Marco Pizzi (Carlo Salvi Spa): "There has been an industrial reaction, let's look to the future"

2020 has been an annus horribilis for everyone, especially for machine builders, but new opportunities can arise even in the worst of times. This is the positive message that Marco Pizzi, Chief Commercial Officer of Carlo Salvi Spa – the well-known manufacturer of headers for the production of screws, bolts, rivets, and other fasteners – has given us. We talked with him by phone while he was in self-isolation, waiting for the result of the swab performed after a trip abroad.

How did this business trip go?
It has been intense for sure. However, it was also profitable: we are talking about important orders all around Europe.
In light of this experience, what was your impression of the general situation in Europe?
Talking about the fastener manufacturers market, Italy has reacted earlier and better than other European countries. The overall picture is not homogeneous; in general, I have seen the sector much more active in Eastern Europe than in Germany and England. Especially so in the consumer, white goods, and electrical sectors. The situation has been a bit better in the Automotive, but the market is still in clear difficulty.

What is the state of the art at the moment? How has Carlo Salvi been experiencing the last semester?
March, April, and May were terrible months. Since June, it has been a bit better; September and October were very rich, in fact, we have seen a definite revival of the situation. There has been an industrial reaction from the companies we deal with. And I must say one thing: until today, we have never had problems with payments, as all the outstanding agreements have always been honored by our partners. I take this opportunity to thank all our customers for this since they have shown a great sense of responsibility. Nobody has taken advantage of the circumstances.

Have we reached rock bottom?
I believe and hope so. Internally, we are making important sacrifices. Now, as we have done in the most delicate moments, we have been working to lay down strategic and future-oriented plans. We must look ahead, roll up our sleeves, and look to 2030 rather than today. We have solid foundations, we can take advantage of synergies with a large group, and after all, I think that even in times of crisis there are opportunities just waiting to be discovered.

As far as the production aspect is concerned, is there any news or innovation you have brought to your machines?
We have launched on the market a progressive header with integrated rolling machine: the CS 513 TH, a 5-station machine entirely developed by us and aimed in particular at manufacturers of automotive fasteners with a maximum diameter of M12 under head, up to 100 mm thread length. It is only the first in a line of innovative and important products for us. As a group, the latest development is the Hatebur Coldmatic CM 725, a 7-station cold heading machine with a completely new linear wire feeding system and a precision high-speed cutting system that enhances, even more, an already rich and innovative machine. We would have presented both at this year's wire show in Düsseldorf.

You will not be among the exhibitors of the wire trade fair, then.
No. I am against any trade show activity at this time. The main reasons are two: first, the safety of the staff and the responsibilities we have towards them also as managers of the company. Second, for me – and I believe for everyone – a fair is and must be experienced as a celebration. In a similar climate, with a semi-paralysis of activities in many countries around the world and the obvious prospect of a drop in visitors, a fair loses its meaning. This year, as Carlo Salvi, we have canceled all live appointments, with the exception of two events in China—where local staff will participate.
How are you facing the pandemic from a business perspective?
Since the first days of March, we have adopted and studied internal security protocols that go well beyond those indicated by the local health agencies and institutions.
However, working smart and in collaboration with our staff, we have found a balance between the need to produce and to remain healthy. We have also worked a lot on the IT and digital front, both internally and as a service to customers, to offer and maintain remote assistance and special machines remote testing operations. In short, we have rolled up our sleeves not to lose ground more than we are required to do, always maintaining a high safety level, sanitizing work environments, increasing distances, spacing staff entrances and exits, taking advantage of remote working tools and making the most of our international network and our foreign facilities to meet the needs of our customers in each macro-area.
The watchword is SECURITY, but also EFFICIENCY. 

Update (October 29, 2020): the 2020 edition of the wire & Tube trade fair has been officially canceled. See you in Düsseldorf in 2022!