The THERMOTEX sales team, led by Martine Scheer, always finds a way to reach the goal. Their motto: Can’t be done? Not an option!

Martine Scheer glances at the clock. Then she pushes back her office chair and stands up. With the press of a button, the surface of her desk begins to rise slowly. She quickly organizes a few papers – just as Wolfgang Broß knocks on the doorframe. There are details to discuss regarding an important order from an internationally active client based in Germany’s Ruhr region. Martine gestures for the responsible team member to join her. The door closes behind them.

A colourful mix of languages 

For Martine Scheer and her team, everything revolves around sales. They organise, coordinate, support, and track deliveries to nearly every corner of the world. In the open-plan office, where their area is set off in one corner, a vibrant mix of languages can be heard – from the local Baden dialect to standard German, from French and English to Croatian. These are the languages spoken by end customers and distribution partners alike. It’s one of the aspects Martine Scheer particularly enjoys about her role as Head of Internal Sales: ”THERMOTEX distributes its products all over the world. That means I get to travel the globe every day – without the jet lag.“

While Germany remains the main market, France, Austria, Switzerland and Italy have long since become stable territories, she explains. And beyond Europe? ”Today, even countries like Australia count among our strongest third-country markets,“ she says with pride. Outside Germany, THERMOTEX operates either directly or indirectly via dealers and resellers. In many cases, the company has grown across borders alongside its business partners. Yet THERMOTEX proceeds with care, explains Martine Scheer, who has been with the company since 2014. Every enquiry offers a chance to gain a foothold in a new country or sector, ”but before that happens,“ she explains, ”we may need to conduct a feasibility study for non-standard products, or carry out export control for a new third-country client. That means we’re obligated not only to check goods control and sanctionslists, but also to assess whether our products have a critical, military, or sensitive end-use. If so, this could trigger licensing requirements – or in the worst case, lead to an export ban.“

 Envelope, pallet or wooden crate 

The THERMOTEX portfolio includes more than 100,000 product references – from RFID chips for laundry identification and thermal transfer printing systems to transfer presses and intelligent laundry dispensing solutions such as TEXchange. Accordingly, the distribution channels and behind-the-scenes logistics are just as diverse. A key part of this is the close collaboration between sales and shipping, which also handles packaging. Given the wide product range, packaging can take many forms – from a simple envelope for an emblem to a custom oversized wooden crate for a laundry cabinet.

Success through collaboration 

The sales team is well-coordinated – ”in the flow,“ as Martine Scheer says with a tone of genuine appreciation. She describes her own role as that of a ”problem solver.“ ”I usually step in when obstacles arise,“ she explains. After all, cross-border logistics come with their share of challenges. Those are the stories that stick with you, says the Alsace native with a smile: ”You always remember the one shipment that didn’t go smoothly.“ Like the one to Kazakhstan, which never even left Frankfurt Airport due to a ground crew strike. Later, it vanished entirely in a mountain of hundreds of stacked shipments. Particularly frustrating: The customer had paid in advance, customs clearance was complete, all freight documents were correct — but the goods never arrived. That meant quickly sourcing replacements, notifying the insurer, and finding a new shipping route. In the end, the effort paid off. ”But it took weeks to resolve everything, and there were definitely moments when I broke a sweat!“ she says.

”But as the saying goes: No risk, no fun. And it really showed all of us how well we work together as a team.“ The harmony on the first floor of Building 1 is unmistakable — and often most visible around the standing table near the entrance of the open-plan office. That’s where you’ll frequently find sweet snacks to calm the nerves or a paper bag with fresh croissants from France. Team spirit is a top priority here. Since a few team members commute from Alsace every morning, French treats for everyone have become a bit of a tradition. This time, it was Martine Scheer who made a quick stop at a boulangerie on her way in. And so, many of the informal work meetings — especially on general topics — tend to take place right there at the standing table.

Problems are there to be solved  

The meeting with Wolfgang Broß lasted no more than ten minutes. Whatever the issue may have been — it’s now resolved. With a quick ”Thanks,“ the sales colleague left the office and logged back in at his computer. Martine Scheer has lowered her desk again and resumed her work. The door to her office is once more open — ready to face the next challenge with a good solution.