Die Oy Maanterä Ab wurde 1941 gegründet und ist eines der größten Handelsunternehmen für Werkzeuge und Werkzeugsysteme in Finnland. Seit 30 Jahren arbeitet die Firma erfolgreich mit MAPAL zusammen. Der Sitz des Unternehmens befindet sich in zentraler Lage in der Nähe des Flughafens Helsinki-Vantaa, was einen logistischen Vorteil darstellt. Denn die Region um die Hauptstadt und generell der Süden des Landes sind eine aktive Wirtschaftsregion - Zentrum der Papierindustrie, des Maschinenbaus, der Holz- und Metallverarbeitung sowie vieler anderer Branchen und Industriezweige. In den nördlichen Landesteilen betreut Maanterä eine kleinere Zahl von Kunden, die - räumlich weit verstreut - unter anderem im Bergbau tätig sind. Im Außendienst sind fünf erfahrene Kundenberater im Einsatz und kümmern sich um jeweils ein Vertriebsgebiet. Somit steht in allen Teilen des Landes ein persönlicher Ansprechpartner zur Verfügung. Im Backoffice unterstützen die Produktmanager mit ihrer technischen Expertise sowie der Vertriebsinnendienst.
Produktmanager Timo Patersson berichtet im Interview über die aktuellen Entwicklungen bei Maanterä und die Herausforderungen des finnischen Marktes.
Herr Patersson, worin liegt das Kerngeschäft von Maanterä?
Wir sind in erster Linie Partner des Maschinenbaus sowie der Zellstoff- und Papierindustrie. Wir arbeiten mit mehreren Stahlproduzenten und Herstellern von Fertigmetallteilen zusammen. Diese Produzenten haben spezielle Anforderungen und nutzen gerne unsere langjährige Erfahrung. Zu unseren größten Kunden gehört beispielsweise die Agco-Gruppe, die Dieselmotoren und Traktoren herstellt. Wir arbeiten aber auch mit dem Stahlhersteller Ovako zusammen und mit ASSA Abloy, die mit ihren Schließ- und Sicherheitssystemen international erfolgreich sind.
Erzählen Sie uns etwas über die Zusammenarbeit mit Ihren Kunden.
We’ve had some exciting projects with MAPAL tools in recent years. One of the most interesting ones for me was a project with ASSA Abloy. Abloy was setting up a new production line to produce door locking systems. They decided to use an Italian machine tool manufacturer. Most of the machining was done with MAPAL tools.
Which tools are particularly in demand in Finland?
MAPAL is particularly well known in Finland for its excellent fine boring tools. These tools have created a high level of trust in the brand. MAPAL’s drill reamers are also popular products. One of the biggest customers for these tools is a manufacturer of agricultural machinery.
What’s driving Maanterä now?
We launched our web shop this year. For now, it’s a basic version with a selection of common standard products and the related data. We want to give customers quick and easy access to our products. We’ll see how this develops. We’re planning to expand our web presence. More in the standard area, however. We still rely on personal contact for more demanding machining tasks. The best solution can always be found when you have direct conversation with the customer. Unfortunately, it’s been difficult to hold face-to-face meetings since spring 2020. Now, we communicate almost exclusively via digital channels. Therefore, we’re already looking forward to the post-pandemic period, when we’ll be able to spend more time on site with our customers.
Which developments are shaping the Finnish market for precision tools?
We’re noticing that the market is becoming more and more polarised. The price sensitivity is increasing. However, price doesn’t play as much of a role for products that meet special technical demands. In these cases, it’s just one of several factors which influence the customer’s decision. As a company with high technical expertise, we see Maanterä’s position as being primarily represented in solution-based markets. However, of course we also must hold our own in the competitive market for price-sensitive basic products if we want to be successful in the long term.
How do you assess the technological developments in precision tools?
Huge strides have been made in the past few years. Machining processes have been significantly optimised and the tools have become more and more powerful. What’s more: alternative manufacturing processes have replaced conventional ones in some areas. 3D printing is booming, and for tools with special design features it really is a great method for small series. Still, we don’t believe that it will replace conventional manufacturing in the long run.
What goals has Maanterä set for the future?
We’re striving for more growth and are successively expanding our products and services. Customers’ needs are changing, and we need to keep up with these developments. That’s why we attach so much importance to offering innovative products and being a reliable partner. Due to the high level of expertise that MAPAL has in machining technology, we’re sure we’ll manage to stay one step ahead of the competition in the future.
How would you describe the cooperation with MAPAL?
Our cooperation has proven its worth over the past 30 years. Tradition and innovation are the key to our success. Our customers trust us to provide them with professional support for their machining tasks. The experts at MAPAL have always provided us with good solutions that have impressed our customers. What connects MAPAL and Maanterä? Well, we’re passionate about the quality of the products and we’re staying close to the customers!
Following the iF Design Award and the Good Design Award, the UNIQ hydraulic chucks from MAPAL have also been honoured with the Green Design Award, which focuses on sustainability.
