The what is more important than the how

We score highly in the industry thanks to our many years of experience, which makes us specialists, especially when it comes to special requirements. We provide end customers with everything from a single source and in top quality. At the same time, we serve a market niche. Our main advantage, for example, is our unrestricted overall height. This clearly sets us apart from the competition. We have already realized many successful projects together with our partners and customers. This creates trust and the certainty that you can rely on us 100 %.

MFL: What can we expect from your company in the coming year? New strategies, investments, objectives?Pfeifer: We are planning a lot for the future, but we don't want to give anything away at the moment. Our strength clearly lies in technical innovations. There is still a lot of potential here in the coming years, which we would like to exploit together with our employees, partners and customers. Because only together can we develop sustainably.

Two questions for Uwe Berg, Sales Manager Rauscher F.X.

Material flow: The product that warehouse and shelving technology providers sell is usually perfect, sophisticated and not dissimilar to that of the competition. How do you differentiate yourself on the market? Is it the price, the marketing, the aftersales or the technical innovation that tips the scales in favor of the order?

Uwe Berg, Sales Manager at Rauscher F.X. Franz X. Rauscher KG, based in Thannhausen, Germany, offers a range of storage technology with modular shelving systems from simple boltless shelving to turnkey multi-storey systems. With 80 employees, the company generates a turnover of around 20 million euros (2013) in the areas of warehouse technology, steel construction and powder coating. Photo: Franz X. Rauscher

All shelving systems are similar in design. It's the quality that makes the difference. In the decision-making process, this is unfortunately too often less important than the price. In the competition between equivalent systems, customers differentiate between factors such as competent project management, punctual delivery, expert advice and, above all, how individually and efficiently the system can solve their logistics tasks. These factors often tip the scales when it comes to awarding a contract.

MFL: What can we expect from your company in the coming year? New strategies, investments, objectives?Berg: Our shelving technology is changing unspectacularly, but continuously. Trends influence customer processes and these in turn influence our product development. This is a constant challenge for us shelving manufacturers and will not change in 2017. It is important not to lose sight of our core competence for solutions with an absolutely modular shelving system amidst the diversity of customer requirements. We will therefore continue to focus on the consistent expansion of our tried-and-tested system. Many customer-specific solutions that are developed from practical experience and for practical use have already been and will continue to be incorporated into this overall system as new solutions, products or accessories.

Martin Schrüfer