» Customers put trust in our know-how«

An interview with Tim Remmert and Thorsten Wesselmann

After a sluggish start into the business year 2017, L. B. Bohle Maschinen + Verfahren has gained momentum in the second quarter. “May has been our best month in years,” reports Executive Director Tim Remmert. For the 2017 financial year, he and his Co-Executive Director Thorsten Wesselmann estimate that the sales forecast of EUR “50 million plus X” will definitely be reached. In an interview, they take a look back at their first months at the top management level.

How did business develop in the first quarter 2017?

Tim Remmert: We are fully on track again after a rather weak quarter. The sluggish start was to be expected since we had a very strong 2016, especially in Germany. More and more pharmaceutical companies are characterized by corporate structures and have long decision-making

routes. But from April onwards, demand picked up. And May has been our best month in years.

What does this delay mean for L.B. Bohle and the production?

Tim Remmert: The pre-project stages are becoming longer. And when decisions have finally been made, there is often little time left for implementation.

Thorsten Wesselmann: Our machines must be tailored to the individual customer and some also need to be developed further. This means we usually require a lead time of three months. As a technology leader, we benefit from our customers’ trust in our long-standing expertise. It is important that we have also gained a foothold among the global companies so that we are considered by the purchasers in almost all large-scale projects.

Which regions have developed especially well in 2017?

Remmert: Order intake is stable in general. Russia still demonstrates an above-average growth as the government massively supports the establishment of an independent pharmaceutical industry. Moreover, the exchange rate has stabilized. This means that companies have more foreign currency for investments.

What about other parts of Europe?

Remmert: Germany and the EU countries remain at a solid level. Brexit has had no significant impact because business in the UK was rather difficult anyway and not as significant. Demand in Switzerland, the home of several major pharmaceutical companies, is developing very positively. Currently, we are even establishing a Bohle subsidiary there.

What efforts are being made in Asia and North and South America?

Remmert: In China, we have reinforced our sales team with two new members. Our special focus is on India as a booming pharmaceuticals market. Most recently, we were able to place several reference plants on the market. But still, all markets are difficult in Asia. They require perseverance. In North America, we are at the previous year’s level but there is still room for further sales. The development in Argentina and Chile is very pleasing. On the other hand, Brazil has lost its importance as a growing driver almost completely due to the economic and government crisis. L.B. Bohle has been pushing continuous production forward for years: How far has the development advanced?

When will the market be ready for the first plant?

Wesselmann: There is a great deal of interest in continuous production. For experts worldwide, its is no longer a question of “if”, but rather “when” the breakthrough will come. It is the same as with e-mobility. But everybody in the industry knows: The “point of no return” has already been passed. At the same time, we have to be aware that we will need perseverance because new long-term production plants are planned.

How can you facilitate the breakthrough of the new procedures?

Wesselmann: At the Technology Center, we make first -class development and testing facilities available to customers and scientists. Moreover, we

are actively advancing the topic with international conferences – e.g. from 19 – 21 September 2017 in Ennigerloh.

What potential does continuous production offer?

Wesselmann: For pharmaceutical manufacturers, it leads to shorter time to market, more flexible production including small batches and highest precision and quality due to comprehensive process monitoring and control. All in all, the pharmaceutical industry can save time and money.

Remmert: For machine builders like us, the technology still offers considerable growth potential: A complete continuous production plant quickly reaches an investment volume of EUR six to 20 million (depending on the operating parameters) and the first steps will certainly be partial solutions.