Schuster machines are not sold by price
If anyone knows how to sell our Schuster machines, it is the sales consultants from Fischer Präzisionswerkzeug-Maschinen in Sindelfingen near Stuttgart: Heiko Eisele and Roland Eberhardt, both members of the Fischer management are two old hands in the sales business and friends of our machines. As our long-standing sales partners, they are experts on Schuster machines. Incidentally, they see knowing and being able to explain the machines and their added value as the key sales skills to their demanding customers. Fischer's sales program focuses on machining technology for companies primarily in the automotive industry and its suppliers, including drive technology, as well as general mechanical engineering and industrial technology.
"The added value of Schuster lathes is their reliability," explains Heiko Eisele. "When the machine is running, it runs like clockwork," he adds. He goes on to mention the low thermal runout, the high rigidity, and the tight tolerances that can be reliably achieved with the machines when turning various components. These are all parameters that are essential for the production quality of our customers.
Close long cooperation
Fortunately, this close partnership in the important market of Baden-Württemberg - automotive stronghold and central industrial location - has existed for a long time. Sometimes we think Fischer even knows more about us than we do ourselves. The first major collaboration began back in the 00s between company founder Helmut Schuster and Hermann L. Fischer. At that time, the Daimler company in Gaggenau requested an entire machine tool concept - still with the predecessor model of the VD20 double-vertical rotary cell. Later, under new management and sales manager Werner Schoierer, the successful cooperation enters another round with the market launch of the VD20.
"Technically, Schuster is one of the market leaders in this field. Not cheap, but the quality, precision and technical availability are convincing," Roland Eberhardt sums up. Customers rebuy many machines, which is a good indication that the quality fits. Especially if, as in the high-tech industry, you sell more than just the machines, namely the entire process, the development of which can take one to two years and involves budgets in the millions. Thus, the standard machine platforms are specially adapted to customer requirements depending on the machining process.
In addition to all the technical quality, what counts for the sales professionals from Fischer Präzisionswerkzeug is the joint cooperation with the Schuster team.
Partnership means fighting together
"In the meantime, we are fighting together and working hand in hand," is how Heiko Eisele describes the people business and tells how the development from on the Schuster side often decision-makers on their own in the meanwhile to a cooperation on one wavelength went. "The Schusters didn't always believe that every machine has many features, and that no machine is top in terms of all features. Customers' wishes and needs are now recognized and the best possible solutions are worked out together.
"In the meantime, they also listen," says Roland Eberhardt. The fact that there is one fixed contact person per project is also described by the sales partners as a real advantage. According to Fischer, the know-how, diligence and willingness to always support and find a solution is what makes our partnership so special.
We would like to thank them for their many words of praise and look forward to continuing to work together on equal footing.