Welcome to the launch of our brand-new “Meet the Experts” series on the Blauberg Group page! Through this new regular rubric, we aim to take you behind the scenes and introduce the talented professionals driving our global reach.

In this very first interview, we speak with Yuriy Zavtur, who holds the vital position of Deputy Head of International Sales. He handles matters related to 14 countries across the Balkans, the Baltic states, the Czech Republic, and Slovakia.

Having started his journey with Blauberg 13 years ago, Yuriy has built a wealth of experience in international business. Today, he shares his insights on navigating diverse economic environments, balancing partner needs with production realities, and why true understanding and kept promises are the foundation of long-term trust.

1. How did you start your journey in international sales, and which specific regions do you currently manage?

I started my career at Blauberg 13 years ago as a Logistics Manager. A year later, I was promoted to Sales Manager and given responsibility for two countries. Since then, my role has grown, and today, as Senior Export Manager, I oversee 14 countries across the Balkans, the Baltic states, the Czech Republic, and Slovakia. My responsibilities include developing sales, managing a team, and negotiating with partners.

2. Was the HVAC and ventilation industry a conscious choice you made? What first attracted you to it?

Initially, it was a practical career decision. I received a job offer, and it was the best opportunity available to me at the time. I developed interest in the industry through the work itself. What I enjoy most is communicating with partners and understanding the economies of the countries I work with — how each market operates and what shapes local demand.

3. What drives you the most in your daily work? And on the flip side, what do you find the most challenging?

Several things motivate me: building new partnerships, growing sales in a challenging market, seeing my team succeed, and bringing a long negotiation to a successful conclusion.

The biggest challenge is balancing our partners’ needs with the realities of production. I need to help customers resolve their issues and problems while working closely with our production team to secure the support and solutions they need. That requires clear communication, realistic expectations, and trust on both sides.

4. In your view, what distinguishes the Blauberg brand in the eyes of distributors and partners in your regions?

Two things stand out: the breadth of our product range and our technical support. Our partners need solutions for different applications, and a broad portfolio gives them more options for their customers. Just as valuable is having someone they can turn to for technical guidance. That combination makes a real difference in day-to-day cooperation.

5. What’s the most common myth about ventilation systems that you often have to debunk when communicating with clients?

The idea of ventilation being just an optional extra. I often compare it to something as familiar as a stove or a kettle: it should be a normal part of everyday life. My job is to help customers see proper ventilation as an essential part of a building and something to consider from the beginning.

6. What skill or knowledge do you consider the most important for success in international sales?

I would put understanding your partner first. That brings together several skills: listening carefully, knowing the market, recognising cultural differences, and negotiating effectively. You also need to understand the economic environment your partner operates in. All of this helps you offer relevant solutions — and keeping your promises is what turns that understanding into trust.

7. What is the most rewarding part of working with customers in the ventilation industry?

For me, it is the exchange of experience and information. Every partner has a different perspective, shaped by their market and the challenges they face. I enjoy sharing what I know and learning from them in return. Those conversations help me understand local markets better and make the relationships rewarding beyond the sales results.

8. On a more personal note — when you are not talking ventilation and sales, what helps you refresh and stay inspired?

Sport is my main way to recharge. It helps me switch off from work, clear my head, and come back fresh and full of energy.

Thank you for reading! We hope Yuriy’s journey and his philosophy on building strong, trust-based partnerships provided valuable insights into the daily work of our export team. Keep an eye on the Blauberg Group media page for more expert interviews as we continue to share the stories of the people behind our ventilation solutions.