n

Prov\u00e1d\u011bn\u00ed strategie GI se uk\u00e1zalo b\u00fdt pro prodejn\u00ed t\u00fdmy velmi n\u00e1ro\u010dn\u00e9, zejm\u00e9na v posledn\u00edch letech. Bylo t\u0159eba p\u0159ekonat pandemii a r\u016fzn\u00e9 ekonomick\u00e9 a geopolitick\u00e9 ot\u0159esy. <\/p>\n\n

Nap\u0159\u00edklad komunikace se z\u00e1kazn\u00edky musela b\u00fdt kv\u016fli pandemii ob\u010das digit\u00e1ln\u00ed. Zam\u011bstnanci d\u016fsledn\u011b a opakovan\u011b vyjedn\u00e1vali se z\u00e1kazn\u00edky, aby mohli p\u0159en\u00e9st rostouc\u00ed n\u00e1klady na energie a materi\u00e1l. Krom\u011b toho \u010detn\u00e9 v\u00fdluky souvisej\u00edc\u00ed s pandemi\u00ed a p\u0159eru\u0161en\u00e9 dodavatelsk\u00e9 \u0159et\u011bzce vy\u017eadovaly proaktivn\u00ed \u0159\u00edzen\u00ed dod\u00e1vek v \u00fazk\u00e9 spolupr\u00e1ci se v\u0161emi vedouc\u00edmi st\u0159edisky a z\u00e1kaznick\u00fdm servisem. „Tato tour de force byla nakonec z\u00e1kladem pro dal\u0161\u00ed rekordn\u00ed rok 2022,“ \u0159ekl Link. A pokra\u010doval: „Pr\u00e1v\u011b tato rychl\u00e1 a \u00fasp\u011b\u0161n\u00e1 adaptace na m\u011bn\u00edc\u00ed se podm\u00ednky ukazuje, \u017ee dok\u00e1\u017eeme dost\u00e1t na\u0161\u00ed hlavn\u00ed z\u00e1sad\u011b p\u0159izp\u016fsobivosti ve spole\u010dnosti Sales GI – ka\u017ed\u00fd ve sv\u00e9 osobn\u00ed a d\u016fle\u017eit\u00e9 roli.“ <\/p>\n\n

Claus M\u00f6hlenkamp, v\u00fdkonn\u00fd \u0159editel FST, na \u00favod sv\u00e9 prezentace pod\u011bkoval \u00fa\u010dastn\u00edk\u016fm za jejich velmi \u00fasp\u011b\u0161nou pr\u00e1ci. Spole\u010dnost pro\u0161la pandemi\u00ed dob\u0159e a v\u00fdhled do budoucna je velmi slibn\u00fd, \u0159ekl. <\/p>\n\n

Pr\u016fmyslov\u00e9 podnik\u00e1n\u00ed je zpo\u010d\u00e1tku m\u00e9n\u011b ovlivn\u011bno procesem transformace technologi\u00ed pohon\u016f, kter\u00fdm v sou\u010dasn\u00e9 dob\u011b proch\u00e1z\u00ed automobilov\u00fd pr\u016fmysl. I zde v\u0161ak doch\u00e1z\u00ed ke zm\u011bn\u00e1m a p\u0159\u00edpadn\u00e9 ztr\u00e1ty prodeje by musely b\u00fdt kompenzov\u00e1ny nov\u00fdmi obchody. Jako slibn\u00e9 p\u0159\u00edklady M\u00f6hlenkamp uvedl produkty pro vod\u00edkov\u00e9 aplikace, palivov\u00e9 \u010dl\u00e1nky, \u0159\u00edzen\u00ed bateri\u00ed a elektrolyz\u00e9ry. Elektrolyz\u00e9ry lze pou\u017e\u00edt k v\u00fdrob\u011b vod\u00edku a podle M\u00f6hlenkampa pro n\u011b FST dod\u00e1v\u00e1 r\u016fzn\u00e9 komponenty. Nap\u0159\u00edklad v syst\u00e9mu o v\u00fdkonu deseti megawatt\u016f je instalov\u00e1no p\u011bt a p\u016fl kilometru t\u011bsnic\u00edch profil\u016f. Obchod v tomto segmentu se proto vyv\u00edj\u00ed pozitivn\u011b. Spole\u010dnost FST je na vzestupu tak\u00e9 v oblasti sol\u00e1rn\u00ed a v\u011btrn\u00e9 energie. M\u00f6hlenkamp rovn\u011b\u017e zm\u00ednil velmi vysokou m\u00edru inovac\u00ed spole\u010dnosti FST: \u010dtvrtina v\u00fdrobk\u016f dod\u00e1van\u00fdch spole\u010dnost\u00ed FST je mlad\u0161\u00ed ne\u017e \u010dty\u0159i roky. <\/p>\n\n

Vyzval prodejn\u00ed t\u00fdm, aby vedle obchodu s v\u00fdrobci a jejich dodavateli rozv\u00edjel tak\u00e9 servisn\u00ed \u010dinnost. To slibuje dobrou n\u00e1vratnost bez nutnosti vysok\u00fdch investic. V t\u00e9to souvislosti odk\u00e1zal na \u00fasp\u011b\u0161n\u00fd model konkuren\u010dn\u00ed spole\u010dnosti Trelleborg. Podle n\u011bj je servisn\u00ed \u010dinnost m\u00e9n\u011b cyklick\u00e1, a proto m\u00e9n\u011b zraniteln\u00e1. <\/p>\n\n

Nov\u00e9 strategick\u00e9 obdob\u00ed, kter\u00e9 bude platit od roku 2024, zahrnuje jihov\u00fdchodn\u00ed Asii jako nov\u00fd c\u00edlov\u00fd region. Krom\u011b \u010c\u00edny a Indie se spole\u010dnost FST hodl\u00e1 v budoucnu zam\u011b\u0159it tak\u00e9 na Thajsko, Vietnam, Malajsii a Indon\u00e9sii. Spole\u010dnost FST je p\u0159ipravena investovat do nov\u00fdch trh\u016f a region\u016f zna\u010dn\u00e9 \u010d\u00e1stky. V \u010c\u00edn\u011b se v sou\u010dasn\u00e9 dob\u011b nepl\u00e1nuj\u00ed \u017e\u00e1dn\u00e9 dal\u0161\u00ed akvizice, ale spole\u010dnost o\u010dek\u00e1v\u00e1 dal\u0161\u00ed r\u016fst i v t\u00e9to zemi. <\/p>\n\n

Zam\u011b\u0159en\u00ed na z\u00e1kladn\u00ed komponenty<\/h2>\n\n

M\u00f6hlenkamp ve sv\u00e9 prezentaci uk\u00e1zal v\u00fd\u0148atky ze strategick\u00e9 knihy FST, v n\u00ed\u017e jsou v\u00fdrobky hodnoceny od uveden\u00ed nov\u00e9ho v\u00fdrobku na trh a\u017e po sc\u00e9n\u00e1\u0159e vy\u0159azen\u00ed. V\u00fdrobky, kter\u00e9 trh v budoucnu ji\u017e nebude popt\u00e1vat, mus\u00ed b\u00fdt podle n\u011bj nahrazeny inovacemi. Podle jeho n\u00e1zoru je d\u016fle\u017eit\u00e9 m\u00edt siln\u00e9 strategick\u00e9 zam\u011b\u0159en\u00ed, zejm\u00e9na pokud jde o nov\u00e9 obchody. FST se chce soust\u0159edit na podstatn\u00e9 komponenty a ne „tan\u010dit za v\u0161ech okolnost\u00ed“. FST mus\u00ed p\u0159edev\u0161\u00edm nab\u00edzet z\u00e1kazn\u00edk\u016fm p\u0159idanou hodnotu ve srovn\u00e1n\u00ed s konkurenc\u00ed. <\/p>\n\n

Celkov\u011b je podle M\u00f6hlenkampa obchod s pr\u016fmyslem pro FST velmi d\u016fle\u017eit\u00fdm pil\u00ed\u0159em. Obrat z t\u011bchto 13 segment\u016f by m\u011bl do roku 2035 vzr\u016fst na 1,3 miliardy eur. <\/p>\n\n

V odpov\u011bdi na ot\u00e1zku z publika, zda se FST hodl\u00e1 st\u00e1hnout z \u010c\u00edny, M\u00f6hlenkamp ujistil, \u017ee tomu tak v \u017e\u00e1dn\u00e9m p\u0159\u00edpad\u011b nen\u00ed. Obchod tam byl dobr\u00fd a ziskov\u00fd a pl\u00e1noval se dal\u0161\u00ed r\u016fst. Spole\u010dnost FST v\u0161ak pl\u00e1nuje otev\u0159\u00edt dal\u0161\u00ed trhy v n\u011bkter\u00fdch zem\u00edch jihov\u00fdchodn\u00ed Asie a z\u0159\u00eddit tam v\u00fdrobn\u00ed za\u0159\u00edzen\u00ed pro m\u00edstn\u00ed trhy. <\/p>\n\n

V dal\u0161\u00edm pr\u016fb\u011bhu konference p\u0159edstavili vedouc\u00ed sektor\u016f sv\u00e9 oblasti, zat\u00edmco vedouc\u00ed diviz\u00ed FST hovo\u0159ili o aktu\u00e1ln\u00ed situaci v jednotliv\u00fdch diviz\u00edch a vedouc\u00edch st\u0159edisc\u00edch. Z\u00e1stupci jednotliv\u00fdch podnikov\u00fdch vedouc\u00edch funkc\u00ed poskytli informace o sv\u00fdch \u00fakolech a budouc\u00edch projektech. V n\u00e1vaznosti na prezentace byli \u0159e\u010dn\u00edci druh\u00fd den k dispozici, aby v mal\u00fdch skupin\u00e1ch odpov\u00eddali na ot\u00e1zky a definovali spole\u010dn\u00e9 strategick\u00e9 sm\u011b\u0159ov\u00e1n\u00ed pro roky 2024 a\u017e 2026. To zahrnovalo vznikaj\u00edc\u00ed omezen\u00ed per- a polyfluoroalkylov\u00fdch l\u00e1tek (PFAS) v Evropsk\u00e9 unii (EU) a rizika, kter\u00e1 by to mohlo v p\u0159\u00ed\u0161t\u00edch letech p\u0159edstavovat pro FST. Ot\u00e1zky zahrnovaly i dal\u0161\u00ed mezioborov\u00e1 t\u00e9mata, jako je \u0159\u00edzen\u00ed inovac\u00ed, rozvoj podnik\u00e1n\u00ed, n\u00e1vrh smluv a rozvoj zam\u011bstnanc\u016f. <\/p>\n

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\r\n \r\n <\/i>\r\n <\/a>\r\n <\/span>\r\n<\/div><\/div>","protected":false},"excerpt":{"rendered":"

„\u00dasp\u011bch je cesta, ne c\u00edl.“ T\u00edmto cit\u00e1tem Marka Twaina zah\u00e1jil Michael Link, prezident prodeje General Industry (GI), dvoud\u00edlnou obchodn\u00ed konferenci po\u0159\u00e1danou spole\u010dnost\u00ed Freudenberg Sealing Technologies (FST). Severoamerick\u00fd obchodn\u00ed t\u00fdm se…<\/p>\n","protected":false},"author":3,"featured_media":17391,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"inline_featured_image":false,"footnotes":""},"categories":[915,1296],"tags":[1482],"powerkit_post_featured":[],"class_list":["post-17388","post","type-post","status-publish","format-standard","has-post-thumbnail","category-globalni","category-zakaznicke-vrstvy","tag-cislo-03_2023-d"],"_links":{"self":[{"href":"https:\/\/sw.fst.com\/magazine\/cs\/wp-json\/wp\/v2\/posts\/17388","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/sw.fst.com\/magazine\/cs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/sw.fst.com\/magazine\/cs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/sw.fst.com\/magazine\/cs\/wp-json\/wp\/v2\/users\/3"}],"replies":[{"embeddable":true,"href":"https:\/\/sw.fst.com\/magazine\/cs\/wp-json\/wp\/v2\/comments?post=17388"}],"version-history":[{"count":1,"href":"https:\/\/sw.fst.com\/magazine\/cs\/wp-json\/wp\/v2\/posts\/17388\/revisions"}],"predecessor-version":[{"id":17392,"href":"https:\/\/sw.fst.com\/magazine\/cs\/wp-json\/wp\/v2\/posts\/17388\/revisions\/17392"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/sw.fst.com\/magazine\/cs\/wp-json\/wp\/v2\/media\/17391"}],"wp:attachment":[{"href":"https:\/\/sw.fst.com\/magazine\/cs\/wp-json\/wp\/v2\/media?parent=17388"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/sw.fst.com\/magazine\/cs\/wp-json\/wp\/v2\/categories?post=17388"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/sw.fst.com\/magazine\/cs\/wp-json\/wp\/v2\/tags?post=17388"},{"taxonomy":"powerkit_post_featured","embeddable":true,"href":"https:\/\/sw.fst.com\/magazine\/cs\/wp-json\/wp\/v2\/powerkit_post_featured?post=17388"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}