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Two Serious Dangers of Insufficient Sales Insight Gathering
June 4, 2018
The benefits of gathering thorough insights in sales prospecting are well established. But let's look at this topic from another angle. What are the risks you run by skimping on research and reaching out cold?
As we'll explain, there are two primary dangers, and both can be quite costly.
Time Wasted Chasing Hopeless Leads
"Your most valuable asset, far and away, is your time," wrote Kelly Riggs last year. "The sales value of time is simply incalculable."
Who could disagree with that? We can spend our time on any number of productive activities. Frittering it away on frivolous tasks sets us back immensely. But unfortunately, this happens all too often when reps follow a scattershot prospecting approach.
Researching B2B buyers does require a time investment up-front. Gathering and organizing information about prospective accounts and decision-makers doesn't happen instantly and shouldn't be rushed. But this initial expenditure almost always leads to far less time wasted once you move to the outreach phase.
A sophisticated sales prospecting strategy involves identifying key attributes and aligning them with your ideal customer profile, in order to quickly gauge whether or not a person or company is a likely fit. This step will filter out a high percentage of hopeless leads, enabling you to concentrate on the ones with real potential. It's all about transitioning from a quantitative mindset to a qualitative one.
Studies have suggested that as much as half of all sales time is wasted by unproductive prospecting. For many teams, this is the single biggest opportunity to become more efficient and cost-effective.
Frustratingly Fruitless Sales Conversations That Go Nowhere
When you're not qualifying and filtering your prospect lists through research, much of the indiscriminate outreach is likely to go unnoticed or ignored. But that's not even the worst outcome.
In cases where you are able to actually get through and engage in conversation with a poorly vetted prospect, it can lead to frustration — on both ends — and a diminished reputation.
Think about it this way. Time is priceless to B2B decision-makers, just as it is to sellers. When they take a call or respond to answer a message from a salesperson, and it quickly becomes apparent that the rep didn't do their homework, the prospect is apt to become irritated. The negative impression this leaves might be communicated to other peers and colleagues, hurting your future chances with more viable candidates.
Data clearly illustrates the costs of insufficient research in sales prospecting. But again, we find opportunity here: only 18% of prospects are completely satisfied with sales approaches they've received, while 54% feel that the majority of callers fail to research their business.
With so many people getting it wrong, it's easier to stand out when you get it right.
Embrace ABM and Social Selling to Steer Clear of Danger
Companies that adhere to an account-based marketing (ABM) blueprint, framed around a more focused and insight-driven pursuit of high-value targets, tend to avoid these pitfalls. Superior lead qualification and account research are inherent to this strategy.
An ABM framework drives collaboration between sales and marketing. The marketing team helps research and prioritize prospects, while also providing customized content to help fuel sales engagements. Social sellers can gather their own useful insights while helping create inbound opportunities.
Meanwhile, outreach is almost always more precise and purposeful.
"Instead of burning up resources to target a broad range of clients through somewhat relevant topics and pain points, account-based marketing concerts all of its effort on a small group of highly-targeted prospective accounts," explains Gil Allouche on the ROI value of ABM.
The absence of in-depth research as part of the sales prospecting process is a costly mistake that today's B2B organizations can ill afford. These damaging outcomes are all too easily avoided with the proper preparation and groundwork.
To learn more about finding the right information and honing your prospecting efficiency, download Read Me If You Want to Make the Most of Sales Insights on LinkedIn.


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Questions?, we have ANSWERS
Below are the answers to the most asked questions. Should you have a question that is not addressed below, send us an email. Our customer support department is always ready to assist. We do not address pricing on the website as every project is different and varies from client to client. We welcome the opportunity to provide a quote based upon the scope of the project.
What does Technical Surveillance Countermeasures (TSCM) mean?
A Technical Surveillance Countermeasure (TSCM) sweep is also commonly referred to as an Electronic Bug Sweep or an Electronic Surveillance Sweep. A TSCM survey is a service provided by trained and qualified personnel to detect the presence of technical surveillance devices (eavesdropping or spying devices) and other information security hazards and to identify technical and communications security weaknesses that could aid in the technical penetration of the surveyed facility.
What is the definition of Technical Counter Surveillance?
Technical counter surveillance refers to measures taken to prevent or disrupt surveillance, including measures to prevent electronic eavesdropping. Counter surveillance may include electronic methods such as TSCM "bug" sweeping, the process of detecting surveillance devices, including covert listening devices and visual surveillance devices (video). More often than not, counter surveillance will employ a set of actions (countermeasures) that, when followed, reduce the risk of effective surveillance.
Who is a target of eavesdropping or spying?
Companies, law firms, non-profit entities and charities, governments, private individuals, no one is immune from spying. The bottom line is, if you discuss valuable information that would be of benefit to anyone, be they a business competitor, opponent in a lawsuit or some other adversary, then you are a potential target of electronic eavesdropping.
What are some indicators or "warning signs" that you are the subject of spying?
- You recently lost a Bid or Request Proposal that you would normally win
- You have an unexplained decrease in new sales
- Your company's business strategies are revealed
- Your pricing and sales strategy is known by your competitors
- Contract negotiations for labor and contracts are more increasing more difficult
- Company trade secrets are exposed
If any of the above has occurred, you should consider revisiting your risk management protocols and consider scheduling a Technical Surveillance Countermeasure sweep.
What are some high threat business situations?
Anyone can be the target of covert eavesdropping and spying however; some companies or organizations are at higher risk than others because of their occupation, financial position or legal situation. A company is most in danger of an electronic eavesdropping attack when:
- Business expansion or reorganization plans are being discussed
- Key executive(s) leave or are leaving
- New products, pricing or marketing plans are being developed
- Acquisitions or mergers are being planned.
- It is in a sensitive or high profile industry
- Executives or clients are subject to media attention.
- There are ongoing labor negotiations, labor problems or union activities
- It is involved in any type of litigation, lawsuit, or other civil action
- It is considering laying off or terminating employees or already in the process of doing so
Where are you likely to be targeted?
The company boardroom, telephone system, mobile phones, fax machines, computers are examples of sources of confidential information that may be targets for the eavesdropper. Also, eavesdropping need not be confined to the company office. Executives and other key personnel can be targets at home or in their automobiles.
What are typical environments where a listening device would be hidden?
- Business Offices, including conference rooms, boardrooms and executive offices
- Private Residences and Home Offices
- Executive Residences
- Corporate Apartments
- Vehicles (Cars, Aircraft, Boats)
- Home Phones (landlines)
- Quarterly Board meetings
- Off-site business meetings
- Hotels
Any area in which important information that would be valuable non-public information to a third party, would be openly discussed with other persons present or via a telecommunication device present in that area, which has not previously been rendered secure.
What types of devices will you screen for during the sweep?
There are many types of electronic eavesdropping devices or bugs. During a TSCM sweep, we will typically search for the following devices:
- Wireless video devices
- Laser and infrared eavesdropping devices
- RF, UHF and VHF wireless transmitters
- Wire and microphone taps
- Audio devices of all kinds
- Telephone bugs
- Carrier current devices
- GSM Bugs
Where can bugs be hidden?
Electronic eavesdropping devices can be hidden in any room, device, furnishing or container that would typically be found in an office or home setting. Today's eavesdropping devices are smaller, more sophisticated, less expensive and easier to hide. Video as well as audio can be captured, recorded or even transmitted live. The good news is that all of these devices are detectable with the right people, equipment and methodology.
What happens during a typical TSCM examination?
Our TSCM professionals will conduct a detailed examination of your location in order to:
- Discretely determine the threat to the location
- Detect the presence of technical surveillance devices and hazards
- Identify technical security weaknesses that may allow illegal penetration of your facility
- Provide a professional evaluation of your facility's technical security position
- During the actual sweep, our team will visit the location of concern and perform a comprehensive visual, physical, and electronic inspection to determine the presence and location of any and all electronic eavesdropping devices. We will also identify other technical weaknesses that may exist in your security posture.
During visual inspections, we look for hidden eavesdropping devices in areas in which they are commonly found.
During physical inspections, we take it a step further, physically and thoroughly examining furniture, outlet covers, ceilings, and other locations commonly housing hidden eavesdropping devices such as microphones, recording devices, transmitters, camera systems, and more. During the electronic inspection we use a variety of sophisticated electronic equipment to identify and locate hostile signals and other signs from eavesdropping equipment that may be secreted in the area. Additionally, we survey AC electrical outlets, telephone cables, computer lines, and other wiring capable of transmitting communication, looking for wiretapping and other intercept devices.
After all TSCM sweeps, we will provide you with a detailed written report of the results of our examination and any recommendations on improving your technical security posture. Should any follow-up measures be needed (e.g. the removal of a recording device), we will work with you to identify the origin of the device and help put measures in place to reduce future risk of attack.
How long does it take for a TSCM sweep to be conducted?
TSCM Sweeps can take anywhere from a few hours, to a few days and in some cases as long as a couple of weeks. It depends on the size of the area or building to be swept, and the amount of electronic and communications present within the concerned area.
What does a Legitimate Bug Sweep Cost?
Electronic eavesdropping detection is a highly specialized and professional field. It requires an array of sophisticated and expensive hardware equipment and specialized software. Additionally, it requires years of practical experience and ongoing training to master the craft and to remain current in the field. It is not a service that can be effectively provided at a discount. The fees for our services are fair and consistent with the skill of our technicians and the value of the comprehensive TSCM sweep that we provide. It is also consistent with the industry pricing for a sweep conducted by a legitimate professional TSCM provider.
Recurring scheduled inspections tend to be more cost effective and offer the best value, as we will establish a baseline friendly RF signal list during the initial TSCM sweep and build on this history during each recurring TSCM sweep. This signal history can then be used during each recurring sweep and will save the technician's time and therefore the client money. It will also allow for a more effective TSCM sweep.
What is your coverage area?
TSCM America® provides Technical Surveillance Countermeasure sweeps across the United States.
Client Testimonials
Thank You!
Please know, that ONLY thanks to your work that I now know who has been my informant and had a verbal confirmation with that. I believe you saved me a great deal of future strain with an added peace of mind on top of it all. Please feel free to use me as a personal reference if you need a residential testimonial.'
Private Client, Malibu, CA.
Great Work!
David C, President, Saint Louis, Mo.
Lawyer, Frisco Texas
Signing Up!
Confidential Client, New Orleans, LA.
Service that Matters!
Julie Jones, Portland, Or.
Highly Impressed
Lisa Earkinson
Very Happy Client
Mary Hellen, CEO
Thank you!
D. Miles, IT Coordinator
Prompt Response!
Medical Company, Houston Texas
High Tech!
Government Agency, Kansas City
Top Notch!
Financial Corporation, Dallas Texas
Much Thanks!
Law Firm, New York City

subset: commoncrawl


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Tricuspid Valves
Tricuspid valve surgery is a common heart valve procedure in the United States, but it is one with poor long-term outcomes. In fact, studies show that up to 45 percent of those who receive tricuspid valve surgery suffer a recurrence of problems, in some cases as early seven years after surgery. In one-third of the cases, a second operation is required.


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Eagle Imports® American Classic® XB 9mm Semi-automatic 3011 Pistol
If you love the familiar controls and proven operation of the classic 1911—but demand the higher capacity of a modern pistol—the American Classic XB delivers. It's built around a specially designed, high-capacity 4140 steel frame that accommodates a 17-round magazine while providing the 1911's trademark strength. That means you get the superior payload of a modern auto, but in a classic configuration you've been using all your life. And the icing on the cake? The added weight makes it a sweet shooter.
Each American Classic XB is hand-fitted, and comes standard with Tapan-type high-visibility sights, front and rear serrations, skeletal trigger, and a lowered and flared ejection port for reliable extraction. The beavertail grip safety, thumb safety and slide stop are right where you expect them to be on a 1911.
Order today!


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Will buying stun guns Reno NV up your self-defense skills? Yes, there are many ways that it can do that. Being compact and handy, it will take no more space than your smartphone. We see news of rape and assault all the time on our newsfeeds. See how using one can help you against an attacker.
Who Can Use a Stun Gun
Anyone can use a stun gun. That is why as a safety precaution they should be kept away from children. Apart from that, everyone else will find this device quite handy. This is because it is compact and easy to use. Being able to carry it around helps users be protected everywhere they go. Being easy to use, it makes for a quick self-defense tactic in situations where you need to act fast. This is the best tool for those who have reservations in owning a gun. As a non-lethal weapon, it will cause much pain. Even with much pain inflicted, the stun gun will not cause irreparable damage.
Stun Gun Benefits
Owning stun guns in Reno has many benefits. Below are just some of the great advantages users get when they buy a stun gun:
- Variety
There are many stun guns available now in the market. Some don't even look like stun guns at all. Ever heard of the stun gun lipstick? Yes! That exists. You can even find one online that is a case perfect for your smartphone.
- Compact
Some models of stun guns are small enough to fit your pocket. This is the perfect size for those who are always on the move. Easily accessing it from your purse or pocket gives you an advantage over attackers. Being compact means you can take it anywhere you go.
- Cheaper
Most Tasers out there costs over $300. Some self-defense lessons are costly too. A good quality stun gun, like that of Top Stun Guns, costs below $100. With a price like that, you are not only saving your budget. You are also possibly saving yourself from danger.
Top Stun Guns Reno NV
The best Reno stun guns are just within your reach. Before buying one for yourself don't forget to check out Top Stun Guns website. They offer stun guns that deliver a powerful punch at 3.5 million volts. With a 60-month warranty, your stun gun will be in top working condition.
Hear That Buzz Today!
Even the buzz of a stun gun is enough to deter an attacker. They know it hurts! Call Top Stun Guns today at 888-908-STUN (7886)! Visit their store at 561 Keystone Ave. Suite #435, Reno. Don't delay buying one, you never know when you're going to need it. Get yours now!


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We are about to enter a very significant month, which begins on a very important day: August 21, 2017, the day of the solar eclipse.
Last year we decided that from now on, besides the Feast of Trumpets, as a church, we will observe all the fall feasts on the Jewish calendar: the Feast of Trumpets, then ten days later, Feast of Atonement, followed by the joyous Feast of Tabernacles.
The ancient Hebrews, however, began their preparations for the fall holidays with a thirty-day period of meditation and personal repentance during the month of Elul —which starts Monday, August 21. Count thirty days until the Feast of Trumpets, then add ten days between Trumpets (September 21-22) and Atonement, and there is a forty day preparation for the national the day of Atonement
Elul is actually an acronym in Hebrew for, "I am my beloved and my beloved is mine." Elul is a time for God's people to return to their first love and to prepare for the call of the Trumpet and the Day of Atonement and Feast of Tabernacles. The significance of all this is causing me to rejoice in God's meticulous plans for His people. Moses spent forty days on the mountain receiving God's Words. Jesus spent forty days fasting in the wilderness, confronted by Satan.
Forty days is no coincidence.
And neither is the appearance of a solar eclipse on the first day of Elul.
According to Hebrew scholar Mark Biltz, "It was on Elul 1 that Jonah left for 40 days to tell Nineveh to repent. It was on Elul 1 that Moses went up to Mt. Sinai after the sin of the Golden Calf, trying to make atonement while Israel was repenting for that. It was on Elul 1 Jesus went out into the wilderness for 40 days, coming out on Yom Kippur. Elul 1 starts the month of repentance and to have the solar eclipse happening at this time, is of huge significance!"
The heart of Elul is expressed in Psalm 27: "The Lord is my light and my salvation; whom shall I fear? The Lord is the strength of my life. Of whom shall I be afraid?… One thing I have desired of the Lord, that will I seek: that I may dwell in the house of the Lord all the days of my life."
Let's rejoice together!


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TEES researchers join Department of Transportation consortium
A multidisciplinary team of researchers from the Texas A&M Engineering Experiment Station (TEES) has partnered with higher education institutions from across the southern United States to form the Transportation Consortium of South-Central States (Tran- SET), a research consortium funded by the Department of Transportation (DOT).
The researchers from TEES will focus on projects associated with the use of multifunctional materials in new component construction, remote sensing of signals potentially generated by these materials, development of new environmentally friendly cement alternatives and the understanding and investigation of corrosion in aging infrastructure components.
Dr. Ibrahim Karaman, Chevron Professor I and department head in the Department of Materials Science and Engineering at Texas A&M University, will lead the TEES team.
"The consortium has the potential to highlight next generation materials needed for safer and smarter transportation infrastructure," said Karaman. "We need new and improved materials to develop our infrastructure and I'm excited that our faculty will be joining other research from across several southern states."
Dr. Darren Hartl, assistant professor in the Department of Aerospace Engineering, will work with Karaman to design optimization and development of embedded smart material sensors.
"I am excited to work with this local Texas A&M team in addressing materials and mechanics challenges in an area that is new and exciting to all of us," Hartl said. "I also look forward to our interactions with the other Trans-SET members."
Dr. Aydin Karsilayan, associate professor in the Department of Electrical and Computer Engineering, will develop new methods for broadcasting sensor signals at low powers.
Dr. Miladin Radovic, associate professor and associate department head in the materials science and engineering department, will develop new polymer-based concrete substitutes for reduced greenhouse gas emissions.
Dr. Homero Castenada, associate professor in the materials science and engineering department, will be involved in addressing new methods for corrosion control and mitigation in existing transportation structures.
Dr. Marwa Hassan of Louisiana State University will lead Tran-SET, which will address novel materials and innovative construction methodologies as applied throughout the transportation infrastructure. It will also include economic limitations by considering research topics with strong potential for transition to implementation. The DOT will support the consortium with $2.5 million for the first year and determine future funding based on research success.
In addition to TEES, other members of the consortium include Arkansas State University, Baton Rouge Community College, Navajo Technical University, New Mexico State University, Oklahoma State University, Prairie View A&M University, Texas A&M University, The University of New Mexico, The University of Texas at Arlington and The University of Texas at San Antonio.
Figure 1 - Preliminary results include experimental prototypes of shape memory alloy sensory particles embedded in a structural material (left) and the ability to computationally locate damage as sensed by these particles (right).
Contributing author: Lorian Hopcus


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Win a Prize with August Royal Orchid Plus Quiz
Win prize with a monthly Royal Orchid Plus quiz, plus 10 other gift prizes. Simply answer the quiz questions posed each month in www.ropactivity.com
Promotion Period: 25-31 August 2019
- Royal Orchid Plus members with Thai residency.
- Non-members please apply at www.thaiairways.com/app/rop/enroll/ to be entitled to take part in this program.
Campaign Rules and Regulations
- To be eligible to participate in the campaign, entrants must be a Royal Orchid Plus member and answer the monthly quizzes on the website ropactivity.com.
- One Royal Orchid Plus membership number is eligible for one entry only, and only the first registration, in case of more than one, entitles the entrant to the campaign.
- The 9th entrant will receive a Royal Orchid Plus bag valued at THB 540.
- The 39th, 59th, 79th, 99th, 109th, 139th, 159th, 179th, 209th, and 239th will receive a passport cove valued at THB 390. Ten prizes will be given in this campaign.
- For more information, please visit ropactivity.com
Judging Criteria
- Royal Orchid Plus will conduct a lucky draw from the respondents with correct answers to the both quiz questions and give away 10 prizes. Royal Orchid Plus will not accept answers with typographical errors or omissions.
- The judge's decision is final.
- The results will be announced at www.ropactivity.com on the 20th of every month.
Monthly prizes include one first prize and 10 consolation prizes.
- The 1st prize: A Royal Orchid Plus bag, valued at 540 THB
- Consolation prizes: Royal Orchid Plus 25th anniversary passport cover, each valued at 390 THB, totaling 10 prizes
Terms and Conditions
- The winners must express their acceptance of the prizes by contacting Khun Nutthayah at 0-2391-9595 Ext.153 Media Expertise International (Thailand) 194 Soi Pridi Phanomyong 46 (Soi Chitvaree) Sukhumvit 71 Wattana Bangkok 10110 within 15 days after the results have been announced. Otherwise, the prize will be forfeit.
- Each winner is entitled to receive only one prize.
- The prizes cannot be redeemed for cash or substituted for any other prize, and are non-transferable. If, for any reason, a winner cannot receive their prize, it will be considered forfeit. Royal Orchid Plus and Media Expertise International (Thailand) will take no responsibility and no substitution will be made.
- Royal Orchid Plus will send the gift voucher to the contact address registered with Royal Orchid Plus after the results have been announced and the acceptance of the prize from the winners is made. This may take up to 30 days.
- This online campaign is held as a celebration of 25th anniversary of Royal Orchid Plus, giving the right to Media Expertise International (Thailand) to be responsible for conducting the campaign.
- Royal Orchid Plus reserves the right to amend terms and conditions without prior notice.
- Entrants are subject to the terms and conditions as well as the decision of the judge.
- In case of any dispute regarding either the terms and conditions or the decision of the judge, Royal Orchid Plus reserves the right of final decision.
- Employees and family members of Royal Orchid Plus, Thai Airways International (plc), Media Expertise International (Thailand) Ltd., the contractors hired to produce marketing materials for this campaign and all subsidiary companies are not eligible for the contest.
- Entrants and winners agree that in the event of any injury, death, or damage to property arising from participation in the campaign or from winning one of the prizes, Royal Orchid Plus shall take no responsibility. Responsibility lies solely with entrants and winners.
- Entrants have no right to demand that other parties take responsibility for any damages incurred, either directly or indirectly, while participating in the campaign.
- Royal Orchid Plus reserves the right to publicise or show details of the activity for any marketing activity, advertisement, and appropriate publication. In addition, Royal Orchid Plus has the right to use the entrants' names and surnames, also their photos for promotional purposes in any media, including TV, radio, outdoor media, internet, printing materials, etc. Winning a prize constitutes the winner's consent to Royal Orchid Plus's use of the aforementioned details.
- Entrants and winners agree that, in participating, any act of the entrants / winners which is fraudulent or is a violation of criminal or civil law is the sole responsibility of the entrants / winners and Royal Orchid Plus shall take no responsibility under any cirumstances.
- For more information, please contact Khun Nutthayah at 0-2391-9595 Ext.153 Media Expertise International (Thailand) Ltd., from 10.00-17.00 hrs Monday – Friday, except Saturday – Sunday and public holidays.


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"Hallelujah" cover of Dawn Marie
Dawn Marie released her first CD in 2016 entitled "Alba" which is the Italian word for Dawn. The project was a dedication to her living ancestors on the island of Sicily whom she discovered while living and performing in Rome, Italy in 2002. She was so inspired by meeting them, she set out to learn how to speak and sing in Italian. In the summer of 2016 she performed a concert for the town of her ancestors in Valguarnera, Sicliy staged right next to the church her great-grandparent's were married in over a century ago.


text: Budo, the small, peppy Seattle-born producer who has been working and performing with rapper Grieves, has explored a new sound with his latest remix. He takes on a tender folk sing-along from singer/songwriter Kris Orlowski and violinist Andrew Joslyn. His remix of "All My People Go" adds huge echoing snares and an enormous bass presence to make the song anthemic enough to part the Red Sea.


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Neil Hoggarth
- Edits 593
- Map Notes
- Traces 110
- Send Message
- Diary 25
- Comments
- Add Friend
Mapper since: October 26, 2008
I'm originally from Liverpool, and currently working as a Unix sysadmin for a science department of the University of Oxford.
I have a Garmin etrex GPS and a Wintec G-Rays 2 track logger, and mostly use Merkaartor for editing (sometimes Potlatch for simple edits or modifying relations).
I am a keen walker, and my main contributions so far have been mapping public footpaths and bridleways, as well as adding the same to the route relations for the various UK National Trails and other named long-distance walking routes.
As an active member of the Oxford branch of the Campaign for Real Ale (CAMRA) I am also interested in mapping pubs, and I have started using OSM maps as part of the Oxford CAMRA website.
My parents live in Halebank (lat 53.35, long -2.78), nr Widnes, and I do some mapping around there too.


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Steel is the dominant material in cars. What is thyssenkrupp Steel Europe doing so that it stays this way? A discussion with Hans Ferkel (r.), Head of Technology & Innovation, and Bernhard Osburg, Head of Sales Automotive.
Mr. Ferkel and Mr. Osburg, how much steel is there in a car today, and how much will there be in the car of the future?
Hans Ferkel: Without offcuts, there is more than half a ton of flat steel in a typical mid-sized car. thyssenkrupp Steel Europe mainly delivers steel that is used in the car body, wheels, and seats.
Bernhard Osburg: Steel is and remains the number one material for the automotive industry, something we're firmly convinced of. There is competition from other materials in a few local markets and in the luxury class, though. Yet steel offers the most attractive solutions overall for the industry's requirements.
What makes steel so interesting for the automotive industry?
Hans Ferkel: On one hand, it's the level of costs, paired with very good crash performance, which is important for a car's safety. On the other hand, steel is attractive in terms of the environment because making it requires relatively little energy. Modern sandwich steel, such as litecor®, is light and not nearly as energy intensive to manufacture as aluminum is.
Bernhard Osburg: And there's another important aspect to mention here. Steel is available around the globe, and suppliers worldwide are very familiar with processing it. That's a decisive consideration for our customers, who have set up their factories on a variety of continents.
What role does the automotive industry play for ThyssenKrupp Steel Europe?
Bernhard Osburg: A very important one! About 40 to 45 percent of our products go to the vehicle industry, and all of it is high-quality, high-tech steel. The automotive industry is highly innovative and very demanding. Therefore we see it as an important driver of technology.
Hans Ferkel: This is why we approach our customers in the early phases of development. We develop a lot of things together. I always say that we have to put ourselves in our customers̕ shoes to see whether a material can be processed in their existing facilities. This is something we need to know. Otherwise, we risk developing a product that the market isn't ready for.
What role do Group-wide projects, such as thyssenkrupp InCar®plus and InTruck®, play in this regard?
Hans Ferkel: They show that we understand car and truck products. The customer can experience and hold in their hand our innovations as seen through our components. That's better than any PowerPoint presentation, and it's a major strength for these projects.
Bernhard Osburg: It's not enough today to just make new materials and leave it up to the customer to decide what they do with it. We offer the customer car-specific expertise and can say very specifically how they benefit from these product innovations.
How much of a role does geography play when you want to be close to the customer?
Bernhard Osburg: Our customers are global companies. For us, that means that our products and services also have to be available on a global scale.
The strategy of building our own factories in the U.S. and Brazil to be closer to the customer didn't work out...
Bernhard Osburg: The fact that we gave up regional production in the U.S. doesn't mean in any way that this market is any less important to us. Quite the contrary, we have long-term supplier relationships with our customers in the U.S., Brazil, Mexico, and other countries around the world, and we want to expand and further deepen these relationships.