At Vitotherm, it’s not just about technology. It’s about people, solutions, and trust. Vincent Stringa understands that better than anyone. As a representative, he is on the road daily, speaking with companies about burner installations, service inquiries, and practical solutions. His work sits at the intersection of technology, advisory, relationship management, and generating new business through cold acquisition.
His role is broad, but one goal remains central: growing the Vitotherm name. Not only within horticulture, but especially beyond it. “I essentially focus on making the Vitotherm name known in the Dutch market. Beyond horticulture, now also in utilities and industry,” Vincent explains. In doing so, he helps the company explore new markets.
Although sales are part of his job, Vincent emphasizes that it’s really about trust and long-term relationships. “I’m in contact with customers to build relationships. Not necessarily to sell something immediately, but to gain trust,” he says.
In the industrial sector, Vitotherm is still relatively unknown, while in horticulture it has been an established name for many years. That’s why Vincent visits installers and industrial companies to explain what Vitotherm can offer. He doesn’t just focus on products, but primarily on the customer’s situation.
Many companies, for example, are in the middle of the energy transition. They want to become more sustainable, but the investments are often high and not always immediately feasible. In such cases, Vincent looks for practical solutions that give customers time to take steps forward.
“Then I say: that €20,000 for a new burner doesn’t compare to the costs of sustainability, which can run into the millions,” Vincent explains. This way, he helps customers find interim solutions that allow them to continue operating safely and efficiently while preparing for the future.
Vincent’s work doesn’t stop at a sales conversation. A large part of his time is spent preparing quotations, discussing technical possibilities with colleagues, and following up on all kinds of customer inquiries. After that, he heads back out to visit (potential) customers.
He also regularly steps in wherever needed. Whether it’s service questions, logistics, or internal support, Vincent is happy to help. According to him, that level of involvement is simply part of working in a technical company where collaboration is key.
Vincent’s journey to Vitotherm began in an unexpected way. He worked for many years in the automotive sector until, through mutual connections, he got in touch with Ed Roeleveld.
“He told me several times: you should come work with us. We could really use someone as passionate as you,” Vincent recalls. Eventually, he was asked to represent Vitotherm in the market. “That’s when I thought: this sounds like something for me.”
He has now been working there for nearly six years and is still enjoying it immensely.
In addition to sales, service plays a major role in Vincent’s work. According to him, service cases are where you truly learn about customer needs. “I learn a lot from service cases. For example, that deferred maintenance ultimately costs customers much more than proper upkeep, such as through a customized service program.”
Sometimes, things also go wrong. In those situations, Vincent deliberately chooses openness and honesty. He describes a case where, due to an administrative error, the wrong control panel was accidentally replaced at a customer’s site.
“I sat down with them and said: a lot has gone wrong. But we’re going to fix it,” Vincent explains. By addressing the issue transparently and providing an appropriate solution, the customer was retained and the relationship even became stronger.
For Vincent, there is a clear difference between a supplier and a partner.
“A supplier delivers what you order. A partner thinks along with you. From the very beginning through to maintenance afterward,” he says.
According to him, it is precisely this sense of partnership that makes the difference for customers. And that is also how he approaches his work: not just selling products, but truly helping customers with solutions that work in the long term.
“That’s what I enjoy most about this profession,” Vincent says. “There’s so much variety. No conversation and no day is ever the same.”
In conversation with Geert Willem van Weert, Managing Director at Vitotherm
When you think of Vitotherm, you think of industrial burners. But behind that technical product is an organization where preparation, flexibility, and craftsmanship take center stage. Geert Willem van Weert, Managing Director at Vitotherm and responsible for the operational realization of all projects, explains how the company distinguishes itself in a constantly evolving market.
In recent weeks, we’ve experienced snow, persistent cold, and now the thaw. For many systems, this was the first real test of the winter.
SCIOS has drawn up clear guidelines for inspections.
Installations with a gas connection (standard fuels):
