“Our international presence makes us independent of the European market.”

Syveco, the international sales unit of the French Thermador Group, is growing despite economic uncertainties and is sending a clear signal for quality, environmental awareness, and technical sophistication with its new lead-free Serena ball valve. Sales Executive Gerhard Maritzen talks about success strategies, digital sales via the web shop, and why a small hole in a ball valve can have a big impact.

Mr. Maritzen, can you first give us an overview of the Thermador Group, to which Syveco belongs?

Gerhard Maritzen: Syveco is based in France, in an industrial area where many of our sister companies are also located. There are now 19 companies in the Thermador Group. The Syveco building, for example, is located directly opposite Sferaco, one of our partners for fittings. Sferaco not only stocks ranges from European suppliers, but also has its own models manufactured, usually by partner companies in Asia. You could say that Syveco is the export department for the entire group. While our sister companies in France do business directly, we take care of the rest of the world.

Does Syveco also purchase products directly?

Syveco purchases only a few products directly. This is largely handled by our sister companies, each of which specializes in valves, drives, fittings, stainless steel products, pumps, and so on. They find suitable manufacturers, purchase in large quantities, and we take what we need from their warehouses. This enables us to offer an enormous range of products. The current stock value is around 186 million euros, with around 67,000 products. These are mainly fittings, but also fluid technology in general.

Are there certain industries that are particularly important to you?

Yes, we are broadly positioned, but there are areas of focus. One area is marine – many of our customers are based in the Bremen or Hamburg area and supply the shipping industry. This sector requires products with special approvals, such as butterfly valves or compensators. Then there is the chemical industry, which requires a wide variety of valves and fittings. And let's not forget the food industry, where stainless steel products with FDA approval or CE1935 are important, for example, check valves, strainers, fittings, or flanges.

Many industries in Germany are currently struggling with crises, and the hoped-for upturn promised by the new federal government has yet to materialize. How is the current economic situation affecting your business?

Syveco is developing very positively. We are currently achieving significant growth in Germany. This can certainly be explained by the fact that many of our customers, especially dealers, are partly engaged in maintenance work and partly in export activities. Our core business is focused on the European market, but we also have numerous projects in Africa and the Middle East. This international presence is advantageous for us, as it means we are not solely dependent on the European market.

Does that mean that the German market is actually rather sluggish?

The mood is currently somewhat hesitant. Many dealers are indecisive and are not stocking up on large quantities because they do not know what the future holds – whether their industrial customers will still be there tomorrow or whether they will be insolvent. For us, this is also an advantage: people are relying more on us to have the products in stock. It was similar during the coronavirus pandemic, when inventories were reduced and many people turned to our warehouse. I am seeing this trend again now.

Your online store is a particular highlight. What makes it stand out?

One major advantage is that customers can view stock levels at any time – without having to log in. Stock levels are updated twice a day, ensuring that customers can immediately see which products are available. This is particularly important because we not only respond quickly in emergencies, but also act as a reliable standard supplier for our regular German customer base. They know that the goods are located in France and can be delivered without delay. This creates trust because they don't have to worry about procurement and can be sure that they will receive their products quickly and reliably. In addition, our web shop offers further advantages for registered customers: they can view net prices directly, place orders conveniently online, save or request quotes, and track the status of their order, including delivery, at any time. They also have access to all relevant documents such as quotes, order confirmations, delivery notes, and invoices.

How quickly do you deliver to Germany?

The standard delivery time is 2 to 3 days, but on request and for an additional charge, express delivery within 24 hours is also available. This delivery speed is crucial for urgent projects.

How heavily is the web shop used?

The proportion is rising steadily—currently, just over 20% of our orders are placed via the web shop. Many customers say, “I have an ERP system like SAP, but if I can order quickly, I save time. I can take care of the administration later—the main thing is that the goods are already on their way.”

Are there figures showing which countries use the web shop the most?

Yes, there are detailed records of which countries customers log in from and how many orders come from there. Germany is not currently in the lead – in some countries, such as Poland, Belgium, Spain, the Netherlands, Poland, and Czechia, the web shop is used much more heavily.

Let's move on to your new product: the Serena ball valve. Can you tell us more about it?

La Serena is a new ball valve developed by our sister company Sferaco and manufactured by a partner company. The aim was to develop a product with a low carbon footprint that is produced in a resource-efficient manner. It is also lead-free and dezincification-resistant, which represents a significant advance, particularly in the field of drinking water. Brass valves are made of copper and zinc; zinc is the less noble element and can be released from the alloy through galvanic corrosion and enter the drinking water. This problem has been largely solved by using a special alloy and heat treatment.

Do you already have the necessary DVGW certification?

Partially. Compliance with dimensions and threads has been confirmed. Certification for drinking water is still in progress—we hope it will be granted soon. For us in sales, it couldn't happen fast enough, but the approval processes are indeed complex and time-consuming.

What are the intended applications for the valve?

Mainly for drinking water, but also for sanitary installations and heating systems.

How long has Serena been available and in what sizes is it available?

We received the first samples three months ago. Some customers have already placed orders, but we have not yet received complete feedback. The ball valve is available from stock, and as soon as we have received DVGW certification for drinking water, we will be able to distribute it on a larger scale. We offer this product up to a size of 2 inches in various designs: male/female thread, female thread on both sides, or male thread, depending on requirements. The combination of male and female thread is the most common. The ball valve is already listed in the catalog.

What distinguishes the Serena ball valve from comparable products? Is it primarily its resistance to dezincification?

That is an important point, yes. Dezincification-resistant valves are not yet very common—a real advantage. In addition, the ball has an additional bore, which initially caused some surprise. Some customers called and asked: “There's a hole in the ball – what's that for?” The background: Every ball valve has dead spaces that can be penetrated by the medium when it is closed. This can lead to deposits and bacteria formation. The bore ensures that the dead space is flushed out when the valve is opened. This prevents permanent deposits from forming – an enormous advantage, especially in the drinking water sector.

Don't other ball valves have this hole?

I haven't seen any so far – neither in building services engineering nor in DIY stores. Ball valves are usually simple, inexpensive products where such details are omitted. We deliberately take a different approach and also use this feature in small ball valves. We call it “Drill Ball” – to prevent bacteria.

How are customers reacting?

Many are surprised and enthusiastic because they had never thought about it before. Dead space-free ball valves are well known, especially in the food industry, but stainless steel is usually used there. The fact that we are now also using this principle in brass ball valves has been very well received.

Are there plans to further develop the product?

No, it is already fully developed. All that is missing is the final drinking water approval, which we expect by the end of the year. The DVGW has already issued us with mechanical product conformity in accordance with EN 13828.

You mentioned that the ball valve is produced in a resource-efficient manner. How do you generally implement sustainability?

In general, CO₂ reduction is a key goal – both in production and in logistics. This includes discussions and solutions with suppliers and subcontractors. We want to focus more on durable and repairable products and work more closely with sustainable transport companies. There are also internal measures: modernizing our buildings with better insulation, new windows, and roof renovations. We also rely on solar energy. Many of our sister companies have solar trackers in their parking lots that align themselves with the sun. Thanks to their higher efficiency, we are able to cover a large part of our electricity consumption.

Do customers actively ask for sustainable products?

Not often enough. In 99.9% of cases, delivery speed and value for money are the deciding factors. Durability is appreciated, but in practice, service and value for money are the most important factors.

Despite many sustainability initiatives, price is often the deciding factor in the end. Do you see this trend as well?

Competition is fierce. In public tenders, the cheapest bidder usually wins. And if environmental standards are less strict in other countries, this gives local manufacturers an advantage. I remember a quote from Johannes Rau during a lecture at the University of Aachen: “We cannot set the bar for environmental protection infinitely high, but only high enough that those who have to meet it can actually achieve it.” This describes the dilemma very well, and we have decided to act consistently in a sustainable manner.

Sustainability is an important issue. Many companies are switching to paperless processes. What is your approach?

We are strongly committed to recycling: around 95% of our waste is recycled. We also plant trees on our company premises, mainly fruit trees. In our opinion, this is one of the best ways to reduce CO₂. We provide some assembly instructions via QR codes. Simply scan the code and you get direct access to the documents. This saves us a lot of paper, as each fitting used to be delivered with a stack of instructions. Today, digital access via our website or our online shop is sufficient.

Are there any other binding sustainability initiatives in your group?

Yes, as the Thermador Group, we are committed to the UN Global Compact. This concerns human rights, labor standards, environmental protection, and anti-corruption. For about three years now, we have had our own director of sustainability development who works closely with suppliers and subcontractors. This includes factory visits as well as motivating our partners to implement their own sustainability concepts.

Is this also communicated to employees?

Absolutely. Employees are encouraged to use energy-efficient modes of transportation to get to work, such as bicycles, trains, or carpooling. This is also supported by financial incentives. Working from home is also part of the concept. This saves energy by reducing commuting distances. Of course, there are areas, such as logistics, where physical presence is required, but working from home works for administrative tasks.

You are a field representative. How does working from home affect your work?

It has become more difficult for me. I plan my routes efficiently to use as little fuel as possible. If a customer then says, “I'll be working from home on Thursday,” I have to be flexible and reschedule. This has been happening more often since the coronavirus pandemic.

Finally, let's take a look at the future. What are Syveco's long-term goals in terms of sustainability?

Sustainability is an ongoing process. Examples include new packaging solutions, high-quality and repairable products, energy-saving and resource-efficient production processes, and the installation of charging stations for electric vehicles—we currently have four. The use of electric cars in the field is also an issue, although I am personally skeptical as to whether the infrastructure in Germany is already sufficient. Some sister companies, for example in Belgium, have already implemented this. It is important that we document our progress in a measurable way – in kilowatt hours, kilometers, liters, and CO₂. Our marketing department regularly publishes information on this on our website and in flyers.