ROTWILD Insights: Stephan Koch
How did you come to ROTWILD?
My first contact came about through my employer at the time, "Formula Brakes", which at that time was a brake supplier to ROTWILD. This allowed me to take a look behind the scenes of the company ADP. I was immediately impressed by how this small team works together.
How many colleagues are you in the field and how are the tasks distributed there?
Our team consists of four people. These are my colleagues Fidi Kaliciak and Detlef Schlehenstein in Germany and Danny Herz in Austria. Strictly speaking, there is no overarching distribution of tasks, as we are all more or less different. I'm pretty tech-savvy because of my previous job. I also have a hand in marketing and R&D.
What qualifications should you have as a field service employee at ROTWILD?
I'll leave the technical aspects out of it. The points can then be found in the respective job description. What is very important for us at ROTWILD is the proximity to the product, the customer and the bike scene. The ability to work in a team is also an essential topic. Especially because each of us has to organize our daily work routine ourselves. Close coordination with colleagues is important so that we all pull in the same direction. We also work together at test events and dealer demos. That's where teamwork comes in!
A good knowledge of human nature is an advantage. Because in my job, I have to be able to assess people very quickly so that I can then react accordingly. For example, when making initial contact with a new dealer. Here, the basic decision as to whether he wants to listen to my concerns at all is based on sympathy. If you put your foot in your mouth in the first sentence because you're on first-name terms, the chances of a successful sales meeting are slim.
How would you describe your day-to-day work in the field?
I think the words 'diverse' and 'spontaneous' describe it quite well. I usually divide my work week into two days in the office and three days on the road. Then I have appointments with my clients or the press. In the beginning, I always planned on Fridays what I wanted to do in detail in the coming week. Unfortunately, due to spontaneous changes, that never works out 90 percent of the time. So now I always set the rough to-do's on Fridays and on Monday I make the final plan.
And what does that look like in terms of an example?
Tuesday morning off to the car. With customers, there is a wide range of tasks that can come our way. Here, you sometimes slip into the role of hobby psychologist, interior designer or service man. Over the long time I've been with the company, a very friendly relationship has developed with many store owners. My dealers trust me and I trust them. This is a very pleasant way of working together. It creates a framework in which, if things aren't going well, you can talk to each other a little more roughly. Emotions are part of the equation. They should and they have to with a product that we represent with enthusiasm.
What are the biggest challenges in your job and how do you overcome them?
I would say communication. The market is fast and demanding. Customers now come from completely different areas without the background of "cycling". This poses new challenges for retailers and ultimately for us as well. It is difficult to always be able to give the dealers the right answers 'just in time'. We often receive never-before-heard inquiries from end customers directly or via store owners. Responding to this is a balancing act that I can only achieve by having a deep insight into our development.
The Corona crisis also affects your business at ROTWILD. To what extent has it changed your everyday working life?
Like everyone else, the car is parked and everyday life takes place in the home office. Nevertheless, boredom does not arise here. We are also now the first point of contact for our trade. Logically, everything now runs via e-mail or telephone.
And what needs to be worked on there at the moment?
This can currently be a simple listening to put themselves in the situation of the and support them in the best possible way. At the moment, communication is often about delivery dates, service cases or orders for new bikes. Because of the personal contact on site, everything is different right now, but the content is the same. I think it's very important now that we stay on the ball. A lot of people are getting out into nature with their families at the moment. In the process, they are getting to know many new outdoor sports. I think that a new awareness can develop from this, which we can support with our products.
You take part in Enduro races again and again. What motivates you at such events?
I can't get out of my skin. I come from a skiing background and have spent decades competing with other athletes and the clock. At some point, that becomes a philosophy of life. The doggedness wears off over time, but the adrenaline you only feel at the start of a race remains the same. I would miss such situations.
Is it an advantage for your job that you participate in such events in your spare time?
Do you have any tips for someone who would also like to work in the bike industry?
You should be creative and flexible and bring a good dose of emotion towards the bike sport and the products. A professional and consistent appearance, also helps.
About your personal bike preferences: Downhill or Uphill?
I will certainly not become a mountain goat in my life. Nevertheless, I also like to drive up. I feel most comfortable on natural trails. I like to fight for my trails in the uphill. For me, cycling is the complete package. Uphill is more meditative and relaxed. Perfect to get down and enjoy nature. At the top, it switches to adrenaline mode. So biking covers everything for me.
