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6 8 W o r l d w i d e With technology advancing and the industry evolving faster than ever before, ARRI has been reorganising its internal structure in order to meet today’s challenges and provide the best possible service to customers. Stephan Schenk, ARRI’s General Manager of Camera and Digital Intermediate Systems, discusses the structural changes and the positive benefits they will bring. Your New Contacts (in alphabetical order) Natasza Chroscicki Consultant nchroscicki@mac.com Why have the camera and Digital Intermediate Systems (DIS) Product Groups been combined into a single Business Unit? Stephan Schenk: We feel that image capture and postproduction are becoming increasingly connected. The cameraman’s decisions now have a big impact on the best route through post, so our strategy on the camera side must take account of that. In today’s industry post houses are thinking about buying their own camera equipment and rental companies are thinking about what postproduction services they can offer. With all that going on, it’s important that the camera sales team is sensitive to DI needs and the DIS sales team sensitive to camera needs. The simple answer is that film and television production workflows are changing, so we can best serve the industry by echoing those changes internally. What motivated the incorporation of sales operations into the product business units? Stephan Schenk: Walter Trauninger and I head the Camera and DIS Business Unit, and we share the same goal: responding to customer needs as swiftly as possible. We have amalgamated sales into the Business Unit in order to streamline operations Markus Frees Director Sales DIS, EMEA mfrees@arri.de NEW David Green Sales Manager DIS, EMEA dgreen@arri.de and encourage teamwork with the technical departments. Product management and sales are now under a common leadership, which leads to synergies and makes detailed knowledge more directly available to customers while bringing firsthand customer feedback into R&D and production. This collaborative approach has already proved very beneficial and everybody now feels part of the team. It benefits customers, but also motivates staff by creating a vibrant and positive atmosphere; this is an exciting time for the industry so it should be an exciting time to be working at ARRI, because we are one of the companies that are shaping the future. Has the new ALEXA camera prompted any structural changes? Stephan Schenk: While the ALEXA project continues a long tradition at ARRI of developing groundbreaking products, many of the specific technologies involved are so innovative and new that we must adjust ourselves around them in order to take fullest advantage of their potential. We have, for example, set up a group called the Digital Workflow Group, which brings together all the experts from various divisions within ARRI. The task of this team Sheila HauerHesch Customer & Sales Support shauerhesch@arri.de
HoRIZoNS Stephan is to analyse the workflows of our customers, define a recommended workflow for our digital cameras and communicate that workflow internally and to our customers. Because of the speed at which digital technology is moving forward we have also backed up Marc Shipman-Mueller – our product manager for cameras – by hiring Hendrik Voss from Band Pro. He brings additional expertise in digital acquisition, 3D and lenses, so he will be a product manager for specific products in those areas. Have other new people been brought in? Stephan Schenk: One of the great things about both the ALEXA project and the structural reorganisation is that we are attracting real talent to the company. We have instigated a targeted recruitment drive in order to increase both technical and regional expertise. Markus Frees joined us in September 2009 from Da Vinci Systems; he’s heading up a sales team for DIS. In December we brought in David Green, a 19-year Cintel veteran who had also been at Da Vinci. Recently we welcomed back Matthias Klein, who has rejoined ARRI to oversee regions in Western and Eastern Europe. Matthias Klein Sales Manager Camera, EMEA mklein@arri.de In terms of regional expertise, we announced at Micro Salon in France that Natasza Chroscicki, who heads Image Factory, is now our official contact person for the French market. We also have a new French-born sales manager in Munich - Johan Meunier - who will look after the Mediterranean region and act as a contact for ARRI Italy. This drive to install representatives with specific regional knowledge is an ongoing one and we expect further appointments in the near future. Will adjustments to the sales structure affect sales support? Stephan Schenk: We are expanding our customer & sales support capacity and have also made new appointments in this area because we are seeking to improve the links between our customers, our sales managers and our internal shipping and accounting departments. Sheila Hauer-Hesch and Anja Leibensberger recently joined our sales support team, both of whom have considerable experience working in customer support at prestigious companies. In the UK we have directly connected the ARRI sales staff to the sales operation in Munich, which will improve sales support Anja Leibensberger Customer & Sales Support aleibensberger@arri.de Schenk by increasing the expertise available to customers. The sales team in the UK remains the same, but by centralising stock we will make the ordering process more efficient and improve the communication chain. Have there been other changes with regards to ARRI’s daughter companies around the world? Stephan Schenk: We have already started working much more closely with our subsidiaries in Asia and the Americas to ensure that the needs of our customers all over the world are taken into account when we define products and services. So that could bring benefits to future products as well as current sales customers? Stephan Schenk: Like all of these changes it’s a positive move, designed to facilitate our overriding goal of bringing the best products to market and providing filmmakers with as much creative freedom as possible. Mark Hope-Jones Johan Meunier Sales Manager Camera, EMEA jmeunier@arri.de W o r l d w i d e Hendrik Voss Product Manager hvoss@arri.de 6 9
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