Knowledge exchange lays the foundation for long-term co-operation
Although the co-operation between Proton Engineering and Heléns Rör goes back so many years that no one really remembers when it started, according to both parties it is the exchange of knowledge between them that has built the trust. Christian Bergström, customer manager at Heléns Rör, emphasises the importance of a long-term approach.
Trust is not something you can sell, it is built up over time, says Christian Bergström, account manager at Heléns Rör.
Heléns Rör, as the name might suggest, offers a wide range of steel pipes to industry. But if you ask Christian Bergström, account manager at Heléns Rör, they see themselves as a knowledge company rather than a pipe company.
– Anyone can sell pipes today, but what we emphasise most, and what we are incredibly proud of, is the knowledge we have about the pipes, the material, its tolerances and possibilities. Nor do we keep this knowledge to ourselves, but see it as an added value our customers receive continuously, partly through training but also through an ongoing dialogue that is always a prerequisite for smooth cooperation.
It’s a view shared by Proton Engineering, which needs a supplier that delivers more than just the pipe itself.
– Christian and his colleagues challenge us when we order pipes from them. They have a very broad knowledge of pipes and therefore ask several different critical questions about what type of pipe we need, which is very positive. The fact that they are also responsive and solve the problems that sometimes arise is essential for good cooperation. It makes my and my colleagues everyday life a lot easier, says Fabian Maxe, purchasing manager at Proton Engineering.
Facts CO²-reduced steel
Heléne’s cold-drawn seamless steel tubes are made with recycled steel in an electric arc furnace. In addition, by using renewable energy in the manufacturing process, emissions are significantly lower compared to other manufacturing methods. Emissions from pipe production in an electric arc furnace generate 800kg CO²e per tonne, compared to 3100kg CO²e per tonne of steel pipes produced in a blast furnace*.
*Measurements performed by Benteler Steel & Tube, 2023
-> 100% renewable energy in production
-> Made from recycled steel in an electric arc furnace
-> 75% lower emissions compared to seamless cold-drawn pipes made of steel in blast furnace
Heléns Rör organises several different training courses on pipes where customers learn about material selection, pipe tolerances, what drives costs and what processing options are available. They have also invited Proton Engineering down to a supplier in Germany where they have gained greater knowledge.
– Our customers don’t choose us because we sell pipes, they choose us because we can make a difference to their business. The decisive factor in a collaboration is that both parties benefit and here Proton is a role model. They have invited us to their operations several times to share knowledge. For us, it is crucial to learn and understand our customers’ challenges and needs. It is precisely these things that have built both business and trust over time, the common exchange of knowledge.
– Proton is a customer that prioritises sustainability. They were the first of our customers to request EPDs, tracking and information about the climate impact of the pipes. This motivates us to put even more effort and resources into our sustainability work, which of course also benefits our other customers, explains Christian.
As a step in the plan towards climate neutrality throughout the value chain, Heléns Rör has switched parts of its stock range to CO2-reduced material. This means that the pipes are made from scrap-based steel with renewable energy. Heléns Rör follows an established purchasing strategy that ensures that the share of CO2-reduced material will increase significantly in the coming years. We have made a commitment in line with the EU Green Deal and the Paris Agreement to
be climate-neutral by 2050.
– Some of the pipes Proton buys from us are made from CO2-reduced steel and we naturally look forward to the day when we can offer an even wider range of these pipes, which have a smaller climate impact. And this is where we need customers like Proton, who with their clear sustainability focus are the kind of company that allows us as a supplier to develop and offer an environmentally better alternative.
– When you work with companies like Proton, I feel that we can make a difference. It feels good for real, not only for me in my profession but actually even more as a private person,’ concludes Christian.
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