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BW Papersystems is a key player in the paper converting industry with a huge potential for growth

Oct 5, 2015

Learn more about Frederic Duquenne, our Sales Executive for folio and cut-size sheeters, wrappers and exercise book machines for both converters and folding carton plants industries.

Which are your territories?

Today I am covering Western Europe and Africa. In Africa, our local agents are prospecting new customers and marketing BW Papersystems portfolio. I am directly taking care of Western Europe with my customers.

Please explain the difference mill sales and non-mill sales.

Well, all my customers are buying raw material like paper, carton, plastic reels from mills and convert sheets directly in their plants. Mills are producing reels, convert sheets directly and sell it.

What is your main focus right now?

My focus is to promote BW Papersystems new portfolio to my customers and take advantage of the broadest machine choice to our customers. Africa is a growing market with good opportunities as we recently sold 5 machines in Morocco and 1x in South Africa during the last 18 months.

Which products keep you excited, where do you see most potential in your area?

I like to propose the right machine to my customer and bring BW Papersystems expertise. Our new portfolio opened new opportunities and Africa will be a key player in the next decades in paper converting. Western Europe is a mature market but with new opportunities like digital market or special material.

Which support do you need and with whom are you working closely together (which departments and value streams)?

BW Papersystems employees are the most brilliant people to work with. With Barry-Wehmiller people centric culture, my colleagues support me for each project at each steps of the sales process. Without them I could not sale and I really appreciate their help. As a sales executive, I am working with almost each department of the company. This is a team work!

What is the perception of BW Papersystems in the market after 1 year?

Our customers and prospects see us like a serious partner and a strong brand with resources to develop and support their new investment or project. The financial stability of BW group and our people oriented philosophy reassure our customers. Now we are able to propose a fascinating portfolio dedicated to paper converting which make us a complete solution provider.

What makes BW Papersystems special for you?

BW Papersystems is a key player of the paper converting industry with a huge potential of growth. Linked with Barry-Wehmiller philosophy, I think I have joined the best company for my professional and personal growth.

What do you really like about your position at BW Papersystems?

It’s being able to propose the best technology to our customers and prospects, so redefining the standards of the market with our new products. Being a Sales Executive at BW Papersystems is a very exciting job with a great interaction with my colleagues who give me a great support.

Is there anything you would like to share with our followers on Social Media?

Yes, please ask your customers to subscribe to BW Papersystems LinkedIn page, so they can have the latest information and know us more.

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With the acquisition of the ServoPro we have notably reduced the set up time and also increased the productivity of the machine both in quality and quantity.
Luca Lazzaroni, CEO of Icierre Pack, Italy