HT Laser Sp. z o.o. is a system and component supplier for global machine building companies and a flexible subcontracting partner for forest, paper, energy, marine, mining, and other industries. The team consists of 50+ technology professionals and ~90% of their production is exported to Scandinavian countries, Germany and the UK. HT Laser offers laser cutting, bending, welding, laser welding, machining, assembly and related R&D services. All operations are managed by certified quality and environmental systems built according to ISO:9001 and ISO:14001 standards. Tuomas Asunmaa spoke with Juha Savolainen – CEO of the company – about the evolving labour market, the challenges of maintaining high standards in recruitment, and the importance of adaptability in both staff management and business strategy.
Last year and the year before it was challenging to find good people for production jobs, now the situation is easier. When did you realise this change?
We noticed this trend strengthening about a year ago. There are so many more candidates right now. I receive more unsolicited CVs now than for an advertised position a couple of years ago!
That’s quite a turn. But are some positions still difficult to fill?
I wouldn’t say it’s difficult anymore, but I could say it is sometimes challenging. This is because we are working to very high standards, namely EN 15085-1 railway standard, which means high demands on the employees being hired. You must be a real pro to fit in.
Have you noticed any decrease in salary expectations or other conditions?
Not really. Every year it is more or less the song we are singing. Expectations are expectations, but the reality is a different story. However, I think stability and good working conditions are valued more today than maybe a couple of years ago.
When you came to Poland, the culture of having rented staff at factories was just starting and has become more common over the years. What is the situation now?
I experienced the same challenge in Finland about two decades ago. In the beginning, you need to fight against various prejudices and misconceptions, especially when employees come from different nationalities. Things will get better with time. We started using rental staff here about seven years ago. Some of the “originals” are still with us.
If you could give advice to someone who is considering staff rental in Poland, what would it be? Are there any bottlenecks or things that are very difficult for Finland?
“Just do it”, like Nike says. Rental labor is an important resource for a company. Not only for smoothing out production peaks, but also for increasing capacity more quickly.
Jumping to the economy, the Polish export sector is facing challenges; in particular, exports to Germany are not developing well. Have you seen this in your business?
Unfortunately, this decline is clearly visible in our industry, but we are still doing just fine with our direct customers in Germany. I can imagine the pain with tier 2 suppliers to German automotive customers. And yes…honestly speaking there are less RFQs in my mailbox from Germany, but I am sure I am not alone with that statement.
Do you see customers getting more price-sensitive or willing to change suppliers?
Our long-term customers are always very price-sensitive, but still very demanding when it comes to quality. They are not willing to waste a single euro, regardless of the total cost, if you know what I mean. At the moment, I can see signs of some kind of auction market philosophy going on at the market. The cheapest offer wins, regardless of anything else.
Is it a temporary phenomenon?
It is somewhat understandable, but it is not a sustainable solution. It also requires some “moral flexibility” from the buyer. Especially when they know they are getting the product at below cost price.
You have been so long in the industry, what would your prediction be for next year?
My crystal ball has been a little foggy lately, but I’m sure there will be light at the end of the tunnel. To know the future, I should have been born two years earlier. Seriously speaking, we should be a little braver now, when planning bigger investments for the future. I still believe in Buzz Lightyear’s slogan "To infinity and beyond."
In your industry, the sales process can be very special, do you participate in sales?
We don’t have a typical way of getting new clients. In fact, we do not have any active sales in Poland at all. We are found by customers in many ways. By that I mean exhibitions, old contacts within the industry, the HT Laser website, jungle drum etc. Of course, I participate in all of those.
Yeah, inbounds can come from various sources.
Every now and then we get a new customer or a new product from an old customer due to our competitors' quality issues. This happens more often than you’d think. Many of our customers are also HT Laser Finland customers. Typically, they are more international customers who have global activities. And lately, our sales in Sweden have increased thanks to our sales managers there.
You have been in Poznań for eight years now and are one of the very few Finnish factory managers in Poland. How has the market changed over that time?
I have witnessed a huge change in the economy, but also on a micro level in the subcontracting business. For example, employee roles are no longer “one man, one job type”, but have become more diverse. Multitasking may be the word I’m looking for. This applies from production to the office.
Were there any new initiatives in 2024?
Our Star Wars Jedi knights in production have been joining forces with our IWE and R&D to create more laser-welded products for our customers!
Check also our previous interviews with HT Laser
2024: https://www.yumpu.com/en/document/read/69429453/finnish-business-culture-in-poland-2024 (page: 39)