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.
âRunning a family business isnât always easyâ, Kalle Saksi admits. There have been intense discussions, but in the end, the siblings always find common ground, maintaining a strong bond.
âItâs probably the same in every family business. But if the dynamics are poor, it affects everything â the business and beyondâ, 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.
âThis is not a business owner boasting, but Iâm simply stating a factâ, says Saksi. âThe market for special glass for terrestrial applications is so small that it alone wouldnât be financially viable. However, the cruise ship market has enabled the necessary investments in equipment and expertise, which also benefit land-based projects.â
Fire doors as the flagship product
Decorative fire doors are Kauneâs flagship product and the starting point for the companyâs current global expansion. Achieving this has required a systematic focus on one key product, investments, and continuous learning.
âWe decided that it would be clearer to enter the international market with a single focus. If we said that we sell âeverything made of glassâ, it would be harder for customers to find the product they requireâ, Saksi explains.
Kauneâs success has been driven by specialisation in decorative special glass. Saksi notes that fire doors on ships previously lacked aesthetic appeal.
âThey 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.â
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.
âItâs 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 costsâ, says Saksi.
When Kaune began its international efforts about four years ago, its turnover was âŹ3 million. Its installation business, now separated into its own company, KRM Installation Oy, had a turnover of over âŹ1 million.
Now, the combined turnover approaches âŹ16 million.
âDecision-making processes in the industry take up to three years from the launch of a project to the completion of an architectâs design. Now that the results of our internationalisation efforts are beginning to show, our sales have skyrocketedâ, says Saksi. âI think there should be even more financing for these kinds of internalisation initiatives.â
Product development keeps competitors at bay
Innovation and product development are key to Kauneâs growth. Resting on oneâs laurels, according to Saksi, gives competitors an advantage.
âYou need to stay alert when it comes to product development. No product is so good that someone couldnât make an even better one. Once the passion for development fades, it marks the beginning of an end.â
Kauneâs products are primarily the companyâs 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.
âWhen we see something interesting, we assess whether thereâs 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 itâs another matter entirely if its production costs make it unaffordableâ, Saksi explains.
Playful experimentation enhances expertise
The teamâs curiosity and interest in exploring the possibilities of materials drive development at Kaune.
âWe 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 â recently, we wondered if we could make a bow tie out of glass. And we pulled it off!â
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.
âWhen a customer asks if we can produce something very specific and small scale that no one else can, we can confidently say yesâ, 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.Â
