Every project starts with a conversation. Working with manufacturers across a wide range of industries, Harko has learned that the best technical solutions begin with understanding the customer’s process. We sat down with him to hear his perspective on successful marking projects, customer partnerships, and the future of industrial automation.

Q: You meet companies from many different industries every week. What still excites you about your job?

Harko:
No two projects are ever the same. Every customer brings a different product, challenge, or production environment. I enjoy translating those unique requirements into practical, reliable solutions. Seeing an idea evolve into a fully operational production line is still the most rewarding part of my job.

Q: What’s the first thing you try to understand when a customer tells you about a new project?

Harko:
I don’t start with the machine—I start with the customer’s process. I want to understand the product, the production goals, quality expectations, and any regulatory or operational constraints. Once you understand the process, the right technical solution usually becomes much clearer.

Q: Is there a customer project that changed the way you think about technical sales?

Harko:
Several projects have done that, especially those involving highly regulated industries. They taught me that technical sales is much more about listening than presenting. The best solution isn’t always the most complex one—it’s the one that fits the customer’s process, budget, and long-term objectives.

Q: We often say, “We engineer the process, not just the machines.” Can you share a real example of what that looks like in practice?

Harko:
A customer initially asked for a standalone printing machine. After reviewing the entire production flow, we redesigned the process to include automated handling, orientation, inspection, and traceability. The result wasn’t just better printing quality—it significantly improved productivity, reduced operator intervention, and minimized rejects.

Q: In regulated industries like medical devices, trust is essential. How do you build it?

Harko:
Trust is built through transparency and consistency. We communicate openly about technical risks, validation requirements, and realistic timelines. We also document everything carefully and make sure our customers know exactly what they can expect throughout the project.

Q: What do customers usually underestimate when they start looking for a new printing solution?

Harko:
Many people focus on the printing technology itself, but successful printing depends on the entire process: part handling, positioning, ink selection, curing, inspection, and repeatability. The printer is only one piece of the puzzle.

Q: Looking ahead, what do you think customers will expect from machine suppliers in the next five years?

Harko:
Customers will increasingly expect complete automation, digital connectivity, real-time production data, and faster support. They will also look for suppliers who can act as long-term process partners rather than simply equipment manufacturers.

Q: One last question: What’s something people would never guess about you outside the office?

Harko:
People probably wouldn’t guess that I’m someone who genuinely enjoys solving practical problems, even outside work. Whether it’s improving something at home, following motorsports, or helping friends find a solution, I’m naturally curious about how things work and how they can work better.

Harko’s philosophy

“The best marking solutions are tailored to the product, the process, and the customer’s expectations. Reliable marking solutions elevate the final product by adding lasting value, quality, and consistency.”