Remo Rutz has been part of Varioprint for about six years. With his technical background, his keen sense of the markets, and his passion for long-term customer relationships, he brings a unique combination of experience to the executive team as Chief Sales Officer (CSO).
In this interview, he explains what led him to Varioprint back then, how he sees his role as a bridge between the market, technology, and corporate development, and why he is convinced that genuine partnership in business matters more than any promise.
Remo, you've been with Varioprint for about six years. What made you join back then, and what keeps you here today?
Since I originally trained in a technical field, my intrinsic interest in working in a high-tech environment was certainly a decisive factor. To this day, I remain particularly fascinated by the interplay between customers, engineering, production, and sales especially in a demanding industry and right here in Switzerland. The close integration of these areas, the high quality standards, and the need to act flexibly and in a solution oriented manner make this environment both exciting and motivating for me.
How did your career path at Varioprint lead you to the role of CSO, and what particularly appealed to you about taking this step?
My career path has had several stages: I started out as a product engineer in the technology department, where I built up my expertise in printed circuit boards. Afterward, I had the opportunity to tap into a market that was new to us in a hybrid role combining product engineering and sales. Little by little, the sales side took over, and my regional responsibilities grew more extensive, which is why I subsequently moved to the sales team as a sales engineer. The appeal of the next step clearly lies in working as a team to optimally position a regionally based company in the international market.
What is most important to you when working with your team?
It is important to me that we are a competent team that solves problems efficiently and pragmatically while always keeping our feet on the ground. As a pure service provider, the customer is always at the center of what we do; with our expert team, we identify and understand our customers’ needs and translate them into printed circuit boards.
The role of the CSO is multifaceted. What does it specifically mean at Varioprint, and what are your main areas of focus?
I see my role as a bridge between the market, technology, and long-term corporate development. My focus is on driving sustainable growth and building strategic customer relationships. Another key priority for me is further developing our sales structure so that we remain agile and customer-focused not only technologically but also organizationally.
The market for printed circuit boards is changing rapidly. What trends do you see, and where do you see the greatest opportunities for your customers?
This question must be viewed from multiple angles. Technological development is advancing at a rapid pace, and we have invested significantly in our machinery to meet new requirements and create new capacity that is desperately needed.
For our customers, I see our ownership structure as a key pillar of a long-term partnership. We are independent and make all decisions ourselves, in the best interests of our customers and Varioprint. Decisions are made with a horizon of more than five years and are not driven or influenced by external shareholders. In the current phase of consolidation, this is no longer a taken-for-granted fact.
Many providers promise quality and reliability. From a customer’s perspective, what really sets Varioprint apart?
At the end of the day, customers aren’t just buying technology – they’re buying trust. I’m convinced that this is exactly what sets us apart. We listen, understand their needs very clearly, and take responsibility beyond the scope of the actual project. Many customers appreciate that we work in a way that’s pragmatic and solution-oriented, while maintaining very high quality standards.
Can you give an example of a situation where Varioprint has created real added value for a customer?
There have been several positive examples in recent months. Within a very short time, we were able to procure several systems on short notice for a long-standing customer in response to a 100 percent increase in demand, in order to create additional capacity for key processes. This was a strong signal for Switzerland as a manufacturing location and a demonstration of our active partnership, true to the motto: “You have to walk the talk.”
What is most important to you personally when working with customers?
The most important thing is personal interaction on an equal level. Our customers are our partners, and we value each other. In today’s highly technologized world, I believe nothing beats face-to-face meetings. A long-term partnership can only develop when we trust one another.
What technological trends are currently having the greatest impact on the printed circuit board industry?
Various trends have been the talk of the industry for several years now: miniaturization, ever-increasing power densities on printed circuit boards, and – directly related to this – the need to control heat transfer from components.
How does Varioprint invest in technology and expertise to stay one step ahead in demanding industries?
We continuously invest in new equipment. With our state-of-the-art machinery, we are then able to build further expertise through customer projects and grow together with our customers.
What are the biggest technical challenges in customer projects today?
In my view, it's not just about the technological challenges alone. It's usually the combination of technology, capacity, materials, and process availability that needs to be coordinated in an agile market.
What does working with Varioprint look like in real life, starting from the very first contact?
Our collaboration typically begins very early in our customers’ development process, which means that the primary focus at the outset is on technological exchange. In practice, this translates to short lines of communication, direct points of contact within the technology departments, and an iterative exchange of ideas. We support the entire process, from the first prototypes through to mass production.
What can customers expect from Varioprint, even beyond the product itself?
Our customers can expect much more than just a high-quality product. They get a partner who thinks proactively, takes responsibility, and actively contributes to finding solutions. Many customers appreciate our open and direct communication.
What role does consulting play in your sales process?
Consulting is an essential part of the sales process, and in most cases, that is also the reason why our customers come to Varioprint. A great many projects begin with a dialogue between two engineering departments, where a solution is first identified through a technological approach.
Where do you see Varioprint in three to five years?
Varioprint will continue to establish itself as a reliable partner in the PCB industry, operating in a long-term and sustainable manner thanks to its owner-managed structure. The company positions itself as a stable technology partner that will continue to ensure continuity and reliability in the market for decades to come.
As CSO at Varioprint, what do you personally hope to achieve, and how will you know when you’ve succeeded?
My goal is sustainable, high-quality growth, closely tied to our technological strengths, which can only be further expanded thanks to our customers. For me, it’s less about short-term volume and more about the right positioning in demanding segments and long-term partnerships.
For me, success is reflected in our steady growth in our core markets, our continued increase in customer loyalty, and our reputation as a reliable high-end partner. The true crowning achievement is when both our customers and our own team say, “We enjoy working with Varioprint and look forward to a long-term partnership.”
Let's move on to a few personal questions: What motivates you every day?
What motivates me most is the combination of technology, customer interaction, and strategic development. I find it exciting to work with customers to develop sophisticated solutions and build long-term partnerships. And, of course, it’s rewarding to see complex ideas turn into successful products with a long life cycle.
And how do you switch off after a busy day at work?
Since the end of my “handball career,” I’ve really taken to fitness and golf. In addition to golf, my girlfriend and I share a great passion for winter sports.
Is there a hobby or passion that many people don't know you have?
One hobby that I haven't had much time for lately is fishing with friends, whether at home or abroad.
If you could give your younger self one piece of advice, what would it be?
Learn as many languages as you can, because they are the gateway to the world. I had to learn that the hard way, because I couldn't imagine working in an international environment back then.
To wrap things up: What message would you like to share directly with our customers?
It’s important to me that our customers feel that behind Varioprint are people who take responsibility and work passionately to find solutions. We listen, think along with them, and are a long-term partner you can truly rely on.
With Remo Rutz, Varioprint has a CSO who has first-hand knowledge of technology and the market and views customer relationships as true partnerships.
