The magazine for crane Technology aS a paSSion 80 ... - Palfinger

Palfinger
no 08 | 2012
Cranepassion
The magazine for crane technology AS A passion 80 YEARS
OF PALFINGER A Journey THROUGH TIME AND ACROSS COUNTRIES
special edition

1932 Founding of the company
by Richard Palfinger
1942 Birth of
Hubert Palfinger
1945 Move to Salzburg
PaLfiNGer
PaSSioN
Performance
Power
Perfection
The first crane my father built was a so-called “stiff-boom crane” and
had a rigid arm system equipped with a cable winch. This crane was
introduced in 1959 and the first small batch production of a knuckleboom
crane with a hydraulic extension boom followed in 1968. Cranes
were sold in Austria starting that year under the guidance of Mr. Söllner,
who later became our general representative for Austria and Germany.
Annual production in 1968/69 was 20 and 70 cranes respectively.
The first exported cranes went to Switzerland in 1971 to the company
Häusermann, Kran & Hydraulik AG. There were tariff barriers across
Europe to protect local manufacturers. Duties up to an amount of 40%,
the dominating competitors Hiab and Atlas, the complete lack of a
marketing structure as well as the fact that we were mostly unknown
at the time were obstacles in dimensions that are unimaginable today.
Nevertheless, there was dynamic expansion in Europe up to 1974 in
which sales growth rates of 50% and more were perfectly normal.
The oil crisis in 1974 crippled the European economy. At the same
time, Kasern was built. It was 2 - 3 shoe sizes too big for that time.
Within two weeks, our retailers cancelled a complete year of production
and simultaneously our principal bank at that time cancelled all
overdraft provisions, which had been used excessively until then due to
the extremely high rate of expansion.
2 cranepassion

1959 The first crane WAS built
1964 Takeover by Hubert Palfinger;
Specialization in truck-mounted
cranes.
1968 The cranes WENT into seriAL
production for the first time
To be better than the others.
our Vision
right from the start.
Suppliers flooded us with goods until this problem solved itself due to
“reasons of risk management”. The existence of our company literally
hung by a very thin thread, and it was ultimately a large order from Syria
that saved us.
We had to develop, build and deliver a product that was completely new
to us in just 3 months. It was a “self-propelled stockyard crane.” It goes
without saying that we planned, drafted and worked seven days a week,
almost day and night and were completely motivated. After recovering
from this tough situation, we focused on technology leadership on the
one hand, and the latest manufacturing processes on the other.
For a good three years, we were the only ones on the market to offer the
double toggle joint system and hence achieved huge market growth with
it. We were also the first to introduce CAD-CAM into manufacturing, and
in the late 80s and early 90s licensed manufacturing was started and
implemented successfully in New Zealand and Canada. In the mid 90s,
we were the largest knuckle-boom crane supplier worldwide in the area
of military transport logistics. This business had more or less a projecttype
of character. It brought in a great deal of money but was extremely
risky due to the tendering process that is typical with the military.
With the currency crisis in 1994, our products became 25 to 30% more
expensive than those of our competitors overnight. It was the second
time in our history it was touch and go whether we would survive as a
company. Even our largest dealers no longer believed in a future with
PALFINGER in this phase.
We were able to make our way into the stock market with UIAG and
recover the company. However, this was only because we relocated
the majority of our manufacturing to locations in the east and sharply
reduced our resources in Austria. That was a time I hope no one will ever
have to experience. However, I suppose it is from that experience we
were able to cope and work together to overcome this crisis.
The success factors of our company are still the same today. My
highest priority is on securing highly motivated employees followed by
a performance-oriented and equally highly motivated dealer network.
Seeing eye to eye, reliability, trust and pulling together in the same
direction – these are the guarantees for our successful future.
It goes without saying that technology and competitiveness are as
important as they ever were, and that we can understand and interpret
market developments, which means we have the right answers to the
upcoming challenges.
Hubert Palfinger sen.
cranepassion
3

1971 Patent for hydraulic lifting
moment control system
Patent for cylinder placement
on the extension boom system
First export deliveries to
Switzerland and France
1972 Setup and expansion of
the international sales
organization
1973 Patent for the jib gripper.
4 cranepassion

1974 Start-up of the assembly
plant in Salzburg/Kasern
1976 Expansion of business in
the Pacific region
Patent for foldable boom
1977 Patent for cable drum gripper
80 YEARS OF PALFINGER
A JOURNEY through time
and ACROSS countries
02 / 03 Editorial To be better than the others - our vision right from the
start 04 / 05 Table of contents 80 years of Palfinger 06 / 07 Power link
system France – le TOUR DE FRANCE 08 / 09 PALSOFT Australia –
far, far away 10 / 11 AOS The Italian challenge 12 / 13 PAL 50 –
Electronics on the truck-mounted crane Singapore - technology
ambassador in the countries of the rising sun 14 / 15 CDP – The Russian
bear 16 / 17 DPS – Dual Power System LIVING IN AMERICA 18 / 19 Functional
Design Swiss precision work 20 / 21 SH / PAL 150 Germany – beautiful Anna
22 / 23 HPSC Sweden – The winner takes it all
cranepassion
5

1978 Enhancement of the patent for
cylinder placement on the extension
boom system to include several boom
extensions
1981 Patent for compensated overload safety;
patent for sequential console; entry into
the market in North America
Le
tour de
france
Paris is worth the trip. But the rest of France shouldn‘t be
overlooked either. That includes the chic Côte d’Azur, the
elegance of the Bretagne, the charm of the Provence or the
thrill of the French Alps. Hardly any other European country
has so many facets.
It doesn’t matter whether it is in industrial regions of the large cities, ports
along the coasts, or at construction sites in the interior of the country.
PALFINGER is everywhere, because a dense sales and service network
supplies the Grand Nation seamlessly with loading, lifting and handling
systems of the same name.
As one of the first export markets ever, France has always been a shoe-in for
new opportunities and challenges. After establishing the truck-mounted crane,
the first step in the direction of product diversification was taken by taking over
the hook lift manufacturer GUIMA. PALFINGER stepped into the hook loader
market and pressed forward to become an attractive system provider.
The development of Palfinger in France is closely connected to the name
Vincent, or the family to be more precise. Armand Vincent, an old school
pioneering business man, demonstrated handshake quality and good business
sense throughout all the years.
Today, his brother Francois, niece Emilie Fraisse, son Mathias and nephew
Marco Mazzanti manage the business. “We grew up together. The working
relationship with the different departments in the parent company such as
Research & Development, Sales and Service is very intensive. It is based on
trust. That is how it was in the past, and nothing is going to change in the
future. We are market leaders in France in truck-mounted cranes and hook
loaders. To strengthen this position and continue to develop it, we will tour
right across France with our “Caravane” once again at the end of the year and
properly promote our products. We have already had a very successful trip with
this concept in 2007.” (Mathias Vincent)
6 cranepassion

1984 Opening of the plant in Lengau
Milestone in crane development
Introduction of the power link system
power link
The (double) lever that put(s)
everything into motion
Many laughed at the idea, and quite a few believed that
PALFINGER would design their way out of a market. But just the
opposite was true. And the triumphal march of the double toggle
joint system (= POWER LINK) began.
The toggle joint and knuckle boom were known. The new thing
about the PALFINGER Power Link was the use of the toggle joint
on the main boom as well. That way, an equally high lifting torque
and the constant velocity curve could also be implemented on the
main boom. This was an advantage that was to revolutionize the
truck-mounted crane world.
POWER LINK PLUS. This was also a PALFINGER invention that
years later increased the operating range of the knuckle boom
even further.
Paul Reiter
Design & Development
La Caravane 2012/13
PALFINGER Products on tour
through all of France
A different type of Tour de France: Once again,
this year is completely inspired by a customeroriented
demonstration of system solutions
following the motto of “as close to the customer
as possible” - “made by PALFINGER”.
In cooperation with Palfinger France and Guima
Palfinger, all PALFINGER products - above all
truck-mounted cranes and hook loaders - will
travel through all of France making them “close
enough to touch” for end customers. Set-up
on seven vehicles from the most reputable
commercial vehicle manufacturers, the products
will demonstrate the solution competence that
they possess, especially in industry-specific
product combinations. The “moving show” will
stop at a total of 38 destinations. The product
demonstrations will be held at the facilities of
the Guima and PALFINGER Sales and Service
Partners throughout France.
cranepassion
7

1989 Export rate EXCEEDS 90%
market presence in more
than 70 countries
1992 Opening of the plant in Köstendorf
patent for automatic swing-up stabilizers
Introduction of the Paltronic 100 electronics
Introduction of return oil utilization on the
truck-mounted crane
Start of simultaneous engineering
Introduction of “functional design”
far,
far
Longing for Australia. This continent has a special fascination about
it, especially for Europeans. Who hasn’t dreamed of travelling around
this country or even emigrating there? Perhaps that is the reason why
PALFINGER settled into terra australis (= southern land) as early as in
the 70s. The first PALFINGER crane was sold ‘down under’ in August
1977. It was the beginning of a consuming passion.
Steve Lloyd was there from day one - an original Australian and
professing PALFINGER fan: “PALFINGER is a synonym for products
with quality and technical features that actually make customers more
successful in their everyday business. It is a great honour for us to be a
sales partner and part of the worldwide PALFINGER family.”
away.
8 cranepassion

1992 Introduction of PAC (software for
superstructure and stability calculations)
and PATIS (digital spare parts catalogue)
1993 Start of production in Marburg/Slovenia
Patent for a range-optimized storage
system for cranes without a toggle joint
ISO certification of the Kasern plant
PAC
The hour when
PALSOFT was born
Calculations of loads, outreaches, axle loads and stability are part
of the basics of the crane superstructure. At the end of the 80s,
PALFINGER took the first steps towards developing suitable software.
Initially it was only used internally on the mainframe, however with the
arrival of PCs, it was possible to make it available to dealers as well.
The first version of PCA, still on the DOS operating system at that
time, arrived on the market at the beginning of the 90s. - Its depth of
data and operating comfort was clearly superior to other commercial
calculation aids. Following further development in cooperation with
well-known truck manufacturers, the third generation PACWin.NET is
now in use. It is more user-friendly and attractive than ever.
Paul Kübler
One of the first Palfinger software developers
Professional for interfaces and user interfaces
“The PALFINGER family is a global family. We are there for our customers
on five continents whenever they need us - with the certainty that their
concerns are always our highest priorities.”
Service is our success
PALFINGER offers a comprehensive and far-reaching scope of services
that covers the entire product life cycle. Therefore, there is good reason
to say “service is our success” in Australia. Whether superstructure
calculations, support in daily business with practical online support, or
quick help for unpleasant downtime by extremely well-trained service
technicians and a quick supply of spare parts - customers ought to
expect first class service from the market and technology leader.
Comment on the side
It is interesting that this large country is
the biggest consumer of our smallest
models of crane, the PC crane series, with
several hundred purchases per year.
“The country is extensive. The land is often unpredictable. Regardless
of where and when our customers need help, we give it our best - with
commitment and enthusiasm.” (Steve Lloyd)
cranepassion
9

1995 Construction of the plant in cadelbosco di Sopra/Italy
1996 Innovation Prize for computer-based method
system for optimization of welded structures
PALFINGER cranes in Italy. A great challenge since their first appearance in 1991 at the
Samoter Verona. A multitude of domestic manufacturers battled for market share.
There were more crane manufacturers in Italy than in any other country. Furthermore, life
was made difficult for international competitors through expensive and complex approval
procedures. Nevertheless, Orlando Ferrari knew the market and was confident that
quality would also prevail south of the Brenner Pass.
the
italian
Challenge
And he was right on the money. Very quickly PALFINGER cranes met
the demands and good taste of Italian customers. Competitors soon
recognized the merits of the cranes from Austria and unabashedly
began to copy them. Many products that looked similar at first
glance appeared on the market at lower prices.
“PALFINGER stands not only for quality and reliability, but also
for technologically leading truck-mounted crane concepts. This
not only applies in the classic truck segment, but also for wood
loading and handling recycled material. There was good reason for
competitors to adopt one highlight or another after taking a good
look at PALFINGER. But only a PALFINGER is a PALFINGER. It is
more expensive than competitors’ products at first glance. But
after taking a closer look, it is the most cost-effective purchase
based on its service life. Especially in economically difficult times,
business owners are required to make clever, forward-looking and
sustainable investment decisions. The same is true in Italy. There is
wisdom behind the saying: “it is expensive to buy cheap.”
10 cranepassion

1998 Patent for the AOS active oscillation suppression SYstem
AOS
Only available
from PALFINGER
“If something is methodologically doable, it must also
be possible to implement it electronically.” Those were
the thoughts of Erich Wimmer as he observed a test
bench employee as he was able to stop the strong postoscillations
of the crane boom through skilful use of the
hydraulic lever.
The benefits of the system are obvious. The AOS
active oscillation suppression system reduces natural
oscillations that occur, thereby reducing dynamic
loading. Post-oscillations caused by rapid braking or a
quick load change can be avoided. This increases the
precision of load positioning and thereby increases the
safety and fine controllability of daily crane work. The
AOS active oscillation suppression system is patented. So
far, no competitor has launched any comparable system
on the market.
PALFINGER ITALIA
Official PALFINGER
dealer since 1990
erich Wimmer
Manager of R&D Electronics
ALWAYS MANAGED TO TEACH OLD DOGS SOME NEW TRICKS
Milena Bartoli
Charming business WOMAN
who knows how to prevail
in a crane world dominated
by men.
Comment on the side
At the world premiere of the new PALFINGER SH
crane series at the Bauma 2010, the public tipped
their hats to the new truck-mounted crane
concept. You don’t have to be a prophet to foresee
that competitors will once again pick up the
inspiration of one idea or another. That is a
compliment for the inventor. Competition
stimulates business and ultimately benefits the
user. Only one thing is certain. PALFINGER will
continue to raise the bar on its competitors in the
future as well.
cranepassion
11

1999 PALTRONIC 50 AM SERIEs cRANe 1999 IPO
100,000th Palfinger crane leaves the plant
Patent for hydraulic overload safety device
PAL 50
PALFINGER makes electronics
socially acceptable on a
truck-mounted crane
Beginning of the 90s. PALFINGER recognizes
the necessity for electronic control systems and
develops the Paltronic (PAL 100). The new trend
rapidly gains momentum in the railway business.
The truck-mounted crane market initially shows
its sceptical side and only warms up to the idea
of electronic solutions slowly.
1999. PALFINGER profits from its positive
experience in the railway sector and brings the
PAL 50, a system for overload cut-off for series
cranes, to the market. The PAL 50 is still proving
its worth today and controls numerous functions
on the modern truck-mounted crane.
Wolfgang Kinz
Success factor in crane
application programming
12 cranepassion

2000 RAP Rapid Process (order-based manufacturing)
2001 Power Link Plus (UPWARDLY TILTABLE KNUCKLE BOOM)
TechnologY
ambassador
for the countries of the rising sun
Singapore. Asian flair mixed with a European influence.
International shipment centre between east and west.
Financial metropolis and port city. The head office of
Wong Fong Engineering is located in the “Fine City”, one
of the cleanest cities in the world and has taken the lead
since 1996 in sales of “Fine PALFINGER Crane Technology”.
Pioneer work in the establishment of innovative crane solutions. As a
forerunner in the use of knuckle-boom cranes, Singapore is also the
showcase for the merits of these applications for the entire Asia Pacific
region. In contrast to other Southeast Asian countries in which the
telescopic crane still dominates the truck crane market, the knuckleboom
crane concept has been established here for a number of years.
With an annual market potential of about 400 new cranes and a
surface area of only 400 km 2 , the tiger state is among the countries
with the highest density of cranes. Sixty percent of the cranes used in
Singapore are attributed to the heavy-duty crane league. In the
segment of 85 to 150 mt cranes, Singapore is among the countries with the
most users worldwide. Many years of industry and service know-how have
contributed to making the PALFINGER brand into a permanent part of the
cityscape of Singapore.
Bestseller. The very successful product launch of the PK 50002 EH
High Performance truck-mounted crane in 2010 is just one representative
example of the typical preference that Singapore shows for high-tech large
cranes. Twenty cranes were ordered just in the first three months.
“Innovations from PALFINGER are always radical and trendsetting in the
truck-mounted crane business. Whether it is Power Link Plus, CDP or AOS,
we profit from it tremendously. It is easy to convince customers of the
excellent performance of a PALFINGER crane. That is motivating and
makes us proud.”
Jimmy lew
wong fong engineering
cranepassion
13

2002 Introduction of cathodic dip painting (CDP)
Interlock outrigger safety system
KTL
Keeps cranes young
Cathodic dip painting, a coating process that
is state of the art for cars and trucks, is also
making its way into the truck-mounted crane
industry thanks to PALFINGER. That’s good
news for our customers, because CDP does
more than just make PALFINGER cranes look
better. The abrasion-resistant and UV-resistant
coating ensures lasting surface protection to
guarantee value retention for years. A perfect
look - for the life of the crane - and high resale
values speak in favour of the sophisticated
anti-aging program. Sixteen operations, a
precision electrostatic coating and uniform paint
application make PALFINGER cranes clearly
more fit and superior to others.
Walter Haberl
Manager of Design & Development
THE
russiAN
BEAR
Entering into the new, very promising market was set
in motion in the mid 90s by Hubert Palfinger. It was a
challenging task to cover the vastness of the country
with good partners and products even in climatically
difficult regions. Today there is a dealer network with
more than 50 partners throughout the land. And, the
PALFINGER truck-mounted crane is no longer a
stranger on Russia’s roads and construction sites.
14 cranepassion

There is a good reason why the company’s headquarters are in the
beautiful city of St. Petersburg - a city founded by Peter the Great as a
“window to Europe”, a city that was built as a figurehead of the Tsars,
and a city that presents itself as an important cultural and economic
centre today.
“We market and sell PALFINGER truck-mounted cranes with pleasure.
We appreciate the high product quality, reliability and professional
support from PALFINGER in the areas of marketing and training. If you
take the tough climatic conditions in vast parts of our country into
consideration, then high-quality products that can stand up to these
conditions for the product’s entire service life become tremendously
important. The lasting surface protection from “CDP” responds to this need
and is a significant competitive edge on the Russian market long term.”
Dmitriy R. Andreev
Marketing Manager Palfinger Crane Rus
The Russian Bear has awoken from its hibernation and we are excited
about how everything will develop. The outlooks are very promising.
The Olympic Winter Games in Sotschi in 2014 and the FIFA World Cup
in 2018 are decisive sources of inspiration for the construction
industry. And PALFINGER is there - live!
Comment on the side
Many know that it is “VERY” cold
in Russia, especially in winter.
However, not many know that the
“white nights” in St. Petersburg
are those nights in which you can
ALWAYS leave the bars in daylight.
Almost no one knows that the
“snow” in St. Petersburg mainly
consists of frozen spray water
from the sea.
cranepassion
15

2005 DPS – Dual Power System
2006 ISC – Integrated Stability Control
DPS PLUS
Top performance up to
the tip of the crane
Maximum outreach and maximum lifting power are the
attributes of a perfect truck-mounted crane. Until now,
cranes with a fly jib usually meant a reduction of the fly jib
lifting power as of a specific outreach in order to protect
the crane against overloading.
a
That had to be changed and posed a new challenge to
the designers at PALFINGER.
Hence, the developers at PALFINGER drew on some
valuable knowledge from prior system testing and
developed the Dual Power System Plus (DPS Plus). The
system makes it possible to use the full lifting power
through the use of two pressure ranges on the fly jib. With
it, the full lifting power of the fly jib can be utilized even
for crane-jib combinations with very large outreaches, if
the crane’ extension boom is not fully extended.
Typical of PALFINGER, the system engages and
disengages fully automatically and is characterized
once again by being very user-friendly for the crane
operator.
Eckhard Wimmer
Manager Pre-Development
and Calculations
25 years with PALFINGER
16 cranepassion

Comment on the side
To PALFINGER, the North American
area also includes Central America
and the South American countries of
Columbia, Venezuela and Ecuador.
The reason for this is that these
countries traditionally handle their
business with the “West” via Florida.
LIVING IN
meriCa
When PALFINGER shipped its first truck-mounted crane across
the Atlantic at the beginning of the 80s, hope was inspired by
the endless possibilities of this country. And rightly so, as it
turned out in the subsequent years.
Today the North American area is PALFINGER’s most extensively developed market
besides Europe, with many different products and locations. Mark Woody has
accompanied Palfinger Inc. in Niagara Falls for 20 years. He has made a significant
contribution to the “rise” of PALFINGER in North America from a small dealer up to
a large organization.
Specific applications call for specific crane solutions. For example, wallboard and
drywall cranes (special cranes for basement and formwork construction and/or dry
construction) are typical for the North American construction business.
Service cranes also play an important role. The market is large and highly soughtafter.
PALFINGER is currently represented with four models in the high-class
segment. Their technologically high-quality equipment (radio remote control as a
standard, cable winch incl. shut-off device) ensures that these models are in very
high demand.
Attractive package solutions were successfully launched in the large crane segment
with the “large crane project” as our own key account. Completely configured
vehicles for specifically defined customer applications (e.g. petroleum industry)
convinced customers of the merits of a knuckle-boom crane. Live demonstrations
with demonstration vehicles won the hearts and minds of potential users.
“The geometric benefits of the knuckle-boom crane result mainly from the POWER
LINK and the POWER LINK PLUS system. Our customers appreciate the benefits of
these systems. The use of the tried and proven double toggle joint system becomes
even more efficient through the upward reverse linkage system. The 15 degree
reverse linkage system makes it possible to do work in limited space with high
precision. The crane also lifts loads through low windows and door openings.
Cranes can be used easily in buildings.”
Greg Sneek
Product Manager, Crane Division North America
cranepassion
17

2008 Market launch of the High Performance generation of
truck-mounted cranes
Maintenance-free extension boom system
Material optimization
Functional Design
Opening of new hexagonal tube production in Lengau
2009 DPS-Plus / Power Link Cable Winch / Single Link Plus
Functional
Design
Makes cranes beautiful
and owners proud
A truck-mounted crane is a high-tech product with an
image. Design is a must-have. People at PALFINGER have
known that for a long time. Industrial designers have had
a serious say in product development since the 90s. Good
(industrial) design must fulfil a purpose. It must be simple,
visually attractive and economical to implement. The art is
to combine functionality and individuality in the choice of
materials and the design of shapes, colours and solution
details.
Here is the basic principle: Something that looks good
and contributes to more convenience will be a success.
Heinrich Krug
Industrial designer
He has styled PALFINGER cranes for 20 years
Precision
work for
40
YEARS
18 cranepassion

As precise as a Swiss watch. That is how the team at
the Swiss general agency works. And it has done so for
40 years. Walser Schweiz AG took over as the general
agent of PALFINGER in Switzerland in 1972 as the first
export partner worldwide. Since then, the company has
successfully sold the broad product range of PALFINGER.
“PALFINGER is the world market leader. We are proud of this. With
the PALFINGER brand, today we are certainly able to offer the most
complete product range of high-quality lifting, loading and handling
systems. Despite its role as a global player, PALFINGER has never
lost sight of the importance of staying close to its dealers around the
globe. We still maintain an intensive partnership with our friends from
the neighbouring countries.
PALFINGER clearly confirmed its role as a trendsetter with the launch
of the High Performance crane generation. The innovative crane
concept became quickly established on the Swiss market. Today, all
the technical features are indispensable for the very demanding and
quality-aware Swiss customers. The SH crane series in particular,
which is the crown of the High Performance crane generation, sells
very well in Switzerland. Within just a few weeks, we were able to
congratulate several customers on their purchase of a PK 92002 SH.
It was a very promising start in the large crane segment with the new
SH models compared to the size of our small country.
Thanks to the optimized lightweight construction, the High
Performance crane generation is primarily characterized by the
optimum balance between its net weight and lifting power. Our often
quite meticulous Swiss customers really appreciate that everything is
“very orderly” around the truck-mounted crane and that the cranes
look attractive.
With the functional design, PALFINGER has reduced a modern design
and the highest level of functionality to a common denominator.
Refined detailed solutions and high-quality plastic coverings that not
only look nice, but also serve their purpose, make a lot of sense.
Ultimately, day to day work is simply more fun, and the company
benefits at the same time by the positive effects on its image.”
Ruedi Sutter
Managing Director Walser Schweiz AG
A successful partnership
in Switzerland for 40 years
www.walserag.ch
cranepassion
19

BEAUTIFU
Professionals know
what looks good!
The new intelligent
cranes of the SH series
www.palfinger-sh.de
It is literally German thoroughness. The successful
market launch concept of the new “SH crane series” is
based on this thoroughness, and it is emotionally
likeable at the same time.
Even after the first tests in practice, we knew that the new SH crane
series could really be a hit on the market. The requirement was to
successfully communicate the higher price compared to the competition.
Therefore, a decision was made to have a market launch that went in a
different direction than before.
The media image was to be simple but emotional. Something that would
appeal to customers immediately. With the slogan “Professionals know
what looks good!” and the face of “beautiful Anna” we wanted to visualise
what our customers keep telling us: “Your units simply look great.”
This subject was published everywhere in German trade journals in the
first six months of 2011. A separate website was designed and combined
with a mailing campaign in order to be able to measure the response.
20 cranepassion

2010 SH/PAL 150
Convenience and safety initiative according to
EN 12999:2011
SH / PAL 150
Truck-mounted
crane technology
Next Generation
Keeping an eye on increasing automation in the industry,
PALFINGER freed up tremendous resources for the design
of the new electronic control system. The electronics
department grew to more than 20 specialists during the
course of the intensive development period. The first
thoughts about a successor generation of electronics
- the PALTRONIC 50 – came up in 2002.
“Continuous improvement. Our daily job.” A clear
message placed boldly in the department was
instrumental to the work of the entire team. The result
was “SH”, a control system concept with a new level of
functionality and safety.
With the new PALTRONIC 150 as the centrepiece, a
new era in truck-mounted crane technology began.
paul handlechner
Manager of Control System Electronics
Electronic all-rounder
L “ANNA”
Our customers were able to get into the new “SH site”
with a personal code and learn about the new series. The
opportunity to win a miniature model of the PK 53002 SH
made the promotion even more attractive. The analysis
that we carried out showed that we were on the right
track. We knew who logged in and for how long and which
features they learned about. Based on this information,
nothing stood in the way for our sales force to efficiently
address our customers.
In addition, all 200 of our partners were given intensive
training on the products. An adequate dealer package took
the campaign to the point of sale. To do something new,
all foremen and assemblers were addressed during the
course of the campaign. This group of people in particular
have made an unbelievably strong contribution to the sale
of a product. Not only the sales staff, but all employees
should be thrilled by the new series. We also offered all
employees the possibility to control an SH crane, i.e.
to “understand it”.
“All our demonstration vehicles were equipped with the SH
motif. This was so popular that several customers continued
travelling with the motif even after the vehicle was sold, thus
providing advertising for us on the roads nation wide.”
Franz Ebner
Marketing Manager Palfinger Deutschland
“This is a highly sought-after market. Price pressure is increasing.
But PALFINGER is more than optimistic as it looks to the future.
We score points through our edge in design and technology.
And we also score points by focusing on industry segments and
having a impeccable service network. With the “Best Price Deal”,
we show our customers where their entire personal cost-saving
potential is and where profitable business segments are.”
Thomas Moucka
Managing Director PALFINGER Deutschland
cranepassion
21

2011 HPSC (High Performance Stability Control)
HPSC
Couldn’t be
more intelligent
The requirements for the new stability control system
“HPSC” were clear: The control system was to calculate the
stability as realistically as possible for any support situation -
and do it in real time.
When dealing with stability, deformation of the vehicle plays
a dominant role. Hence, the theoretical, non-deformed
structure cannot form the basis for an accurate calculation.
Extensive simulations with the help of finite element
programs, numerous practical tests and the development
of a highly complex real data algorithm were ultimately the
ingredients for what currently is the most intelligent stability
control system.
Alexander Schalber
Computation Engineer
The
winner
takes it
All
22 cranepassion

Love at first sight. Confronted with a PALFINGER crane on the test bench, Bertil Hinz - at that time a highly
qualified employee of a Scandinavian competitor - immediately recognized the advantages of “the red crane
from Austria.” HINZ has sold PALFINGER products successfully in Sweden since 1974. Today, Magnus Hinz is
part of the second generation managing the fate of HINZ FÖRSÄLJNINGS AB in BORLÄNGE, Sweden. Born in
1973, he picked the PALFINGER spirit up right from the beginning.
“If you uphold your own standard, then customers will follow.”
“The most important thing in a working relationship that spans decades
or even generations is the certainty that you can always rely on your
partner in day to day business. After so many years of having a business
relationship with PALFINGER, you are part of the family. People know each
other. Personal and direct contact simplifies the working relationship and
creates a relaxed atmosphere among partners. The people at PALFINGER
are well qualified for this. They know their business. They know what it
is all about and take care of our concerns every day. And as long as the
majority of the shares are held by the Palfinger family, we are confident
and motivated for the future!
“To be better than the others” was the goal of PALFINGER right from the
start, and was certainly the basis for success on the Scandinavian market.
Specifically, it was the cranes with the double toggle joint system that
once revolutionized the truck-mounted crane market, and thanks to their
numerous innovations, they thrill customers time and time again.
Just think about the lightweight construction, the overall crane
performance and the perfect after-sales service. The list is long. All
of this has made PALFINGER into that what it is today - a premium
brand with power, status and esprit. And it made us number one
in Sweden! System partners in the industry notice this spirit and
strength. Ultimately, they also want to work together with winners.”
Magnus Hinz
Director of the Management board and
vice general manager
The new stability control system “HPSC”, which by the way was
tested for its practicality in an extensive field test in Sweden, is a
guarantee for continuing on the road to success.
cranepassion
23

2011 A new generation in the Supervisory Board
New edition A close look at the product life-cycle
of a Palfinger truck-mounted crane.
statements
“PALFINGER is an Austrian company with an international
profile. Expansion of existing dealer partnerships and joint
ventures with the largest Chinese construction machinery and
equipment manufacturer secure our position on the world
market for the coming decade.”
Hubert Palfinger jun.
Deputy Chairman of the Supervisory Board
“PALFINGER is aware of its ecological responsibility. Therefore we
focus on eco-efficient manufacturing and environmentally friendly
innovations. In addition, we are also focusing on sustainable product
areas and are strengthening our market position in the offshore and
wind power sectors as well.”
Hannes Palfinger
Member of the Supervisory Board
24 cranepassion