We sell know-how – and help customers apply it
Carsten Kirkegaard Jensen has been at KMC for five years. He’s already seen a lot of changes, but notes: “It’s great that KMC has retained its ‘we’re all part of one company’ ethos side by side with lots of new hires. And also that our ’flat’ structure means we can move from ideas to decisions and action so quickly. That’s a big help for us in sales.”
He now bears the title of Director, Technical Sales, and heads up a specialist team whose job is to help customers deal with technical issues about using KMC products in practice. This is a crucial part of KMC’s accelerating focus on application-specific solutions, which also involves new ways of selling to and collaborating with food industry customers.
Carsten explains: “Each customer has unique challenges and a distinctive production set-up. The technical sales managers are food specialists and trained to ask questions that enable us to identify and understand customers’ specific needs. We can then help them by showing how to implement our starch solutions in their recipes and processes, to get the desired results.
We work closely with our customers to identify their ideal processing configuration, and to make sure they get the exact end product they want.
We also encourage customers to come and carry out trials using the pilot-scale industrial equipment in the KMC Food Innovation Centre. We can carry out multiple test runs in a single day and can act as the customer’s development centre. We work closely with our customers to identify their ideal recipe and processing set-ups, and to make sure they get the exact end product they want, with the right cost-in-use.”