Cleaning Systems Sales Dirk Konzok LPW Interview
Sales of cleaning systems - Interview with LPW Sales Manager Dirk Konzok: "Sales is not about selling. It's about trust!"

Distribution of cleaning systems - Interview with Dirk Konzok, LPW

Dirk Konzok, Sales Manager at LPW Reinigungssysteme, explains how the sale of cleaning systems works in an interview with Oliver Missbach from Surface Technology Online. Konzok is the first point of contact for potential clients at LPW.

He is employee no. 008 and has been in the business for 34 years. Not in the service of the crown and on the hunt for villains (like 007). This man solves special tasks, detects risks and entanglements and finds new ways when it comes to technical cleanliness and cleaning: Dirk Konzok, Sales Manager at LPW Reinigungssysteme GmbH.

His career with the Riederich-based cleaning specialists began in 1991 as an industrial mechanic. In 1994, he set up his first "own" system at Bosch in Bamberg. "I was already fascinated by the systems back then. Not just by their technical inner workings. But also what they can achieve in the end and the benefits they bring." So the path to sales was already preprogrammed. The change finally followed in 2006.

Question: "Dirk Konzok, you have been doing sales for LPW for almost 20 years now, and have been in a management position for 7 years. That's an immensely long time in a very demanding and challenging job. What drives you to this day?"

Dirk Konzok: "In 34 years on the job, I have naturally gained a lot of experience. Across industries and companies. Added to this is LPW's pioneering spirit, our DNA. We think ahead, look ahead, see change as an opportunity and then find new ways. I really enjoy this combination of knowledge, further development and new challenges. And of course I like the close contact with customers when they are successful with our solutions, which often results in long-term partnerships."

Cleaning Systems Sales Dirk Konzok LPW Interview
Dream team - well-rehearsed, familiar and always close to the customer: The LPW sales department (Image: LPW)

Question: "Sales is so much more than writing offers and selling. You are the first person at LPW that potential clients come into contact with. How do you convince them, what is the secret of your success?"

Dirk Konzok: "For me, sales is not primarily about selling. It's about the relationship with people and their trust. One of the ways I gain this trust is through merciless honesty. This means that I assess everything realistically right from the start and clearly point out the advantages and disadvantages, for example. We do not conceal risks. We provide in-depth, all-encompassing advice and try to show the interfaces with the upstream and downstream processes to the cleaning system. That's why our offers may sometimes be more expensive. But we point out every detail and are transparent at every level. When clarifying the feasibility of a task in clean production processes, in terms of costs and, of course, during our preliminary trials and tests with reference customers or in our TDZ. Our customers should have a good and secure feeling when they choose LPW. We also have very experienced regional representatives in Germany and abroad with many years of expertise who support us and our customers on site with great commitment. Reliability is a value that we and our partners live by."

Question: "Sales and technology are sometimes very different worlds in companies. How do you manage to be a good technologist on the one hand and have a feel for sales and marketing on the other?"

Dirk Konzok: "At LPW, these worlds belong together. And it is precisely this close integration and many years of experience that characterize our sales activities. I explained how we go about this in your previous question. Only if we delve deep into the customer's subject matter, ask questions, scrutinize and make our expertise available in a transparent manner can a genuine and sustainable solution be created, a serious offer prepared and a trusting collaboration begin."

Cleaning Systems Sales Dirk Konzok LPW Interview
Katarina Wezel is Dirk Konzok's right-hand woman and not only looks after customers in the internal sales department. She organizes all internal and external events, coordinates testing activities and field staff (Image: LPW)

Question: "What happens if you and your team are able to convince the customer after the initial intensive support?"

Dirk Konzok: "Once the contract has been signed, we hand over to the specialist departments, with whom we work closely from the outset. Our project manager Paul Sowa is responsible for overall coordination. This is followed by coordination in the electrical and mechanical design departments. Everything is always done in close consultation with the client."

Cleaning Systems Sales Dirk Konzok LPW Interview
Assistant Birgit Green is responsible for contracts in the sales department, among other things (Image: LPW)

Question: "What fascinates you about industrial cleaning technology in particular? Are there any areas that you find particularly exciting?"

Dirk Konzok: "Everything about it fascinates me. The diversity, the special features of the individual areas and how industrial cleaning technology has changed over the decades. It's also incredibly exciting to see how individual sectors are developing. For me, this includes medical technology, for example. It's unbelievable what is now possible and what products have been created. I also find high-vacuum technology impressive. Feeling, touching and seeing are no longer possible. Everything is microscopically small and highly precise. Ingenious."

Cleaning Systems Sales Dirk Konzok LPW Interview
Paul Sowa is project manager and responsible for overall coordination at LPW (Image: LPW)

Question: "In your opinion, what has changed in today's sales activities compared to the past?"

Dirk Konzok: "Today, it's much more about the production chains into which a task-oriented cleaning operation is to be integrated. This means: explaining more, showing more, demonstrating more. Fewer specifications and regulations. Because cleaning is now much more complex and individual than it used to be. We need high-quality analyses and have to think more outside the box to find the links to the question of why processes sometimes work and sometimes don't."

Question: "What is your recommendation to junior sales staff - and what would you like to see from customers?"

Dirk Konzok: "My recommendation to colleagues is to internalize the basics, keep an open mind, keep at it, keep developing and be curious. And don't give up straight away if something doesn't work out. Ups and downs are part of it. And I want customers to be open and interested in new approaches and processes. With the aim that we will still be satisfied years later with what we have achieved together and toast our successes."

Cleaning Systems Sales Dirk Konzok LPW Interview
Head of Sales Dirk Konzok has been with LPW for 34 years and accompanies customers (as shown here on the right during tests in the technical center) closely and transparently on their way to a customized cleaning system (Image: LPW)

Surface Technology Online: "Thank you very much for the interview, Mr. Konzok!" (OM-6/25)

Contact

LPW Reinigungssysteme GmbH
Industriestraße 19
72585 Riederich (Germany)
P.O. Box 11 64, 72585 Riederich
Phone: +49 (0)71 23 - 38 04-0
E-mail: info@lpw-reinigungssysteme.de
www.lpw-reinigungssysteme.de

About LPW Reinigungssysteme GmbH

LPW Reinigungssysteme GmbH is one of the leading suppliers of high-quality systems and process technologies for industrial component cleaning with aqueous media. The systems are used in the mechanical engineering, automotive, aerospace and general industry sectors, among others. With its High Purity division, LPW is also a sought-after partner in sectors with fine and ultra-fine cleaning tasks such as the medical technology, optical and semiconductor industries.

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