Kjell Lyngstad, director of sales, marketing, and engineering, at Aventics Q: The first question concerns the distribution of Aventics products. One option would be to have Bosch Rexroth Pneumatics distributors become Aventics distributors. Another would be to set up a new distribution network, or a combination of these choices could occur. Are you considering retaining the strongest Bosch Rexroth Pneumatics distributors while replacing underperforming distributors?
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A: Our strong Aventics distributor network remains in place as before the initial carve-out as a separate pneumatics entity last year. All Bosch Rexroth pneumatics distributors have signed up to represent our new company. Like any manufacturer, adjustments could be made from time to time if a specific distributor continually underperforms, but there is no plan to replace our existing distributors.
Q: Presuming it will be similar to how Bosch Rexroth Pneumatics was managed — U.S. operations managed by executives in the U.S., but keeping close ties with the parent in Germany — can you provide details of the company’s structure?
A: We have a lean organizational structure focused on empowering local decision-making and fast management escalation when needed. The Aventics corporate officers in the U.S., Phil Donovan (vice president, plant manager) and I, both report directly to the global headquarters in Germany.
Q: Will Aventics inherit the full product line from Bosch Rexroth Pneumatics, or will some remain with Bosch Rexroth?
A: Not only will Aventics inherit the full product line from Bosch Rexroth Pneumatics, but, in addition, we are in the process of bringing back the manufacturing and sales responsibility of pneumatic and hydraulic NFPA cylinders to our U.S. headquarters in Lexington. For the last few years, these were manufactured by another Bosch Rexroth business unit. Aventics will continue to focus on bringing innovative products to the market like the new AV03/05 valve family (www.advanced-valve.de/en/home.html) with market leading flow/size ratio and flexibility thanks to the use of innovative diagonal design, modern polymer materials, and integration of advanced electronics technology.
Q: Since its formation, Bosch Rexroth has been a total system solution provider — controls; hydraulics and electrohydraulics; mechanical and electromechanical; and pneumatics and electropneumatics. So with the separation of the pneumatics business, how will Bosch Rexroth continue to be a total system provider if pneumatics is no longer an integral part? Will the company depend on Aventics for all of its pneumatics needs? If so, what type of network has been set up to ensure that pneumatics will be integrated into hydraulic and mechanical systems as seamlessly as they were under Bosch Rexroth?
A: Bosch Rexroth still desires to use Aventics pneumatic products in their assemblies, and we have a multiyear agreement in place to make it easy for their systems group to use Aventics. The Bosch Group, including Bosch Rexroth, will continue to be one of Aventics leading international key accounts.
