The disposal and processing of scrap steel was the original activity when Jade-Stahl was founded. Only a short time afterwards, the company was carrying out an active trade in used machines. Jens Hagedorn, Manager and responsible for the used-machine department, reveals details of current activities.
The Machine Sales Department of Interseroh Jade-Stahl in Wilhelmshaven has a display area of 2500 sq.m. with about 300 used machines in working order, and thus cannot be described as a small dealer. However, as part of the Interseroh AG Group, the turnover in machines is less than 3% of the total group turnover. Jade-Stahl was founded in 1972 with the aim of processing and disposing of steel scrap. “The sales department for machines came later because we received more and more inquiries for machines”, reports Jens Hagedorn who is now Manager of this sales department. High-quality scrap is available wherever metal is worked in large quantities, in other words where machine tools are at work.
This North German dealer has a wide range of machines representing a large number of technologies. “Up here in the North it is normal to have a wider range than in the South”, explains Hagedorn. Traditionally we have more shipbuilding, process technology and also large building companies which of course involves the processing of sheet metal. Because there are many repair workshops, there is also a large amount of metal cuttings. Unfortunately shipbuilding and its suppliers have very largely moved away to other countries. “The customers nowadays are not so much the shipbuilding yards, but increasingly building companies making structural facings, the commercial vehicle industry and the agricultural machine sector”, says Hagedorn, describing the changes which are taking place.
He and his two colleagues Margret Horbach and André Polte sell their machines primarily in Germany, Europe and overseas. The export percentage is round about 30%. The overseas markets are mainly in North and South America, Asia to a lesser extent. And if Asia, then mainly India. Like many of his colleagues, Hagedorn experienced drops in turnover of up to 40% in 2009. There is no emphasis on any particular market, it is only necessary to react fast wherever and whenever demand is apparent. “You do good business in one area today, but the situation tomorrow may be completely different”, he says out of experience. Jade-Stahl is not involved in overhauling or retrofitting. “When the machines come into our warehouse, they are checked by our technical staff who repair whatever is necessary”, explains Hagedorn. The machines can be demonstrated and the customer can, if he wants, carry out his own tests.
At the coming Resale Fair in Karlsruhe Jade-Stahl will be present with its own stand, which it shares with a befriended company. Hagedorn considers the internet to be a very important aid which benefits the whole trade: “At the end of the day, however, business is always done by people”, says the experienced dealer.
Dr. Rolf Langbein
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