Environment, Initial Position, Task

Proceeding, Achievement

Company:
Producer of customer specific hydraulic components for mobile and stationary hydraulic/ automotive/ trucks, 900emp./130Mio.€/a (2005)

Responsibility:
Initially Sales Manager then Business Unit Manager and member of the executive board (assigned responsibility for sales, R&D, calculation and logistics), 500emp./80Mio.€/a

Initial Position:
Locations only in Germany and Austria, focusing on only a few key accounts mainly in Germany, stagnation, partly "commoditisation"  of the produced components, change of the managing director, executive management, business unit management and sales management were in one hand before.

Task:
Professionalisation of sales, strategic advancement and internationalisation, speed-up and strengthen of growth, modernisation of customer communication and external appearance.

Proceeding:
Introduction and optimisation of a project list together with consistent prioritisation and negotiation of customer target dates according to order probability, attractiveness and complexity.

Efficient transfer of existing product solutions through targeted project acquisition at current and new customers.

Market entry into new, previously not accessible product segments, enabled through internal cost optimisation and set-up of a new production location in Poland.

Motivation and coordination by introduction of target agreements and variable compensation.

Repositioning from a component to a system supplier and opening of the market for expanded project scope with better margins, achieved by the acquisition and integration
of two companies with complementary products, knowhow and references.

Establishment of a sales subsidiary in the USA.

Significant improvement in market image by redesigning the Internet and trade fair presence, providing high quality image brochures and a convincing company presentation.

Achievement:
Increased revenues from 80Mio.€/a to 125Mio.€/a with profitability improvement of 30% and acquisition of additional future order volume of each 7Mio.€/a in the first two years and 13Mio.€/a in the 3rd year after project kickoff.

Successful repositioning of the company as a system supplier with correspondent market perception.