Hirschmann Focuses on Forward-Moving Goals

Hirschmann launched the Maestro as a retrofit LMI to update an existing PAT system's central unit, console, and hydraulic pressure transducers.

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Hirschmann launched the Maestro as a retrofit LMI to update an existing PAT system.

March 25, 2005 -- When President and Chief Executive Officer Mark Hendel joined Hirschmann Electronics (PAT), Chambersburg, Pa., last fall from Hirschmann France, his goals were relatively simple: Focus on customer and legislative/safety needs, expand the product lines, strengthen the company's dealer network, and build better relationships with OEMs. Six months later at ConExpo, Hendel explained that these goals are forward moving and announced some new additions along the way.

As planned, Hendel said Hirschmann has worked on strengthening its relationship with OEMs by reorganizing the sales department into two areas: OEM sales and retrofit sales. Before, several different divisions were handling the sales, which Hendel said made it difficult for customers to contact the correct person. He also said the company “needed more contact with the OEMs.” To do so, the OEM sales team strictly focuses on selling directly to the manufacturers. The retrofit department focuses on the dealer network providing better local support for the end-users. Eric Schook, vice president of sales and marketing, joined the company in January and has been brought on to develop strategies and implement tactics to achieve all of the above objectives.

Another area of change for Hirschmann is the consolidation of its Chambersburg and Germantown, Md., facilities. Hendel said the move was to “create a central organization where corporate headquarters and the operations of all the Hirschmann US activities are under one roof,” allowing the company to be more efficient. With key OEMs in the vicinity and most employees living in closer range of the Chambersburg office, Hendel said moving to that facility made more sense for the company.

Products introduced at ConExpo focus on both innovation and safety, which includes the Maestro load moment indicator. Hirschmann estimates there are 25,000 cranes worldwide fitted with PAT LMI systems that are at least 10 years old. In order to modernize these systems, the company now offers the Maestro as a retrofit LMI to update the central unit, the console, and hydraulic pressure transducers, for certain types of cranes. Memory chips from the old system are fitted into the central unit, and sensors are calibrated through the console. The biggest advantages of the Maestro is existing data and tried-and-tested functions are absorbed into the new system; there's no loss of data or reprogramming the crane; sensor adjustment can be made directly through the console; and the old system's electrical wiring, length angle sensor, and A2B switch generally can continue to be used. Therefore, calibration time can be reduced from days to hours.

For information, go to www.hirschmann-usa.com.