Interview with Sales Director Markus Schöck
More dynamic, customer focused, and solution oriented: In 2024, the HELUKABEL Group initiated the comprehensive restructuring of its sales division. The goal is to further promote the evolution from a products supplier to an electrical connection technology systems supplier and support our customers globally with customised solutions. In this interview, Markus Schöck, Director Sales Area Germany, provides some exciting insights into the transformation process and explains what role the partnership with the VfB Stuttgart will play.
Mr Schöck, you have already worked at HELUKABEL for more than 20 years, which makes you a veteran within the company. Tell us a little bit about your career!
I started at HELUKABEL 23 years ago in sales for southern Germany. After just my first week in the back office, I got the chance to take a position in the internal sales department. I was in this position for ten years and took on more and more responsibilities, as well as team leader responsibilities. In 2010, I was offered a sales management position, and in 2014, I became the Sales Manager for southern Germany with 15 colleagues both in the office and in the field. As a young manager, my team was exceptional in supporting me, which I am still thankful for to this day. Starting last year, I assumed the role of Director of Sales for all of Germany.
Over the years, HELUKABEL has grown and developed significantly. What have these developments meant for you, and what have been the most meaningful changes?
The HELUKABEL of today is no longer comparable with what it was 23 years ago. In this time, we have developed enormously in regard to our logistics and production capacities. We have expanded our product portfolio and founded numerous national subsidiaries, which has transformed HELUKABEL into an international group of companies. I am very happy that I am able to partake in this exciting journey. As a family-run business, even the generational shift which took place in the previous years was a success. I am impressed by our Managing Director Marc Luksch, who assumed the role from his father, and is now successfully leading the company into the future in his own right.
"Cables, Wires, and Accessories" has since grown into a considerably more expansive portfolio of electrical connection technologies, including drag chains and installation-ready system modules. What kind of impact has this had on your work in sales?
For us, this presents a tremendous opportunity. In the cable and wire industry, HELUKABEL already had a very good market share, however in the business of solutions, there is still much potential. In sales, we of course need to expand our mindset and adopt a more solution-oriented way of thinking. Cables as a product require a lot of consultation, however with complete system solutions, we are required to work that much more closely with customers. We certainly have a lot of experience to build upon. For example, we have been creating customised packaging processes and logistics concepts for customers for a long time. We need to expand upon this approach in order to fully transition from a supplier of products to a systems supplier. By further diversifying in this regard, we will be able to offer our customers significantly more value.
Is the work in sales today at all comparable with that of 20 years ago?
Many things have fundamentally changed. For instance, when I first started, we would have a pile of faxes waiting for us on our desks every morning. Since nighttime rates were cheaper for our customers, the majority of our orders and inquiries came at night. We then spent the day working through these. Today, everything is much more fast paced with most orders coming in electronically during the day. One thing hasn't changed, though. Deals are still made between people, and we want to continue to focus on this. This is why we are promoting digitalisation at HELUKABEL so strongly. Not to have less contact with our customers, but to have more time for them and to be available with our knowledge should they need us.
HELUKABEL completely reorganised the structure of its sales department this year. What spurred this change, and what effects has it had on our collaboration with customers?
We decided to reorganise in order to be able to react more flexibly to the changing demands of the market and needs of our customers. Competition has become more intense, and we want to not only be more efficient, but also more competitive. Our existing structures worked well, but they limited us in how quickly we could react. By restructuring, we are now able to respond to customer inquiries quicker and more precisely, which has significant competitive advantages in the long run.
HELUKABEL is now represented globally in more than 40 countries and, as with many of its customers, has an international focus. What impact does this have on a sales level, and how do the different national subsidiaries interact with one another?
Communication with the international subsidiaries has intensified over the years and has been very successful. An important element for this was the establishment of our Global Account Management system - an additional interface between countries. In China, we even began operations at a new production facility this year. These kinds of steps are very important for me, as we need to be active where our customers are. Mechanical engineers who develop their machines in Germany would like to build them abroad with the same quality. If we want to be a powerful ally where the customers are, we need to be ready to offer appropriate solutions in that country.
Starting with this Bundesliga season, HELUKABEL is now a VfB Stuttgart Club Partner, thanks to your initiative. How did this cooperation come about, and what can we expect from it?
We first made contact with the club at a trade show. The first talks followed shortly after, which I was able to participate in, where we examined our options. This partnership with the VfB gives us the opportunity to expand our reach significantly through social media and internationally when the club travels abroad, for instance. Our intention is that, through this partnership, HELUKABEL will be recognised in the Stuttgart region for what it is: a global player, and one of the largest in our industry. Many of our customers, such as in the automotive or mechanical engineering industries, already know this, but we have yet to broadcast this to the greater public. Our presence alongside the VfB will serve to improve awareness of our brand, which is something I find we have earned through our hard work.
This season, Stuttgart was playing in the Champions League for the first time in a while. Keeping with the theme, what league do you currently see HELUKABEL in?
In our industry, we're definitely playing in the Champions League, and we have the trophy in our sights. To achieve this, though, we need to strive for peak performance as a team. It is essentially the same as with VfB Stuttgart. Every member of the team has a clear role, and only through commitment and perfect teamwork can we achieve success. The restructuring of the sales department has helped us to work together better, act more efficiently, and achieve success together. Similar to a well-coordinated football team, we can only win as a cohesive unit.
Putting Markus Schöck on the spot!
Tea or coffee?
I enjoy drinking tea very much, but sometimes coffee at the press of a button is just easier.
Suit or jeans?
I am more comfortable in a pair of jeans, but it doesn't bother me to wear suits.
Early bird or night owl?
Definitely an early bird. I go jogging in the morning while my family is still sleeping, and when the others wake up at 8 o'clock, I'm happy to have already achieved something.
Do you prefer sweet or salty snacks?
I prefer both together. Chocolate with honey and salt or nuts is one of my favourites.
Do you prefer playing sports or watching them?
I prefer to do sports myself. For example, I go jogging or bike riding. But when the VfB is playing, of course I'm watching.
Summer or winter?
I prefer the summer. I enjoy spending time at the lakefront, which isn't very nice in the winter.
Go camping or stay in a resort?
I try to do both at least once a year. In the summer, we go camping locally, and when it gets cold here, we visit a hotel in the south.
Mountains or the sea?
I much prefer the sea for vacations, but on weekends, I also like to visit the mountains. I find that I can relax much better there than other places.
Music or podcasts?
I am a big listener of music and have a very broad taste - from string quartets to AC/DC. I also do like to listen to informational podcasts to expand my horizons.
City or village?
I prefer a village just outside of a large city. There you have fresh air, but also nearby entertainment.
TV series or books?
To be honest, I don't have time for either. However, since I spend a lot of time in the car, I've become a big fan of audio books.