ILMA Compoundings June 2018 - 33

HIGH-SPEED SOLUTIONS
for your packaged grease needs
Shrink Sleeving
Provides:
*
*

Sealed package
reduces leaks
Industry leading/
photo quality
graphics
capabilities
Resistant to
scuffing & fading

Superior quality graphics, more flexibility, and low entry costs are just a few reasons why Martin Specialty
Products is your partner for on-time/in full packaged grease production.
Our knowledgeable team is here and ready to help. We can blend your formulation or you can
choose from one of our in-house, high-performance formulas. Order fulfillment available from pallet
to truckloads: 1.844.261.3687 or send us an e-mail at greasecustomer@martinmlp.com.

115 W. 26th Ave., North Kansas City, MO 64116 * www.MartinSpecialtyProducts.com

LEARNING TO COMMUNICATE
Founded in 1834, Bechem Lubrication Technology is a family business
based in Germany. Heike Hundertmark, Ph.D., is the president of
Bechem in the U.S. and the company's
sixth-generation leader.
Before becoming president in
January this year, Hundertmark was
managing the family business in Mexico, a place with a different lifestyle
and culture 6,000 miles away from
her home country. For her, the biggest
challenge in working away from home
is cultural.
"You try to adopt the culture,
the reasoning, decision-making and
work. Try to understand the culture
in each country and the customer
you are serving, and this includes the
whole supply chain," Hundertmark
said. "Wordings and communication
are very important. [Knowing] how
assertive you can get and when" is
imperative.
Hundertmark has in-depth knowledge of the industry; she completed
her Ph.D. thesis on "Relationship

Management Between OEMs and
Automotive Suppliers." But she
believes in hard work as the foundation for growth. "I believe in
transparency in the organization.
Openness and honesty and the vision
to grow in the U.S.," she said.
SEEKING GUIDANCE TO GROW
Debra Berry, CEO of Berry Industrial
Group, agrees. In fact, such openness
and honesty helped her overcome her
fear of sales. "I had previously accompanied our salespeople on sales calls,
but never [went] alone. My first solo
appointment with a chemical industry
purchasing agent just about took my
breath away," she recalled.
She sought out coaching from her
sales specialist, Lenny Kochuba.
"He helped me overcome my fear
by coaching me to just be honest, transparent and informative," Berry said.
Those company values continue today.
Since then, she has completed a
program through Tuck Executive
Education at Dartmouth and a
yearlong executive mentoring program

sponsored by The Monsanto Co. "The
professional development programs,
my involvement in mentoring other
women in business and my maturity
have helped me overcome my fear of
sales. But don't be surprised if I don't
approach you first," she added.
Berry is now the company's anchor
for sales, production and business
creation. (Her husband, Peter Berry,
who has over 42 years of experience in
the pallet industry, deals with manufacturing and customer relations.)
These and many other female family
business leaders are some of the most
hard-working and inspiring people in
the lubricants industry. Individually,
they each do what it takes day in
and day out to ensure the success of
their companies. Together, through
collective knowledge and experience,
they're driving the industry into a
bright future.
Ching is a journalist and
freelance writer based in
Singapore.

http://www.MartinSpecialtyProducts.com

ILMA Compoundings June 2018

Table of Contents for the Digital Edition of ILMA Compoundings June 2018