Spirit and values of JST
In the world of start-ups they are referred to as “core values” – qualities that are important and valuable to us or ideals that are worth striving for. Trust, responsibility and integrity are just a few of the key words that are often used on corporate websites or in glossy brochures. JST founders and Managing Directors Kay Hansen and Carsten Jungmann go one step further. They have their very own ideas about which values promote the reputation and credibility of their company.
"We only do the things that we can do excellently."
JST Managing Directors Kay Hansen and Carsten Jungmann on their corporate culture
Kay Hansen: When I think about what I learned about sales a long time ago, it seems like a far off dream. ´Like the strong bully the weak´ – ´No is just the beginning of a sale´ and ´Take what you can get´, were the guiding principles of my superiors at the time. We at JST say ´greed will devour the mind´. This is strictly forbidden among us! Here we say ´Value, value, value and think of the customer´. If something does not bring value to the customer, then it is not for them. That is why our sales staff are not called salespeople, but consultants. We do not want to market to anyone. On the contrary: The consultants are interested in building a long-lasting partnership with our customers.
What is the right way to run a company successfully?
Carsten Jungmann: We asked ourselves the question: “What makes us really happy at work?” This is not a hunt for maximum profits. We want enthusiastic customers, happy employees – simply to complete projects without having to worry about complaints later. The focus is on truth and value to customers. This is what we live by.
Kay Hansen: We only do what we are really good at. It should be fun to set up a control room with JST. And if our interested parties already know what they have always wanted after the initial talks, then we are on the right track.
Fun sounds just as trivial as it is desirable. How do you do that?
Carsten Jungmann: We want that extra something, that exceptional added value for our customers. If you are only interested in standard solutions, we recommend trying our competitors.
Kay Hansen: This is precisely why we consciously and proudly talk about the “small shack from Buxtehude,” which has become pointed instead of broad. We have specialised in niche products that only we have mastered and nobody else can imitate in this way. And if we can’t do something, we say so clearly. So our customers always know where they stand. We are dependable!
And that works?
Kay Hansen: At first everyone predicted that such virtues would not work in a highly competitive business. “If you act like this, you will be broke tomorrow” was a typical comment we received on our idea of open and honest cooperation. But the years have shown that the opposite is true. Word of the high level of customer satisfaction gets around and profits rise. As a result, our employees communicate with satisfied customers.
Does your team also benefit from this philosophy?
Carsten Jungmann: Exactly. Positive feedback on the phone is one of the reasons why our good mood usually remains at a high level throughout the day. This is the spirit that you can literally feel in our rooms and that also infects our visitors.
Kay Hansen: Pressure creates diamonds, but not good employees. Nevertheless, we treat our employees like diamonds. Appreciation and joy, a corporate culture in which everyone stands up each other. Those who start with us should – insofar as possible – stay until retirement. We mean that seriously.
