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IP Interview
Published September 21, 2020

Spirax-Sarco Engineering: The Power of Direct Sales

SPXSpirax-Sarco Engineering
Executive Bio

Maike Nielsen

Former General Manager at Spirax Sarco Engineering

Why is this interview interesting?

  • How Spirax organize the direct sales team
  • Why Gestra, Spirax and all subsidiaries have separate direct sales teams
  • How Spirax's value proposition compares to large competitors
  • The value add and returns of exploiting unrecognized needs for customers
  • What large customers like Nestlé really care about
  • The potential for Spirax to increase direct sales as a proportion of total sales
  • How the OEM channel operates like a direct sales channel
  • Potential risk and pressure on Spirax's operating margin

Interview Transcript

Disclaimer: This interview is for informational purposes only and should not be relied upon as a basis for investment decisions. In Practise is an independent publisher and all opinions expressed by guests are solely their own opinions and do not reflect the opinion of In Practise.

This is a snippet of the transcript.to get full access.

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