Page 4 - AHP Magazin 2022 EN

ahp.magazine: This means that inventory reduction during ahp.magazine: Was this a master move or how should we
the pandemic was not the order of the day at AHP Merkle? understand it?
CME: Exactly. Because we all know that this difficult time will CME: No, probably not. It was the right decision at the right time.
pass. And that things can then move quickly again, and the order There was even a window of opportunity for this consideration
situation will be different overnight. And that is exactly what we and implementation, and we took advantage of it. Shortly before
are experiencing now. Due to (pre-)rapid downsizing of capacities the transaction was completed, it looked as if the situation would
and the release of employees, we now have the problems on the improve significantly again and the sale would no longer be ne-
procurement market. cessary. Nevertheless, we sold and today we are more glad than
ever to have done so. The situation is still not stable. But our soul
ahp.magazine: Did AHP Merkle 2021 release employees be- situation is (laughs).
cause they were not currently needed?
CME: No, we have not. For the same reasons that we have not ahp.magazine: So all is good?
reduced inventories. Because we know how difficult it is to find CME: Actually, rather yes. The analysis of the 2021 trade show
well-trained, technically excellent personnel. That’s why we’ve year shows us that we have managed to move forward despite
held on to all of our staff. Ultimately, we have used the natural adverse circumstances and a lot of home office and shift sepa-
fluctuation to not immediately replace employees again in the ration, contact restrictions and prohibitions. Also compared to
same volume. But when the opportunities for a “good catch” other companies in the market. And that is what we want! We
presented themselves, we struck again in 2021. want to move! And that includes the first patent in the com-
INTERVIEW pany’s history. And many other positive (further) developments,

with CEO Christen Merkle ahp.magazine: All of this costs money. A lot of money some of which we can already show here in the magazine or
that was not available during the pandemic. How did AHP which are still “secret”. But we also want to be able to report on
Merkle solve this? news in the next magazine!
CME: That was and is one of the biggest challenges we have
ahp.magazine: Another year has passed. What does the cur- ahp.magazin: Then the mood does not look so bad at all?
to overcome: To obtain and have liquidity. Last but not least, ahp.magazine: That sounds good!
rent mood look like? CME: (reflecting) It is difficult to describe the current mood. Order
increasing inventories costs money. Money that is “lying around” CME: Somehow reassuring, yes, it’s not enough to rest. But I
CME: Yes, we have had a very demanding year and the frustration entry is good and was excellent, especially in the last week of 2021.
and does not yield anything for the time being. On top of that, don’t intend to, and neither do any of us at AHP Merkle. We also
is relatively high. Because we are currently so externally determined Nevertheless, there are problems at all corners and ends. After si-
the earnings situation in 2021 was only really good in the first want to accelerate in 2022. And continue to develop well. Our
as we have never been before. Contact restrictions, shift separa- gnificantly fewer hydraulic cylinders were sold due to various factors
quarter. After that, it was rather unsatisfactory throughout 2021. customers deserve that. And they expect the same from us!
tions, corona tests, vaccinations, boosters, discussions, ... All of this (conversion of the automotive industry to e-mobility, etc.), there are
means that we are constantly having to cancel, reschedule, replan, currently problems with the supply chains. Customers who would
ahp.magazine: What do you do at a time like this? ahp.magazine: One last comment?
cancel again scheduled events, trade shows, meetings, etc. All this is like to order from us now are postponing projects because other
CME: We have given a lot of thought to this, because we invest- CME: The last two years have shown us that we can and must still
very annoying. And also, because there is currently no end in sight... products currently have delivery times of up to 40 weeks. So, our
ed a lot in the years before the pandemic. And that is a burden learn a lot. And have already learned. The entire AHP Merkle team
hydraulic cylinders are ordered much later. That’s a shame.
in times like these. Not even so much real, but, how shall I say, is willing to take on this challenge in 2022. To act. Because to act
ahp.magazine: So, everything as in the previous year…?
mental ballast. And the word “debt service capability” is a diffi- means to act before being acted upon.
CME: Yes and no. Corona still determines our daily lives. But fortu- ahp.magazine: Does this mean that AHP Merkle has no prob-
cult one these days. We have freed ourselves from this burden
nately that is not all. We can already see that besides this, a lot was lems with delivery times currently?
by selling a large part of our real estate to a big investor, and we
also possible in the past year. We have actively sought the “gaps”, CME: Yes, that’s exactly how you can put it. We met the delivery
have thus been able to reduce our bank liabilities to a very large
the time windows in which more and much was possible. times very well, especially in the fourth quarter of 2021.
extent. See also article on page 28.
ahp.magazine: Did you get in contact with customers in 2021? ahp.magazine: How can AHP Merkle deliver and others not?
CME: Yes, and more than we thought. We noted down all custo- CME: I can only answer that for ourselves. We have had a very
mer contacts from the beginning of 2021 and, together with Chi- responsible inventory management and warehousing for many
na, Portugal, Spain, Italy, Poland and other countries, came up with years. By this I mean that we have always put supply capability in
just under 4,300 real contacts! We were very surprised and pleased the spotlight. High safety stocks, long-term and very good relation-
by this. ships with our suppliers, and long-term blanket and call orders are
clearly part of this. And due to the current situation, we have once
ahp.magazine: Where did these contacts take place? again increased our high inventory levels by 20 percent in calendar
CME: 3,500 genuine contacts through customer visits, trade fairs year 2021. This corresponds to just under € 1.6 Mio. Among other
or training courses are offset by a significantly lower number of 600 things, the order point for sensors had to be adjusted 6 times in one
digital contacts, i.e. participants in our digital offerings. Added to year. Because: We want to be able to deliver when our customers
this are another 5,000 to 6,000 or so targeted telephone calls made need us!
in the course of 2021.

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