27.08.2026 | At the heart of our customers’ everyday lives: A conversation with our field sales team

“Right at the heart of our customers’ everyday lives”,

Kim Toth and Frank Büttner are travelling around the south of Germany — right among the people who use our products every day. In this interview, they share their impressions from these encounters and what shapes their day-to-day lives.

How has field sales support changed for you over the years?

Kim: Expectations regarding speed and service have risen sharply. Customers now do more extensive research online, compare options more thoroughly and make decisions more quickly. This makes our work more demanding, but also more interesting.

Frank: Customers still expect us to support them with the challenges they face. Specialist knowledge and products are more readily available today, processes are more complex and communication is faster. Nevertheless – or perhaps precisely because of this – I still see the face-to-face conversation on site as an important channel through which a great deal can be achieved.

What makes your work in the field particularly interesting?

Kim: Without a doubt, it’s the personal contact with a wide variety of people. Every appointment is different; every conversation brings new insights, both professionally and on a personal level. It’s this variety that makes our job so enjoyable and exciting.

Frank: Kim has described it very well. Every client has different requirements and concerns. You get a good sense of what matters to businesses in the region. That constantly opens up new insights and perspectives.

How are digitalisation and new technologies changing your work?

Frank: New technologies are significantly changing our day-to-day lives. Digital systems help us to capture and document information more quickly. Meetings are better prepared, and needs are identified early on and dealt with swiftly.

Kim: Customers often know what they need. Digital tools help us to arrive at a suitable recommendation or solution more quickly on site.

Frank: However, I also think it’s always important not to forget that technology is a ‘means to an end’ – a way to improve what we do and get closer to our customers.

What topics do you come across most frequently in discussions with customers?

Kim: It’s often about specific lifting operations or load securing where standard solutions aren’t enough. Many of our customers need bespoke assistance — this is where we bring our expertise to bear. It is particularly in challenging projects that the importance of safe processes and reliable collaboration becomes apparent. For me, honest advice is key. We don’t want to sell just any product, but the solution that really fits.

Frank: We frequently discuss the right product selection or review processes directly on site. By listening, asking targeted questions and consulting with the technical or design teams, we then work together to find the best solution — and sometimes it’s the small details that make all the difference. Clear communication, sketches and, where necessary, training ensure a shared understanding and greater safety. And ultimately, satisfied customers.

What practical experiences are particularly relevant to us, and how do they benefit our customers?

Kim: Feedback from our customers is incredibly valuable to us. Practical experience quickly reveals what works well and where we need to make adjustments. This information is then incorporated directly into the further development of our solutions. Nobody knows the requirements better than our users.

Frank: That’s right. On site, we learn details that are often difficult to convey over the phone or by email. This gives us a clear picture of applications and requirements. Such experiences help us to improve as a company and as a team, and to further develop our products and solutions in a targeted manner.

Zum Abschluss: Was motiviert euch jeden Tag, für unsere Kunden unterwegs zu sein?

Frank: Für mich sind es die guten Gespräche und die Chance, jeden Tag zu unterstützen und etwas zu bewegen. Wenn am Ende eine passende Lösung entsteht, macht so ein Erfolg einfach Spaß.

Kim: Die Abwechslung: Kein Tag ist wie der andere. Und ich stehe voll hinter unserer Mission, Arbeitsprozesse einfacher und sicherer zu machen. Deswegen engagiere ich mich für Dolezych, als wäre es mein eigenes Unternehmen.

Keep up to date with our activities and events by visiting our blog regularly. We look forward to many more shared experiences!