Honeywell and 70 years of FHI: “Together we make the market bigger”

From 'The Instrument' in 1956 to WoTS 2026: the relationship between Honeywell and FHI dates back to the association's very beginnings. On the occasion of FHI's 70th anniversary, former General Manager Jan de Vries (Honeywell Netherlands) and Senior Account Manager Evelien Danckaarts (Honeywell Process Automation) reflect on that collaboration and look ahead to the future role of FHI for the technology sector.

Despite being of retirement age, De Vries remains enthusiastically involved with his former employer as a board member of the pension fund. He also holds FHI in high regard. “What I appreciate is that FHI originated from a clear need within the market,” he explains. “The first joint exchange, the predecessor of the current WoTS, was called 'Het Instrument'. That was the place where new products were launched. Before that, there were all sorts of separate, smaller initiatives. With the arrival of Het Instrument, a single central place was created where the entire sector met.‘

Vibrant association

Within a few years, the trade fair initiative grew into a vibrant association where everything revolved around networking and knowledge sharing. For Honeywell, the added value of FHI still lies in that collaboration. “It was never about dividing the market, but about expanding it. How do we make the pie bigger together; that has always been the thought that motivated the members – then and now,” says De Vries.

Working together during the WoTS

Within FHI, competitors collaborate on market development and the introduction of new technologies. “As a collective, you can achieve things that are much more difficult individually,” adds Danckaarts. “This is particularly evident during the meetings and events. We see that companies are increasingly choosing to attend together. By sharing costs and pooling knowledge, you make participation more attractive and effective.”

For Honeywell, the latter is an important reason to actively participate in the WoTS again, after a few years of absence. “Especially in times when companies are critically reviewing their investments, it helps to join forces,” explains Danckaarts. “This way, you remain visible in the market and strengthen each other.”

Adopting technology is something you do together.

As an international organization, Honeywell must make choices that extend beyond the Dutch market alone. Danckaarts: “Decisions are not made locally only. Therefore, it is important to create support within the organization and clearly explain the importance of participating in a trade fair to colleagues.”

Initiatives such as think tanks, expert groups, and joint projects help to make the relevance of the national market visible within an international context. According to both, an important role of FHI lies in accelerating technological development and adoption.

De Vries: “A new technology is not embraced automatically. Usually, we have to help customers take that first step.” He refers to the introduction of digital control systems by Honeywell in the 1970s. ’At first there was doubt, but eventually people started working with it anyway. We guided that process step by step.“

According to Danckaarts, who represents the young generation within Honeywell, that is exactly where FHI adds value: “With new technologies such as Ethernet-APL or AI, you see that companies have a need for collaboration. They want to test together, share experiences, and learn from each other. FHI makes this possible by bringing the right parties together.”

Connecting force in the chain

That connecting role will become increasingly important in the future, Danckaarts believes. “FHI brings end-users, suppliers, and integrators together around current themes. Think of cybersecurity or new European regulations affecting the business community. These are examples of issues where various stakeholders seek solutions *together*. You need each other to make progress.”

Continue to develop and innovate

“The sector is changing, and with it the role of a trade association. FHI is reinventing itself, and that is a positive development. Market needs are changing, so as an organization, you have to move with the times.” In this regard, Danckaarts sees a clear role for the next generation. “We want young professionals involve the sector more. To achieve this, FHI has established a think tank in which Honeywell participates alongside other members. This is one example demonstrating the value of an association.”

Learning from the past

De Vries agrees with this. “Lessons from the past guide the future. Focus is important. If something no longer has synergy, you have to make choices. Sometimes that choice means saying goodbye to a successful initiative from the past because it no longer works.” In addition, he emphasizes the importance of relationship management: “Stay in touch with your members. Go there, listen, and tell them what you can do. That personal contact makes the difference.”

Continuing to build together

After 70 years, the core has remained unchanged, according to De Vries. “Whether you are talking about 'The Instrument' or the current initiatives of FHI: together we develop the market.‘ Danckaarts concludes: ’The power of collaboration remains decisive for the future of the technology sector in the Benelux.”

click here for the timeline of 70 years of FHI.

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