Hydropower engineering graduate of the Polytechnic Institute of Bucharest, Marius Perşinaru began his career in Energomontaj. He then followed a successful career in logistics and technology, and after more than 17 years with Xerox, he took over the leadership of Schneider Electric Romania and Moldova this March. We discussed with Marius Perșinaru about the business challenges and opportunities he sees from his position of President of Schneider Electric Romania and Moldova.

Esteemed Mr. Marius Perșinaru, what links the professional experiences you’ve accumulated throughout your career? What is the common item dominating your career path?

I think all my professional experiences, past and present, have common elements such as technology, innovation and performance. I’ve always been attracted to all that is new, in any field, and Schneider Electric values innovation. The need to contribute to the progress of a new world of energy and to overcome challenges in this area is what guides me in approaching business.

The electrical equipment and solutions market experienced a very strong dynamic, driven by new technologies, digitization and the interest of customers to monitor and control energy. What are the dominant trends you perceive as the top leader of Schneider Electric Romania?

Indeed there is an increasing openness for products that help reduce the energy consumption, on the part of both individual consumers and large industrial users. In the future, we intend to continue to develop solutions that are easy to use, safe, modular, highly flexible and accessible from a digital device (smart phone, tablet). The trend is to move from energy control towards the management of all functions of a home, building, factory – which provides some comfort for the user and increases the efficiency of his time or allows greater productivity for industrial companies. At the same time, an important aspect is the fact that these products help reduce the carbon footprint and promote achieving a zero environmental footprint, which is a long-term vision of all energy consumers.

 What types of solutions are more appealing to industrial partners?

There is a lot of buzz around smart city, but, given the latest climate changes (global warning, extreme weather conditions etc.), I believe we should be talking about smart industry. Industrial companies need intelligent, flexible solutions that support increased productivity, traceability and safety, while protecting the environment at the same time. In this regard, Schneider Electric offers products and services covering the need for automation of processes and the monitoring and control of energy for the long-term development of the company. In addition, we provide supply and distribution systems for utilities management. At the same time, the company’s portfolio includes solutions for machine control and monitoring, data management on individual or multiple production sites and power supply systems for vital consumers.

Our partners in the industrial manufacturing area are interested in these products according to their needs and the level of investment envisaged.

 I know that Schneider Electric also offers advanced solutions for smart homes, including infrastructure for electric cars charging. How prepared is the Romanian market for such solutions?

I think the market is ready to adopt these intelligent solutions, but it also needs financial support programs, and an updated legislation to start on this road of sustainable development. Initiatives have already been started in this respect, stimulating the purchase of heating systems that use renewable energy or the purchase of electric vehicles. But this offer needs to be diversified and educational programs need to be created to promote energy saving.

The signs are good, given that, according to the Automotive Manufacturers and Importers Association (APIA), Romanians bought twice as many electric and hybrid cars in the first 9 months of this year as compared with 2015. True, the figures are still modest, however, and an infrastructure adapted to these technologies is needed, which can only be achieved with support from authorities and the business environment.

2016 brought not only a significant increase in consumption at national level, but also the revival of the construction industry, with numerous projects advancing rapidly on the office buildings and large commercial spaces market. Is this recovery of the construction industry a stimulus for Schneider Electric sales in Romania?

Any positive results recorded in the economy influence the evolution of Schneider Electric, and construction is an appealing industry for producers of such solutions. New real estate project developers understood the benefits of energy efficient products and present them to potential clients as essential benefits that provide added value to their buildings, whether for residential or office use.

Naturally, the major equipment and solution suppliers work as consultants and evaluators. Do you face increased competition on this segment from electricity and gas distribution and supply companies?

In any field, competition is good because it enables us to continuously improve our product portfolio and creates the opportunity to offer safe and effective solutions for the local market. However, in its nearly 20 years on the market in Romania, Schneider Electric has developed solid partnerships with companies in various fields, including electricity and gas distribution and supply companies.

Please refer briefly to some of the performance indicators that you monitor in Schneider Electric.

Worldwide, the Schneider Electric group recorded nearly EUR 27 billion in revenues last year, reporting a steady growth in all segments in which it operates. Its Romanian subsidiary shows an organic growth rate, directly related to the evolution of the market and local economy, with the possibility to grow the business given the current projects. We are particularly interested in increasing market coverage and developing secure and efficient solutions for key industrial segments. Because our employees reflect the company’s image in the relationship with its customers, the motivation of Schneider Electric Romania employees is an important indicator that we have in mind. A successful company is built by successful people.

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The full version of this article can be read in printed edition of energynomics.ro Magazine, issued in December 2016.

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