#HeraeusPeople Story
A blank page, and a smelter like no other
Abbe Little, Smelting Sales Manager, Heraeus Precious Metals North America, Sales Wartburg
"When I joined Heraeus Precious Metals in July 2023, the smelter was still under construction. Less than a year later, it was running, the first Heraeus technology of its kind worldwide. My mission was clear: find customers. But there was no active customer base. Outdated references. “We have to create this market,” they said. All I had was a blank sheet of paper.
So I researched, networked, and built connections at industry conferences such as the AFPM Summit (American Fuel & Petrochemical Manufacturers), which brings together experts from the fuel, refining, and petrochemical industries. I did what you do when you start from zero: I looked at jackets and name badges. Then I spotted a potential customer. I walked straight up and said, “You work for this petrochemical refinery? I need to talk to you.” His answer: “Tomorrow. 4:30 pm. In the lobby. 30 minutes.” During that meeting, he told me about their biggest pain point: more than a year of waiting to get their metal back. I knew immediately – this was our opportunity. Our lever was turnaround time.
Operations is my home. Sales is my wheel house.
A project of this size doesn’t happen overnight. The potential customer had 175,000 kilograms of material that needed to be recyled. Coming up with a quote for an order of this size doesn't happen overnight.. Back in Wartburg, the real work began. My ten years in operations at an aluminum smelter helped. I know what it feels like when “the wagon is in the ditch.” I know where promises are kept – on the shop floor. So I was at the plant every week. Hard hat on. Flame-resistant clothing. Steel-toed boots. I spoke with operators on the shop floor, the smelter team, the lab, controlling, customer service. Every number was turned over.
Is it feasible? Is it profitable? 10 until 12 weeks was realistic. But I asked, “Is there any way we could improve it to maybe 8 to 10 weeks?” Plant management was willing to try. That was the moment the proposal was truly born.
The real test: when the truck arrives
Weeks later, the confirmation email came. I literally jumped into the air. “We did it!” My biggest deal so far. From the first conversation to getting our offer accepted took a whole year. A year of patience, persistence, and staying engaged without being a pest. But the real test began when the material arrived. Eight of 124 flow bins. And then the material didn’t flow properly through the rotary sampler. Elevated moisture in three bins. “Oh no . . . and how many more flow bins are coming?” Just 118 more! I went back to the customer, explained the situation, and obtained approval for thermal pre-treatment. Additional cost – but the right decision. And then what truly defines a success story happened: teamwork. With each container, the process efficiency improved – until it ran like clockwork. The competitor had needed more than a year. Heraeus began settlements after just three months. To improve liquidity, we split the shipment into smaller settlement units. Production, controlling, customer service – everyone delivered. It wasn’t a solo performance. It was an orchestra. Everyone understood that this first major order would set the tone for future business. And when I walk through the plant today and ask, “What can we do differently?” I know this: Heroes don’t stand in the spotlight. They stand on the shop floor – and bring the metal home."