Sponsor testimonial
Kaeser Compressors testimonial at FMA Summits
Speaker: Rob Williams, Senior Manager of Key Accounts, Kaeser Compressors.
Kaeser Compressors
Segment: Compressed air and related solutions for large accounts and special projects in North America.
Goal: Meet essential players in larger accounts, leverage speaking slots to drive booth traffic and open doors at hard to access organizations.
Rob Williams manages key accounts and special projects for Kaeser Compressors across North America. For him, FMA Summits are a way to get in front of essential players in larger accounts in a setting that rewards preparation and thought leadership. He explains that Kaeser gets the most “bang for the buck” when their colleague Wayne speaks at the summit. Each time Wayne presents, the number of delegates who specifically seek out the Kaeser booth increases dramatically, and that pattern has held true at every FMA conference they have attended.
Rob points to concrete outcomes that would have been nearly impossible to engineer via cold outreach. At one summit, FMA created an introduction to the sustainability group at Unilever, a major North American company. That warm entry helped pave the way for Kaeser’s engineered products team to engage more deeply. Another example is Swagelok in northern Ohio, a highly guarded organization where you must be invited in and even the buildings are unmarked. Through FMA, Kaeser met Swagelok’s director of engineering at an event in Chicago, built rapport over several years and recently booked a significant order that Rob says they would not have received without that original introduction.
Rob points to concrete outcomes that would have been nearly impossible to engineer via cold outreach. At one summit, FMA created an introduction to the sustainability group at Unilever, a major North American company. That warm entry helped pave the way for Kaeser’s engineered products team to engage more deeply. Another example is Swagelok in northern Ohio, a highly guarded organization where you must be invited in and even the buildings are unmarked. Through FMA, Kaeser met Swagelok’s director of engineering at an event in Chicago, built rapport over several years and recently booked a significant order that Rob says they would not have received without that original introduction.
Highlights from this sponsor experience
- Uses FMA presentations as a key lever to drive qualified delegates directly to the Kaeser booth.
- Introductions to very large accounts such as Unilever via their sustainability teams.
- Access to engineering leadership at hard to penetrate companies like Swagelok in northern Ohio.
- Significant orders that Rob attributes to relationships started through FMA Summits.
- Validates the importance of taking speaking opportunities at the summit for any participating sponsor.
Read full transcript
I am Rob Williams. I am a senior manager of key accounts for Kaeser Compressors. I call on our larger accounts and some specific special projects here in North America.
This type of function is a good opportunity for us to meet some of the key essential players in some of the larger accounts.
What we all say that we get the most bang for the buck or the best results from is the fact that Wayne speaks at the FMA Summits. We learned early on that this is important and it holds true at each one of the conferences. When he speaks, the amount of folks that come to the booth and specifically look us up goes up dramatically. That is a key for any of the participants at FMA. If they get the opportunity to give a presentation, they should do so.
We have gotten some large introductions into very large accounts that would be nearly impossible for us to get otherwise. For example, we had a strong initiative with Unilever, which is a very large North American company, and we were introduced to them through their sustainability group. That helped pave the way for our engineered products and the other folks in that sector of the business.
The specific one I was talking about with Joe was Swagelok in northern Ohio. We met them four to five years ago and met their director of engineering. That is the other thing about FMA. Generally speaking, the folks that attend these conferences are not the normal everyday production people. These are decision makers. They are people who have influence within the organization.
We met their engineering director at a summit in Chicago and over five years developed a rapport with them. They are an interesting client in that it is nearly impossible to get into Swagelok. They do not even have their name on most of their buildings, so you have to be invited in. It is not as if you can make a cold call.
We got a nice order from them yesterday after four years of cultivation that we would not have gotten had we not met that engineering director. He has since retired, but had we not gotten that introduction through FMA, we likely would not have gotten that order. It is a real success story.
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More than 170 mission critical buyers, 80 plus sponsor video testimonials and a guaranteed meetings format.
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FMA Summits
Phone: (646) 223-1861
Website: www.fmasummits.com
Email: info@fmasummits.com
Vice President of Partnerships
FMA Summits
Phone: (646) 223-1861
Website: www.fmasummits.com
Email: info@fmasummits.com
FMA Summits