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 working 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 first contact to 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.”

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 framework agreement. Maikel Malki: HEROSE, supplying around 350 valves from DN 15 to DN 200, contributed to the construction of the AIDAnova, the first cruise ship with exclusively LNG propulsion". Deliveries 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 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 numerous 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 manometer globe valves supplied by HEROSE have the necessary certifications 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 business relationship has been intensified.