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Interview RADIO HOLLAND USA Urs Rathgeb, GM, Radio Holland USA I By Greg Trauthwein Imtech Marine recently made several moves to strengthen its Radio Holland network in the United States. With this, Mari- timeProfessional caught up with head of U.S. operations, Urs Rathgeb, to discuss the recent moves and their implications to business in the near and long term. MR. RATHGEB, PLEASE DESCRIBE YOUR MANAGEMENT STYLE? I would describe my management style as participative or consultative. However, since I will ultimately have responsi- bility about the outcome, I reserve it to myself to make the fi nal decision IMTECH ANNOUNCED A BROADENING AND STRENGTHENING OF ITS RA- DIO HOLLAND NETWORK IN THE U.S. IN YOUR CANDOR, CAN YOU GIVE US A BRIEF OVERVIEW WHY THIS MOVE WAS MADE AT THIS TIME. Imtech Marine’s ambition is to become a true lifecycle man- agement partner for our customers. From a regional perspec- tive we were looking at how we can realize that ambition in North America. Through frequent customer visits I learned that we really can differentiate ourselves signifi cantly by im- proving customer service. First, we want to be wherever the customer is. The additional ports where we will have pres- ence (Charleston, Savannah, Corpus Christ, Portland) are key to that and make it possible to serve the customer quicker and more effi ciently. It means that in June, we are present in 15 ports, by adding four to the original 11 locations and thus cov- ering the majority of US ports. These offi ces are now being set up and will be fully operable in June. Second, we want to take advantage of the acquisition of our sister company Groupe Techsol Marine in Canada by Imtech Marine, and develop joint opportunities. This brings enor- mous potential for customers in the US, which now have an alternative in a “multi-card” supplier of various integrated systems, versus suppliers that feature a one brand solution. We can truly integrate the best products of various reputed brands into one solution to accommodate customer preferences. Third, we will bring our service delivery to the next level. The maritime industry uses methods of service dispatch that are proven through time, but are by no way state of the art any- more. We want to make sure that the customer will be served consistently, 7/24/365. Radio Holland service has to be at the same excellent level, wherever the customer’s vessels go. This means that we have a team that has full visibility of available resources, and that we can assign the best Service Engineer to the job, from coast to coast, anytime. Fourth, we want to focus on what we are good at. Providing service, and delivering projects is our core. A strategic logistics partner can support us in that effort, much better and fl exible than we ever could, also to the benefi t of our customers who get quick logistical service, such as spare parts delivered all over the country asap. Finally, we want to have the best Service Engineers in the in- dustry. FROM A CUSTOMER’S PERSPECTIVE, WHAT TANGIBLE DIFFERENCE WILL THEY SEE IN BOTH THE PRODUCTS AND SOLUTIONS YOU PROVIDE AND HOW YOU PROVIDE THEM. Expanding on the above, the customer will see us closer to the 24 | Maritime Professional | 2Q 2012 MP #2 18-33 NEW STYLES.indd 24 5/4/2012 5:03:07 PM
