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An interview with Igor Lotocky, Area Sales Manager of Innovative Sensor Technology IST AG

An interview with Igor Lotocky, Area Sales Manager of Innovative Sensor Technology IST AG, regarding the new sales office in Prague, Czech Republic, and about the business during the last months.

Igor Lotocky

An interview with Igor Lotocky, Area Sales Manager of Innovative Sensor Technology IST AG, regarding the new sales office in Prague, Czech Republic, and about the business during the last months.

One year ago, IST AG opened the new sales office in Prague. What was the reason for the opening of this new location and how can the company benefit from it?

The main reason to open up a new sales office is the fact that we (IST AG) try to get as close to our customers as possible. With customers all over the world, it is important for us to be accessible and to react fast whenever our customers need it. Opening up an office in Prague was a good solution as to how we could offer our customers the best possible support in the region.

Why the Czech Republic?

Partly because we have a subsidiary in the Czech town of Roznov pod Radhostem, where some of our assembly steps takes place. Among the many advantages of having an office in Prague is the fact that the city is a very accessible and a popular trade destination, which definitely brings the company closer to our customers.

What is the next step to increase sales in the East European market?

IST AG sensors are well known on the European market and thanks to this, IST AG is also known in the eastern European market and in Russia, who keep a close eye on the western market. 
We have a diverse portfolio of sensors that measure temperature, flow, humidity, conductivity, as well as bio sensors measuring the level of glucose, lactate, glutamine and glutamate. Thanks to this we have customers who work in all sorts of industries e.g. the medical/pharma industry, the process industry, HVAC and aerospace.

My goal is to provide my customers with the best possible technical support and to focus on new customers who appreciate our customer oriented approach in the development of sensors and their superior quality and precision. 

Which region of your sales area in Middle and Eastern Europe is the most important for IST AG – where are most of your customers located?

It is hard to say which area is the most important. Every region has its own specifics and there are companies in each of them that are important for us as a company to develop further.

Russia is the largest and most diverse market. For instance, in terms of temperature sensors, wire wound sensors are commonly used and we know how to adapt our thin film temperature sensors to this requirement and produce them with the stabile wire wound characteristic curve. Russia also requires sensors to comply with their own temperature coefficient under their GOST R 8.625-2006 standard, which is different from the European standard EN DIN 60751. In IST AG we are producing sensors according to both standards. It is a big advantage and again moves IST AG one step closer to the customers.

What do you think about the future potential of the business for IST AG in Middle and Eastern Europe? What market developments do you expect?

The Central- and Eastern European customers are very well educated, very undertaking and Central & Eastern Europe have a huge potential. Middle and Eastern European customers have learned to think in a very practical and economical way, which enables them to always find the most simple beneficial solution. A lot of EU companies have become aware of this and move their production to Czech Republic for instance Slovakia and Russia. I expect that the market will grow further and I am looking forward to the cooperation.