Otto Bock USA is the oldest among the Otto Bock HealthCare subsidiaries in 38 countries around the world. Development of the Minneapolis subsidiary started out as a gentleman’s agreement.
John Hendrickson, who became the first CEO of Otto Bock USA, is one of those gentlemen:
“Max and I talked about our ideas surrounding the founding of the new company, and quickly agreed on what needed to be done. The remarkable thing is that the agreement was sealed with a handshake; no contracts were involved. It was based on mutual trust. That was the start of a successful business relationship which developed into a strong, lasting, personal friendship.”
The first meeting took place in John Hendrickson’s office at Winkley Company, where Otto Bock soon leased his first facilities in the USA – starting with a warehouse clerk and two part-time employees. Winkley Company, a traditional family-owned business since 1888, was and remains an important partner for Otto Bock USA.
Winkley’s current boss Greg Gruman established a good relationship with the Otto Bock headquarters in Duderstadt early in his career:
“I was 18 years old and wanted to see the world. I sold my car and stereo system in order to pay for the trip to Germany.”
That was back in 1967. The purpose of his trip: An internship at Otto Bock. Near the end of Greg Gruman’s time in Duderstadt, Dr. Max Näder organised a company car for him so that he could see a bit more of Germany than just the company and the small town in rural Eichsfeld.
More trips to Germany followed. The most recent one was in 2005, following an invitation from Bert Harman, president of the Otto Bock “Americas” region since 2000, to attend the 90th birthday of Dr. Max Näder. Bert Harman describes just how important the interpersonal element continues to be to this day:
“We have a give-and-take relationship between the head office in Duderstadt, where the strategic direction is established, and the US team. Regional demands are always being reconciled with global requirements. Direct, personal contact is essential.”
Professor Hans Georg Näder, the chairman and CEO of the Otto Bock Group, underscores the need to empathise with different cultures:
“The North American market is fundamentally different from the German market. Sales and marketing is not based on the same management concept; the approach is much more 'top down' than it is in Germany. Hire and fire has no negative connotation. Companies can adapt to the current economic situation quickly.”
He says good listening skills and respect for national history and culture served him well in the USA.
