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2020 Issue 1 VEREINBARKEIT VON PRIVATEM UND BERUFLICHEM valvescommunity® Your update on HEROSE GROUP Cover story With Area Sales Manager Malki en route Interview What the new Sales Director Florian Lude is planning Technology The test facility is now more eﬃ cient than ever With the Area Sales Manager en route "There is no substitute for personal contact" – says HEROSE Area Sales Manager Maikel Malki. Maikel Mali travels around 40,000 kilo- metres a year in his car. In addition he covers almost the same distance by plane – and he could now write his own travel guide about hotels in his sales area: that is how often the 30-year-old spends the night away. Like Maikel Malki, this applies to the other nine Area Sales Managers from HEROSE: their territory is not just the desk, but also the wide world of customers. They need to be informed, supported – customer loyalty in the best sense – and customers to be newly won. Florian Lude, HEROSE Sales Director: "Despite the ever increasing digital com- munication and the sales opportunities that the internet oﬀ ers us, personal con- tact with our customers and partners re- mains an important part of our work." Maikel Malki is responsible for HEROSE customers in Northern Germany, the Czech Republic, the Slovak Republic, the Balkans, Greece and Malta. He is a typical HEROSE "home-grown" employ- ee: As a student in the assembly, then apprenticeship as an industrial clerk, and ﬁ nally business studies after work. Since 1 January 2018 Malki has been Area Sales Manager, a job that he enjoys. "It is the contact with people that I like", he says: "The challenges of the job, the variety, the good feeling after successful transactions. And I'm just happy when I can help and advise customers." Cryogenic is the number one topic even in the Slovak Republic It is Monday morning, 6.50 a.m., Hamburg Airport. Maikel Malki sits in the Eurowings plane to Vienna. He is targeting various customers in Slovakia. "Actually, our lo- cal representative Václav Vlček should be accompanying me, but unfortunately he is ill." The rental car takes around 90 minutes from Vienna Airport to the town of Malacky. There Malki visits a com- pany that has been commissioned by Dear readers, we can still develop good products – if we don‘t sell them, all our eﬀ orts will have been in vain. That is why this issue‘s current cover story is all about sales. We accompanied Area Sales Manager Maikel Malki on a business trip and with Florian Lude we present our new Sales Director – together with his sales team. I am very happy about the award in the competition "Hamburg‘s Best Employers 2020". This honour conﬁ rms what we practised at HEROSE for a long time: that together with our employees we ﬁ nd individual solutions for the optimal compatibility of private and professional interests. Enjoy reading the magazine. Dirk M. Zschalich Managing Director

Cover story the Slovakian service company Infer to carry out overhauls and inspections of HEROSE safety valves in Linde air separation plants. Malki has brought the necessary tools with him, introduces the HEROSE VALVIO sizing software to the company boss and offers him the opportunity to qualify himself as a certified service partner of HEROSE. Another appointment on this day is scheduled in the Slovakian capital of Bratislava at the Slovakian subsidiary of an Austrian dealer of industrial valves. 80 percent of the HEROSE valves sold in Slovakia go to the cryogenic sector. Over a cup of tea, Malki presents new developments that are of interest to the Slovakian market. The conversation takes place in a familiar setting, you have a laugh, you know each other. It is 6:30 p. m. The visits for today are over. Malki calls the sick Václav Vlček from the hotel and informs him about the results of the day. "Vlček has been work- ing for HEROSE for more than 20 years and looks after customers in Slovakia as well as in the Czech Republic, Ukraine and parts of Russia. Whenever I'm on the road with him, two or three times a year, I notice how well he is regarded by customers. He is warmly welcomed everywhere, he is a representative and does things by the book". Malki looks after the customers in Northern Germany, Greece and Malta personally, and in other countries like Slovakia there are local representatives like Václav Vlček who are the customer. Malki is a businessman with technical knowledge. If he is unable to answer a customer's question, "I will either consult the product manager or our technical customer service in Bad Oldesloe.” the first contact to Maikel Malki and Ralf Dankert-Paulsen visit MEYER WERFT in Papenburg together Next morning he flies back to Hamburg. Two days later, Malki is on his way to Papenburg in his company car. There MEYER WERFT is a specialist in the construction of cruise ships. More and more new ships are being ordered with LNG propulsion. HEROSE is associated with MEYER WERFT through a frame- work agreement. Maikel Malki: HEROSE, supplying around 350 valves from DN 15 to DN 200, contributed to the construc- tion of the AIDAnova, the first cruise ship with exclusively LNG propulsion". Deliver- ies for another four ships followed – and MEYER is currently planning a total of 13 LNG-powered new ships – well into the 2020s. MEYER WERFT has become an important HEROSE customer in the area Aerial view of MEYER WERFT in Papenburg Shiny ship space of low-emission propulsion models. Malki: "At least once a week we talk on the phone and I am personally on site every two or three months." Malki's colleague Ralf Dankert-Paulsen is with us today. As Area Sales Manager he is responsible for MEYER WERFT in Turku, Finland. The two-hour conversation is about nu- merous coordination questions and technical details. Examples: "In Turku and Papenburg, the pipe dimensions are assessed according to different standards", says Maikel Malki, "namely according to ASME in Papenburg and DIN in Turku. This must be considered with the selection of the welding ends of the pipes, among other things". And there is also the question of whether the 2 valvescommunity 1/2020 HEROSE GMBH

They sell all over the world They call themselves Area Sales Manager – the HEROSE employees who ensure that the products of the Bad Oldesloe company are sold worldwide. In the following list, we will introduce these men to you and with an indication of their sales areas. Klaus Erlenkamp Among other things, is responsible for Southern Germany, Switzerland and Austria Ralf Dankert- Paulsen Among other things, is responsible for Scandinavia and the Middle East Sankalp Tiwari Is responsible for India Volker Maass Among other things, is responsible for Benelux and South America Guoyong Zhou Is responsible for China Maikel Malki Among other things, is responsible for Northern and East Germany and the Eastern European countries Florian Lude Sales Director of HEROSE Spencer Jenner Among other things, is responsible for Australia and South East Asia manometer globe valves supplied by HEROSE have the necessary certifica- tions was also answered positively. We say goodbye – until next time. Malki and Dankert-Paulsen take stock on the footpath to the visitor's car park: "We were able to clarify all technical questions and the personal contact as well as the busi- ness relationship has been intensified. Régis Dorner Is responsible for France and the Maghreb states Keith Stewart Among other things, is responsible for the UK, South Africa, USA, Canada, Mexico Javier Gorriz Among other things, is responsible for Spain and Portugal valvescommunity 1/2020 HEROSE GMBH 3

Interview "Changing markets demand changes ..." Florian Lude, 35, has been Sales Director at HEROSE since 1 October 2019. vc spoke to the native Hamburger about his first 100 days in Bad Oldesloe, his plans and hobbies. International career Florian Lude started his professional career at Jungheinrich in Hamburg. After completing a dual degree in business administration, he went to Thailand in 2009 and later to Singapore. In addition to local projects, his main responsibilities were regional, with the focus on India and Southeast Asia. After moving to the Hamburg company Hauni in Singapore, Lude returned to Germany in 2015 and moved to Jenoptik Advanced Systems in Wedel, where, as Sales Director he had been responsible for the global sales activities of his business unit from 2017 to 2019. Thanks to Volker Maass When Florian Lude started work, a one-year interim solution came to an end, in which the former HEROSE Sales Director, Volker Maass again ran the business. Dirk Zschalich, the company's Managing Director, said on the occasion of the change of staff: "I would like to expressly thank Volker Maass, who, in addition to his day-to-day business as Area Sales Manager, has also taken on the tasks of the Sales Director. I know that has imposed on him an immense burden. Fortunately, during this time he was able to rely on the cooperation of all his colleagues from the internal sales and field service. "Volker Maass is now concentrating wholly on his role as Area Sales Manager for North Rhine-Westphalia, Benelux, Italy and South America. Maass: "I will also try to expand the market for HEROSE INDUSTRY products in North America." Florian Lude at his desk vc: What is your conclusion after the first 100 days? Florian Lude: My main concern during this period was to get to know my sales colleagues, the products and the processes that take place in the company. From the first day onwards I was impressed by the professiona- lism displayed in the company. I also found it stimulating to work as a global market leader which is also a family run business. Here the short distances and the harmonious working atmosphere are the best prerequisites for efficient working. I also found that you feel even more responsibility towards a family- run company than towards anonymous shareholders. marketing and customer service. The aim is to harmonise and standardise products, services and processes within the HEROSE GROUP. And finally the international aspect: In order for us to continue growing world- wide, we have to further internationalise our sales team. Whether in Thailand or Chile – it would be ideal if customers worldwide received technical and commercial answers to our products in their normal business hours and in their language. vc: Which markets will play an important role in the next few years? Lude: The focus continues to be on Asia and North and South America. vc: How do you plan to align sales at HEROSE in the next few years? vc: After the long working days – how do you relax? Lude: I was and still am a HSV fan with a season ticket. Even if it has not always been a pleasure in recent years – the Volksparkstadion is almost my second home. Lude: As good as it has gone so far with us – changing markets and customers place high demands on companies and their agility; these require adjustments. The nice thing is that at HEROSE we have all the means and requirements to continue to be successful. The adjustments will affect the organisa- tion of sales as well as the sales-related areas of product management, 4 valvescommunity 1/2020 HEROSE GMBH

Internal The test facility is now more efficient than ever Installation of a large nitrogen tank and a new pipe system. Welding work on the new pipe system The modifications to the HEROSE test lab can already be seen from the out- side: the previous tank for nitrogen with a capacity of 3,500 litres was replaced by a larger one with three times the volume – a new, vacuum-insulated pipe system also ensures that less nitrogen evaporates on the way to the test bench due to heat in- put. Matthias Reinhardt, Head of Custo- mer Service and the test lab: "With the previous, smaller tank, the trailer came up to three times a week at peak times, now it is enough for the tank to be refilled every ten to 14 days. In addition, the fil- ling time for the pre-cooled container has been reduced by 60 percent." Matthias Reinhardt on the reasons for the increasing nitrogen demand: "With the entry of HEROSE as a supplier of valves for LNG-powered ships, additional requirements of the classification socie- ties for the testing of valves have arisen." Consequence: the cryogenic test lab ac- companying production – the responsible representative is Lothar Lindau (see extra report) – is increasingly busy. The regulations require that 10 percent of the total valves of an order that are used in shipbuilding must be tested for tightness and function under cryogenic conditions – and this for each nominal size. Reinhardt: "The results of these tests are documented by us and supplied to the customer along with all other cer- tificates." In addition to the production- accompanying cryogenic test lab, the new nitrogen tank also serves the traditi- onal development test lab, where, among other things, type tests are carried out according to DIN EN 1626 and ISO 28921, through by 2,000 opening and closing cycles. Matthias Reinhardt: "When building the supply line from the tank to the test lab, we rely on our new FullX Valve. This valve is a new HEROSE development for vacuum-insulated piping systems. It is characterised, among other things by the long service life of the cryogenic fluids, heat input and quick and cost- effective maintenance without loss of vacuum." A total of four FullX Valves are used. Reinhardt: "Now with our test lab we are well placed to meet the require- ments of the future." n Matthias Reinhardt and the new tank valvescommunity 1/2020 HEROSE GMBH 5

One of us The representative for the test lab accompanying the production has a feeling for nature The bedrock of HEROSE Lothar Lindau is an active hunter in his spare time. Lothar Lindau at his workplace – the cryogenic test lab Lothar Lindau was about to go home when the call to HEROSE reached him that Monday evening in September. On the other end of the line was farmer Heini Behnk from Travenbrück – still out of breath: "I just ran out of my corn ﬁ eld ahead of a group of wild boars – can you come over there tonight?" "Of course, as a responsible tenant, you do not refuse such a request", says Lothar Lindau. That evening he spent four hours sitting in the appropriate seat – but without any result: "The wild boars are smart", says 57-year-old Bad Oldesloer, "they suspected something and disap- peared from the ﬁ eld on the other side." Lothar Lindau is something like a veteran at HEROSE: "In 1978 I learned toolmaking from the company," he says, "which was at that time at the former location in Ratzeburger Straße." In the 42 years that Lothar Lindau has now been employed by HEROSE he has held a wide variety of positions. The passionate hunter is currently "Representative for the production support cryogenic test lab", like the oﬃ cial title says. In this function he must coordinate all the imminent tests and ensure, among other things, that the devices are in perfect condition and that the media helium and nitrogen are suﬃ ciently avail- able. Lothar Lindau has had his hunting license since 1998 out of love of nature: "Care and maintenance are very impor- tant things to me, and as a hunter I can actively contribute to the balance in the animal world." For some time this balance has been endangered by the ever-growing wild boar population: “The reason for this is essentially the maize monoculture in our country. There the pigs ﬁ nd a wonder- ful basis for grazing and good coverage. In addition to wild boar, Lothar Lindau hunts for deer, fallow deer and dam and predatory game – of course, only outside the closed seasons and strictly accord- ■ ing to the hunting law. Not only in the great outdoors as a hunter: As a "forest service provider" Lothar Lindau also makes sure that the Nutschau Forest is "tidy" 6 valvescommunity 1/2020 HEROSE GMBH

Internal FullX Valve Type 11C01: ﬁ rst use in the new test lab Applications ■ Pressure vessels for helium, hydrogen and oxygen ■ Cold Box systems ■ LNG process plants ■ Fuelling systems in aerospace and space technology Technical details Sizes: DN 25 and DN 50 Pressure: PN 63 Working temperature: –269 °C to +80 °C Connections: butt weld, socket weld Material: stainless steel Approved media: air gases, steam and cryogenically liqueﬁ ed gases and LNG Versions: manual actuated Body types: straight, bevel or angle pattern How to contact us HEROSE GMBH ARMATUREN UND METALLE Elly-Heuss-Knapp-Straße 12 23843 Bad Oldesloe Germany Phone: +49 4531 509-0, Fax: +49 4531 509-120 info@herose.com Subscribe for the digital magazine: valves-community.com Order Newsletter: herose.com/newsletter Representative for the USA Ratermann Manufacturing with branches in Livermore (California) and Nashville (Tennessee), has been representing HEROSE products in the USA since 2006. Over the past 13 years, Ratermann has made the Bad Oldesloe company the market leader in the United States. Ratermann Manufacturing Inc. 601 Pinnacle Place Livermore, CA 94550 USA Tel.: +1 925/ 606 29 49 Fax: +1 800/ 264 77 97 sales@rmimfg.com www.rmimfg.com Representative for North Rhine- Westphalia The company Miessner has been a partner of HEROSE for many years, the cooperation commencing in 1967. Since then Miessner has served a wide variety of customers in the areas of CRYOGENIC, INDUSTRY and ENERGY. Since 2015 Peter Zuschlag has supported sales and is the main contact for local customers. Miessner KG Sohnstraße 44 40237 Düsseldorf Germany Tel: 0211/ 68 22 80 Fax: 0211/ 68 22 84 info@miessner-kg.de www.miessner-kg.de Ratermann's customer service team in Livermore Specialist in HEROSE products: Sales Engineer Peter Zuschlag (Ieft) and Managing Partner Christian Hortscht from Miessner KG loss of vacuum Product beneﬁ ts ■ Top Entry function for quick and cost eﬀ ective maintenance without ■ Long downtimes of the cryogenic ■ High internal and external tightness ■ Modular design for individual applications liquids due to low heat input valvescommunity 1/2020 HEROSE GMBH 7

News n Job tour: Last autumn schoolchildren were also given information on apprenticeships at HEROSE. They were welcomed by the company's trainers and trainees and guided through the various de- partments. The trainees completely took over the planning. n The HEROSE parent company and the subsidiaries LORCH in Filderstadt and HEROSE Trading Co., Ltd. in Dalian, China success- fully passed the surveillance audit ISO 9001: 2015. n HEROSE has passed once more the audit of Bureau Veritas and can therefore continue in 2020 to carry out BV acceptance tests indepen- dently for its fittings. Trade fairs 6th International LNG Congress, Brussels 2 to 3 March 2020 AIIGMA, Bahrain 15 to 17 March 2020 Vaasa Gas Exchange, Vaasa 19 March 2020 Pumps & Valves, Antwerp 25 to 26 March 2020 Gasworld Hydrogen Summit, Munich 7 to 8 April 2020 35th International Scientific & Expert Meeting of Gas Professionals, Opatija 6 to 8 May 2020 Congratulations on the 10-year company anniversary: Ralf Dankert-Paulsen on 1 January 2020 Imprint Publisher: HEROSE GMBH, Bad Oldesloe Responsible for the content: M. Esche, HEROSE GMBH Editor: C. Wurr Photos: C. Wurr, HEROSE GMBH, MEYER WERFT, Guido Kollmeier Concept: gugelot gmbh, Hamburg All rights, printing errors and mistakes reserved. The next issue will be published in June 2020. Prize for Mack Valves Mack Valves, the Australian/Indian com- pany in the HEROSE GROUP, has now been recognised in Brisbane as "Service Provider of the Year" in the Indian-Aus- tralian exchange of goods. The prize has been awarded annu- ally by the “Australian Business & Com- munity Awards Platform (IABCA)” since 2013 and is intended to contribute to the further intensification of mutual trade relations. The award ceremony is now considered one of the most prestigious events in the Australian economy. Mack Valves is headquartered in Melbourne, Australia. Another produc- tion facility is located in Pune (India). Scott Gilson of Mack Valves accepts the award Hamburg's best employer After 2015, our company was once more honoured on 23 January 2020 as part of a ceremony prize-giving as "Hamburg's best employer”, and in particular for its “Outstanding achievements in the area of reconciling private and professional mat- ters”. The award was based on surveys conducted among the employees. Dirk Zschalich, the Managing Director of HEROSE GMBH, sees the renewed award in particular as justified by the fact ... "that for many years we have been able to quickly and easily implement the required wishes of our employees in all departments, thus providing a combi- nation of private and professional requi- rements that is good for all of us." And HR Manager Helmut Lucka adds: "We always try to defuse personal problems before they arise. For it is only when our Award for HEROSE: Managing Director Dirk Zschalich and Human Resources Manager Helmut Lucka (from left) employees are not inhibited by private problem situations that they are also gladly able to meet our stringent require- ments in terms of quality and precision in n their daily work." Win one of five ultralight outdoor hammocks At the construction of the AIDAnova, the first LNG-powered cruise ship, HEROSE contributed approximately ... A ... 170 fittings B ... 280 fittings C ... 350 fittings Please send your solution by 20 May 2020: Email: win@valves-community.com or online: www.valves-community.com HEROSE employees and their relatives are now eligible to participate. Legal remedies are excluded. We congratulate the winners of a WESCO bread bin Jacques Sahli, Franz Gysi AG, Switzerland Claudia Kübler-Rümmele, Busch Produktions GmbH, Germany Karl-Ludwig Fehling, Wärtsilä Deutschland GmbH, Germany Jean-Pierre Bernard, Air Liquide, Research & Development, France Arun Joshi, INOX India PVT Ltd., India 8 valvescommunity 1/2020 HEROSE GMBH