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YEAR 2 · NO. 1 · FEBRUARY 2017

AIR NEWS

A B O U T J K F, T H E EN V IR O N M EN T, F IN A N CE S A N D EN G IN EER IN G W I T H IN P R O CE S S E X T R AC T I O N

ONE-STOP SHOP CONCEPT

EASY, SAFE AND FLEXIBLE

”Changing supplier is often a big step for many companies. That’s something JKF focuses on,” says Head of Sales, Thomas Reeholm Due, who believes that the one-stop shop concept is a big benefit for existing and new customers.

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JKF DEDICATED TO CLEAN AIR

CONTENT READ ABOUT PROFITABLE INVESTMENT

AIR NEWS A magazine published by

WITH THE RIGHT PARTNERS

Make a big decision on profitable investment by choosing the right partners.

JKF Industri A/S to focus on JKF, the environment, finances and engineering within process extraction. PUBLISHER: JKF INDUSTRI A/S Rørsangervej 5, Als 9560 Hadsund, Denmark Tel: +45 9858 1211 Fax: +45 9858 1177 CVR 17 08 52 04 info@jkf.dk www.jkf.dk EDITORS: Kim Bomholt Nielsen (Executive Editor) Anja Vognsen Torben Vognsen

PAGE 4 FROM SALES TO PRODUCTION PED ENSURES CUSTOMERS GET WHAT THEY WANT

JKF’s PED is the link between Sales and Production, and is there to ensure the products are supplied at the right time.

PAGE 6 EASY AND FLEXIBLE FOR EVERY CUSTOMER

The split into a Sales Department and Customer Centre is a benefit to new and existing customers.

COPY, EDITING, LAYOUT AND PRODUCTION: Buchs.dk PHOTOS: Jakob Lerche and others TRANSLATION: admark!translations

PAGE 8 A STRONG PARTNER

FOR TURNKEY SOLUTIONS

Experience, insight and specific Key Account function strengthens relationships with OEM customers.

PAGE 11 Distributed free, extra copies available upon request from JKF.

JKF MALAYSIA AND POLAND NEWS FROM THE OTHER MARKETS

It’s JKF culture to understand the problem first before proposing the most effective solution.

PAGE 14 SIDE 2 - JKF


JKF DEDICATED TO CLEAN AIR

GROUP DIRECTOR

KIM BOMHOLT NIELSEN

Focus and flexibility In a digitised and changing world, customers and markets make new demands. Those demands are what drive JKF, and for which focus and flexibility are key. Change is a part of our lives at JKF. We are an international business, and along with our customers and partners, we have to be geared to act in a world in a constant state of change. We are influenced by political currents, unrest, trade barriers, climate change and environmental standards etc., all leading to daily speculation on which direction things will go. This is the world in which JKF has to exist, and constantly be able to understand the requirements of our customers. This applies to everything from

sales and documentation to logistics and delivery - making focus and flexibility allimportant. We believe that good customer perceptions create growth. One-Stop Shop Air News provides you with a glimpse of some of the things we do to constantly be ready for change. We include articles on our One-Stop Shop concept, designed to make dealings with JKF easy, flexible, safe and secure. We also bring you news of our approach to new customers, and how we constantly adapt and streamline

our production flow to meet the requirements of our customers, and refine our products on that basis. You can also read on how investment in a process extraction plant can make financial sense by using JKF’s products some of the most efficient, reliable and eco-friendly on the market. And the environment is in focus too, an area in which we continue to be proactive, constantly seeking to set new standards. Enjoy reading AirNews‌

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JKF DENMARK

DENMARK:

How process extraction becomes

a sound investment Investment in process extraction plant is a big decision. But by choosing the right contractors, the process becomes easier and more cost-effective.

Describing a process extraction plant as a sound investment may be a bit of an exaggeration. But when it’s necessary to protect personnel and the environment regarding certain production processes - and the law - then it pays industry to make as sound an investment as possible. And there can be a lot to gain! Focus on two areas “There are two areas a company needs to focus on when making its investment,” states Jens Kirstein, Engineer and Project Manager at D.A.I. “The first one is energy. How much energy can the company save by optimising various things? What is the return on investment if we do one thing or the other, and will be it worthwhile? The next thing to consider is subsidies. How much can the company expect in the form of subsidies from energy savings achieved per kWh?

FACTS: D.A.I. Architectural and engineering consultants. • Established 1945 • Offices in Silkeborg, Aarhus, Horsens and Esbjerg • 41 employees

SIDE 4 - JKF

When working out the ROI on such an investment, collaboration between the contractors involved is important. “They need to know each other to make the process a whole lot easier, and this is where we benefit from our relationship with Technor,” says Jens. “Everyone knows their role and what they need to contribute. That’s a guarantee for the right details and information on technical installations etc. They are important to us

when making estimates, which in turn is the basis on which our customer can apply for subsidies from the state’s environment pools. JKF’s products yield bigger subsidies Technor Director Mogens Sørensen can confirm that there’s a lot to gain by making the right investment, and choosing the best components. “We’ve worked with JKF for many years, primarily because of quality. That’s

Technor installed a plant at the premises of Danish furniture manufacturers Brdr. Krüger in 2016.


JKF DENMARK

Technor’s Managing Director, Mogens Sørensen, declares that quality is a vital part of a profitable investment.

’’

We’ve worked with JKF for many years, primarily because of quality… Mogens Sørensen CEO, Technor

the most important factor for ROI, and with JKF we already know that the products are top quality and protection for the environment has been built in. JKF supply the most energy-efficient components with the highest performance, factors that are enormously important

for operation and maintenance and making this the most cost-effective solution for the customer who will qualify for a higher subsidy. JKF is our biggest supplier, and we work closely together. We regard them as partners, and are in contact with each other several times a day. Technor has mainly supplied plants in Denmark and the rest of Scandinavia to date, but we are looking further abroad. And this is where JKF will also fit in well. They have a lot of global experience, and with their factories in Poland and Malaysia we can be sure that we have our most important supplier nearby,” concludes Mogens. As such, there’s a lot to gain from choosing the right contractors when a company is faced with having to renovate or invest in a new process extraction plant.

FACTS: Technor Sales, design and installation of process extraction plants for industry. Solutions based on working closely with customers and advisers, with dimensioning and construction adapted to requirements and the options available. • Started in 1998 • Based in Hobro • 20 employees

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JKF DEDICATED TO CLEAN AIR

PED binds the

CUSTOMER WITH PRODUCTION

Customer focus is a vital factor well into the production process. That’s why JKF is strengthening and optimising its Production Engineering Department (PED) to be able to fulfil customer expectations. PED acts as the link between Sales and Production, working as a compass for each individual order and showing the fastest, safest and most cost-effective way through production.

Reconciling expectations ”You could say that we are here to fulfil customer requirements in relation to production - i.e., to ensure that we meet their expectations,” explains Frederik

Bach Nielsen, head of PED at JKF since 1 August 2016 and referring directly to Jacob Bøhme Christensen, VP Supply Chain & Manufacturing. It all starts with the first sales meet-

Maximum customer focus is one of the areas we concentrate heavily on, says PED Manager, Frederik Bach Nielsen.

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JKF DEDICATED TO CLEAN AIR

NICE TO KNOW SALES

PED

ing with the customer to define requirements for the plant to be installed. ”We’re often involved all the way from giving a tender, and our job is to adapt, assess and optimise requirements so that they can be fulfilled in Production. During this phase, we work closely with the sales team, who are in contact with the customer, providing input and ideas for improvements or optimisation. These are all factors that in the final analysis will ensure the customer gets the product he wants on the delivery date agreed. We therefore have to be extremely flexible, able to switch between manual and automated production techniques to be able to fulfil the requirements for customised solutions. We also have to meet quality and delivery targets - criteria that JKF is justly renowned for. Maximum customer focus also means that JKF has to constantly review its internal processes to optimise production times. This is where we focus heavily on improving delivery times.”

PRODUCTION

of which has its own focus: maintenance, optimisation and production drawing. And the very fact that full focus can be applied to a given area is vitally important for cohesive production. ”We have five technical designers working on production criteria. In the maintenance unit, we have a dedicated person to ensure that our machinery is fully optimised, with maximum uptime. That’s important when working a fourshift system,” explains Frederik, and adds: ”We have just recruited Casper Houmann in the optimisation unit. Casper is there to implement our production strategy, including working on optimisation of assembly and future investment in new machinery. Maximum customer focus is therefore given priority, including during the installation process. If customers experience problems, or run into anything unexpected during installation, JKF is ready to support them. That means continuous support with PED as the internal hub.”

Two TRADE FAIRS in the spring JKF will be exhibiting at two trade fairs during the spring, both of them in Germany. The first is the Recycling-Technik in Dortmund on the 10th and 11th of May, 2017. The focus will be on components for eco-friendly disposal of waste from such industry sectors as woodworking, plastic, metal and paper. Over 450 exhibitors are expected, spread through four different halls, and this is the first time that JKF are taking part. The other fair is an old familiar: Ligna, held in Hannover between the 22nd and 26th of May, 2017. Over 1,500 exhibitors will participate, making it the biggest trade fair of its kind. All the latest developments within the woodworking industry will be on show, and the fair is a true international hotspot for dialogue and comparing notes. JKF will be in hall 12, on stand F09.

Divided into three units To ensure optimum production processes, PED is divided into three units, each

’’

You could say that we are here to fulfil customer requirements in relation to production - i.e., to ensure that we meet their expectations…

Ligna 2015

Frederik Bach Nielsen, Head af PED

JKF - SIDE 7


JKF DEDICATED TO CLEAN AIR

Easy, safe and flexible

- including for new customers Setting up a separate Customer Centre and Sales Department improves service levels for existing customers and makes it easy for new customers to integrate with JKF. mote,” explains Thomas Reeholm Due, appointed as Head of Sales on 1 August. Previously, the Sales Department was a single unit, but it has now been split into two - the department itself and a new Customer Centre. The process involved in finding and winning new customers is therefore concentrated in a specific area, with full focus from a team of experts with a lot of experience within process extraction. ”The option of using JKF as a onestop-shop is of huge benefit for our customers. We have a large, strong and flexible product range designed for every aspect of process extraction. JKF has a bank of knowledge and experience within

Choosing a new supplier is a big step for many customers, especially when complicated technical products are involved. There can be many issues to address, including: What’s product quality like? How do you perform on delivery? Can I count on the necessary technical support? To make the introduction to JKF easier, the company has just restructured the Sales Department with the aim of making it easy, safe and flexible to choose us as preferred supplier. Sales Department and Customer Centre ”We have a unique set-up that makes life easier for our customers, which is something we need to get out and pro-

F A N

FILTERS AND SEPARATORSE PRODUCT PRO

A T E D D E D I C

PRODUCT PRO

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EM DUCT SYSTMM E PRODUCT PRO

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A complete programme for process extraction.

SIDE 8 - JKF

Thomas Reeholm Due, Head af Sales

D U C T

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A T E D D E D I C

’’

The option of using JKF as a one-stop-shop is of huge benefit for our customers…

S S Y S T E M

S FAN SYSTEM MME

GRAMM

woodworking, agriculture and milling in particular, based on delivery of several thousand plants since the company was founded in 1957,” explains Thomas before adding:

E S S S T A I N L

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GRA

A T E D D E D I C

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JKF DEDICATED TO CLEAN AIR

Changing supplier is a big step, and that’s why make every effort to ensure customers receive the very best support, explains Head of Sales, Thomas Reeholm Due.

”By linking the product range, knowledge bank and experienced professionals in the new department, we end up with a powerhouse able to identify and service new customers. The sales team programme identifies customer needs in relation to JKF as a supplier, and we can then jointly develop a platform for working together by linking the customer to JKF’s value propositions. Security and trust ”It often takes between two and three years to bring a customer fully in-house,” explains Thomas. ”Initially, we have to get the right basics in place and then build up the security and trust that are vital to working together moving forwards. Once the relationship has matured, the Custo-

>

Happy to move for an exciting job Working for JKF means time on the road for Thomas Reeholm Due. From his home in Egå, near Aarhus, he makes the trip to the factory at Als every day, unless he’s out visiting customers. ”The time I spend on the road is less important in relation to an exciting job with a professional, ambitious company. Being a member of a company that’s growing is highly motivational. You get the chance to try things, and to influence direction - something I am happy to drive a few extra miles for. And the fact that the factory is in such a scenic area, close to the best beaches and out in the fresh air - which is of course what our products deliver - only makes it better. Then you can add positive, engaged colleagues and you have the recipe for an exciting, challenging job,” he explains. FACTS: Thomas Reeholm Due HD in Sales from the School of Business and Social Sciences in Aarhus. Key Account Manager at DLH Group, Hydro Aluminium Tønder A/S and most recently Head of Sales and Marketing at Milewide A/S.

JKF - SIDE 9


JKF DEDICATED TO CLEAN AIR

FACTS: JKF sales team mer Centre will gradually take over to service the customer. We will of course always be there, but as long as things go smoothly we believe that day-to-day contact should go through the Customer Centre, as there are different needs. Initially, we need to get the right criteria in place for an agreement. Once that’s done and the first quotes and trial orders have gone through, it’s

’’

It’s about JKF being able to react quickly and flexibly to make life easier for the customer… Thomas Reeholm Due, Head af Sales

about JKF being able to react quickly and flexibly to make life easier for the customer, and that’s where the Customer Centre can give the customer additional benefits,” concludes Thomas. The Customer Centre is headed by Jesper Harbo Overgaard and has 12 members split into two areas of responsibility - Technical Support and Sales Support.

SIDE 10 - JKF

Torben Vognsen Group Sales Manager, Eastern Europe & Asia

Jens Henrik Pedersen Sales Manager, Southern Europe, France, Benelux, Africa

Stig Holt Pedersen Sales Manager, Scandinavia, UK, North and South America

Thomas Reeholm Due Head of Sales

Thomas Hvilsted Sales Manager, Germany, DACH


JKF DEDICATED TO CLEAN AIR

A strong partner FOR TURNKEY SOLUTIONS OEM customers are important to JKF. A complete quality management system and close relationships with the customer mean that JKF is experiencing growing interest in large plant builders. JKF´s One-Stop Shop concept makes us the perfect partner for the construction of large-scale industrial plant in which process extraction is part of the job. And we’re finding a lot of interest out there. In fact, a level of interest due to product quality, the One-Stop Shop concept and the key account function linked to OEM customers. Covered by key account ”When it comes to the really big industrial plants, the prime contractor has a major advantage when working with a supplier able to provide the complete range and that can deliver a complete

JKF’s One-Stop Shop concept is also a benefit to our OEM customers, says Customer Centre Manager, Jesper Harbo Overgaard

Quality from a single supplier makes everything easier.

package solution,” explains Customer Centre Manager Jesper Harbo Overgaard. ”The process becomes easier, faster and safer for the prime contractor, who also benefits from key account status with us. Shopping around between different suppliers of ducts, filters and ventilators is far too difficult and timeconsuming, and at the end of the day,

who’s responsible for ensuring all the various components work together? That’s where we make things easy. A single order, a single delivery and a single set of documentation, not to mention a single contact and sole responsibility. And more and more customers are seeing the light and benefitting from a whole range of add-on services.”

> JKF - SIDE 11


JKF DEDICATED TO CLEAN AIR

Training and extranet JKF runs regular courses for plant constructors and fitters employed by our OEM customers, and our extranet makes work easier for their designers. Personal login gives access to the step files for standard components, user manuals and assembly instructions. If special designs are involved, the extranet can also be the place where the designer and JKF’s Production Engineering Department (PED) ”meet”. Many customers already make extensive use of the extranet, saving time for the plant constructor and JKF. ”It gives designers rapid, easy access to everything they need, when they need it. It also frees up resources in our own Customer Centre that can be used on more complex tasks,” explains Jesper.

Morten Østergaard maintains daily contact with Key Account customer Cimbria.

FACTS: Prodesa

CASE: Prodesa/wood pellet producer/South Carolina USA

Prodesa is an engineering company specialising in providing comprehensive customised solutions for the production of solid biofuels and the protection of the environment. Prodesa offers EPC and turnkey solutions for the treatment of several raw materials, including the following areas: Thermal drying, pellet production, wood processing, biomass CHP. www.prodesa.net

JKF joined forces with Spanish plant constructor Prodesa, to supply components for six filter installations for a major wood pellet producer in South Carolina, USA. JKF’s one-stop shop concept was key to Prodesa’s choice of partner and supplier. It provided the necessary reassurance of well-proven quality and technical support throughout the sales and project phases, vital factors given that the USA sets such high standards for safety and documentation.

SIDE 12 - JKF

JKF contributed with technical support for components, drawings and dimensioning. Martin Jørgensen in the Customer Centre says that JKF gained further valuable knowledge within biofuels and the wood pellets industry, and the entire project was exciting and challenging to work on. Prior to commissioning, JKF had a man stationed in the USA for testing, setup and adjustment, and to act as a supervisor for the Americans.


’’

JKF DEDICATED TO CLEAN AIR

It gives designers rapid, easy access to everything they need, when they need it.… Jesper Harbo Overgaard, Customer Centre Manager

CASE: Cimbria silos in Egypt Danish company Cimbria has worked closely with JKF for many years, most recently on building 23 silos in Egypt to be used for grain. The silos are based on two models, each with the same capacity. The same main components were used, fitted with different duct dimensions. The project made heavy demands of our logistics, as the 23 silos are located all over this giant country to take local harvests and imported grain. Key to our partnership with Cimbria is Morten Østergaard, responsible for this geographic area in JKF’s Customer Centre. He’s in daily contact with the sales team, project managers and fitters at Cimbria and handles enquiries, quotes and gives advice. If needed, he will also visit the sites. ”We get to see something new every time,” he states. ”There’s always something we can add to our extensive experience, and that will benefit our OEM customers at some point.”

FACTS: Cimbria Cimbria is one of the world’s leading companies within industrial processing, handling and storage of grain and seed, as well as animal feed and foodstuffs and other bulk products. They offer project design and engineering and process control - as well as development, manufacturing and service of individual machines, customized systems and turnkey installations. www.cimbria.com

NICE TO KNOW CSR at JKF It’s not only through our products, which provide environmental improvements indoors and out, that JKF demonstrates Corporate Social Responsibility (CSR). JKF’s Hjælpefond (charitable foundation) has given grants over many years to personal or commercial causes. Our employees, former employees, local clubs, associations and activities have all benefitted financially. We’ve also made national donations, most recently to the TV2 national collection for ’Knæk Cancer’ (let’s beat cancer) in November 2016. ”We want to support good causes, and ’Knæk Cancer’ was a good example,” states CFO Holger Jensen. ”The collection was well organised, and we can be certain that the money goes to the right places. The fact that our name ran along the bottom of the screen during the collection is not so important, but it does emphasise the responsibility we want to show,” concludes Holger.

JKF - SIDE 13


JKF MALAYSIA AND POLAND

MALAYSIA:

Understanding the actual needs of

Fei Shiong Lam Managing Director JKF, Malaysia

CUSTOMERS IN THE WOODWORKING INDUSTRY It’s JKF culture to understand the problem first before proposing the most effective solution. When it comes to investment in a dust extraction system from a perspective of a wooden furniture manufacturer, an MDF panel manufacturer or even a wooden door manufacturer, the main driving factors for such investment can vary, from the need to reduce airborne particles in the factory to safeguarding the health of the workers, to the need for increasing product quality and production output by removing by-product dust particles at a rate proportional to the output of modern, highly sophisticated woodworking machines. Operator-friendly Wooden cabinet manufacturers in Singapore, for example, are mainly targeting housing and hotel projects as their end-user customers. Hence, the level of product customisation is very high but varies between one project and another. What’s more, operating costs in terms of skilled manpower, energy and rental of factory space are at a premium. Highly sophisticated woodworking machines are widely used in multi-storey factory buildings with limited space but relatively high productivity. This demands a correspondingly compact and efficient dust

SIDE 14 - JKF

extraction system which is operatorfriendly for placement inside the building, such as the JKF Modular Filter system. High utilization rate On the other hand, wooden furniture or door manufacturers in Malaysia, Indonesia, Thailand and Vietnam are typically of a larger scale, mostly operating in-line production to produce in volume with economies of scale. However, the level of product customisation is relatively low. This also means that this customer seg-

ment usually runs production in shifts between 18-24 hours a day, hence the dust load generated is relatively high. Woodworking machines are installed for a high utilisation rate with minimum non-productive downtime (NPT). To achieve this, a highly reliable and durable dust extraction system is critical, as without extraction, the entire production line will be affected. Additionally, operating expenditure (OPEX) for the dust extraction system, especially energy consumption and maintenance cost, also becomes a very important factor in the investment decision and choice of the system design and make. Due to the fact that the factory is set up for mass manufacturing, any inefficiency in the dust extraction system will be compounded in the form of excessive power consumption, frequent part replacements or escalating non-productive downtime, which will all translate into direct or indirect costs for the customers of this segment. Innovative filter design Innovative filter design that comes with advanced smart-cleaning technology nowadays, such as the JKF SuperBlower Filter (SBF), is widely recognised in the mass manufacturing segment of the


JKF MALAYSIA AND POLAND

POLAND:

New corrugated board production LINE AT WERNEL KENKEL BOCHNIA

woodworking industry as a highly reliable, durable and energy efficient system that meets the need. Continual product development and innovation has made the JKF SuperBlower Filter fitted with the JKF’s Power-PulseR smart-cleaning system one of the world’s most efficient systems in the field of centralised dust extraction. Designed and built based with a combination of a bag filter with cyclonic effect, dust-to-filter bag contact is minimised, thus maintaining a relatively low pressure differential in the filter for a longer period compared to conventional rectangular box filters. As a result, fan load is reduced, which translates to lower fan motor energy consumption. The frequency of compressed air cleaning of the filter bags is also reduced, hence compressed air consumption and energy are also proportionately reduced by up to 75% empirically. Furthermore, lesser load on the filter bags means reduced wear and tear, which increases the life span of filter bags quite significantly, resulting in reduced replacement cost.

nology to maximise the benefits of the SuperBlower Filter (SBF) cyclonic design, as described above. With the ability to perform real-time analysis of the operating condition in the filter, the PowerPulseR can be programmed with great flexibility to vary each cleaning cycle for optimum efficiency in terms of energy consumption and system performance. These features prove to be a great value proposition to customers in the mass manufacturing segment in the woodworking industry, however ‘onesize-does not fit-all’. There is an increasing trend towards a business model in the Asian woodworking industry whereby a single factory entity is split into multiple business units to increase product customisation, whilst maximising machine utilisation. This model involves constant changes of production setup. What would be the most optimum dust extraction setup that will enable such layout flexibility and yet efficient? JKF looks forward to be of assistance to you, should you have such a need in mind…

According to our strategy we are constantly trying to exploit possibilities in our key verticals. One of JKF Polska Sp. z o.o.’s fiscal year 2015-16 successes was the delivery of a complete dust extraction installation for a new corrugated board production line at Wernel Kenkel Bochnia. In order to meet all the requirements of the customer, we have delivered main installation components produced by JKF as well as some third party products, e.g. a briquetting press. This has been our biggest complete installation for the Plastic & Paper vertical, and we hope it will be a great door-opener for other projects!

Smart cleaning technology JKF’s PowerPulseR smart cleaning system, on the other hand, utilises the advancement of micro-processor tech-

JKF - SIDE 15


JKF DEDICATED TO CLEAN AIR

FACTS: DHL Stafetten - Run (5 km) or walk (4.5 km) - Teams of max. 5 people Source: dhlstafetten.dk

CLEAN ENERGY

- a run in the great outdoors

Given that JKF’s payoff is “Dedicated to clean air”, what could be more obvious than getting out and taking lungfuls of the fresh air our products contribute to? That was the idea that occurred to JKF and the employees who took part in the DHL Stafetten run/walk in Aalborg. Throughout the business Over 30 employees took part in the event held in the Kildeparken, the ideal occasion on which to let your legs do the work and meet your colleagues throughout the business who you perhaps don’t see every day. “The DHL event was the occasion, but as far as JKF was concerned, this was the perfect opportunity to arrange a social event to strengthen the company’s feeling of team spirit,” says one of the participants, Executive Secretary Lisbeth Dahl Jensen. “And I have a strong feeling that it was a success.” Apart from an enjoyable walk or run, everyone who took part enSIDE 16 - JKF

joyed a relaxed evening and a chat with their colleagues from other departments. After the strenuous bit, there was time for fun and a chat in the JKF tent, where freshly-made sandwiches were served. JKF willing to contribute “We believe strongly in contributing to such events that anyone in the company can take part in, as they help strengthen the JKF team spirit,” says CFO Holger Jensen, who also helped organise the event. “Meeting each other outside of work is a good thing. We get to talk about other things - conversations that we may never have at work. All-in-all, it was a great day, and these are the sort of events that the management is keen to encourage - preferably outdoors,” concludes Holger.

JKF AirNews 2  

About JKF, the environment, finances and engineering within process extraction.

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