The Naantali-based special glass manufacturer Kaune is a true family business. It has remained within the same family for nearly 110 years. It is led by three siblings: Kalle Saksi, CEO; his brother Mikko Saksi, Deputy CEO; and their sister, Rebecca Saksi, who oversees administration and HR. Their mother, Anita Saksi, chairs the board.
“Running a family business isn’t always easy”, Kalle Saksi admits. There have been intense discussions, but in the end, the siblings always find common ground, maintaining a strong bond.
“It’s probably the same in every family business. But if the dynamics are poor, it affects everything – the business and beyond”, says Saksi.
Kaune manufactures glass interior elements, such as mirrors and glass walls, as well as aluminium window and door structures. The company has a substantial market share in Finland. According to Saksi, Kaune is nearly always the supplier of choice for architectural glass, as there are no domestic competitors matching their quality standards.
“This is not a business owner boasting, but I’m simply stating a fact”, says Saksi. “The market for special glass for terrestrial applications is so small that it alone wouldn’t be financially viable. However, the cruise ship market has enabled the necessary investments in equipment and expertise, which also benefit land-based projects.”
Fire doors as the flagship product
Decorative fire doors are Kaune’s flagship product and the starting point for the company’s current global expansion. Achieving this has required a systematic focus on one key product, investments, and continuous learning.
“We decided that it would be clearer to enter the international market with a single focus. If we said that we sell ‘everything made of glass’, it would be harder for customers to find the product they require”, Saksi explains.
Kaune’s success has been driven by specialisation in decorative special glass. Saksi notes that fire doors on ships previously lacked aesthetic appeal.
“They are an important element for ship safety. We were the first in the world to introduce decorative glass for fire doors and to make the profiles narrower and sleeker. Suddenly, fire doors became elegant interior design elements.”
Taking to the global stage through trade fairs
Kaune chose trade fairs as the main channel for internationalisation. Participating in fairs is expensive, and Kaune might not have dared to take this step without external funding.
“It’s a completely different decision to attend trade fairs, with participation costs of tens of thousands euros, when you can get financing for 40% of the costs”, says Saksi.
When Kaune began its international efforts about four years ago, its turnover was €3 million. Its installation business, now separated into its own company, KRM Installation Oy, had a turnover of over €1 million.
Now, the combined turnover approaches €16 million.
“Decision-making processes in the industry take up to three years from the launch of a project to the completion of an architect’s design. Now that the results of our internationalisation efforts are beginning to show, our sales have skyrocketed”, says Saksi. “I think there should be even more financing for these kinds of internalisation initiatives.”
Product development keeps competitors at bay
Innovation and product development are key to Kaune’s growth. Resting on one’s laurels, according to Saksi, gives competitors an advantage.
“You need to stay alert when it comes to product development. No product is so good that someone couldn’t make an even better one. Once the passion for development fades, it marks the beginning of an end.”
Kaune’s products are primarily the company’s own innovations. While the company may draw inspiration from elsewhere, it strives to develop its products to be better than those already on the market.
“When we see something interesting, we assess whether there’s a demand for it in our market segment. If there is, we then determine if it can be manufactured at a reasonable cost. Many can produce a fire door that meets standards, but it’s another matter entirely if its production costs make it unaffordable”, Saksi explains.
Playful experimentation enhances expertise
The team’s curiosity and interest in exploring the possibilities of materials drive development at Kaune.
“We have a fantastic and motivated team, and some team members have been with us for a long time. Sometimes, we come up with crazy ideas – recently, we wondered if we could make a bow tie out of glass. And we pulled it off!”
Playing with materials and techniques is essential, not just for maintaining enthusiasm and keeping things meaningful, but also for improving skills.
The skills acquired in demanding projects often translate into commercial applications, even if the wild ideas do not end up becoming marketable products.
“When a customer asks if we can produce something very specific and small scale that no one else can, we can confidently say yes”, Saksi says with a smile.
Text: Katja Hautoniemi
Photos: Jarno Hiltunen
This article is part of the TKI-kompassi project, funded by the Regional Council of Southwest Finland.
