Environment, Initial Position, Task

Proceeding, Achievement

Company:
Producer of customer specific hydraulic components and systems for mobile and stationary hydraulic/ automotive/ trucks, 1.200emp./200Mio.€/a (2010)

Responsibility:
Business Unit Manager and member of the executive board (assigned responsibility for sales, R&D, calculation and logistics) 700emp./125Mio.€/a

Initial Position:
Transformation from a component to a system supplier initiated, globalisation extended but presence in North America is missing, product range is still expandable.

Task:
Securing the extension of the global market access especially also in North America, expansion of the product range, fulfilling of global OEMs requirements, raising of synergies in the group, generation of further profitable growth.

Proceeding:
Evaluation of the set-up of an own manufacturing site in the USA taking into account investment, commitment of management capacity, time to market and the risk of creating additional capacities in a competitive market.

Identifying, contacting and evaluation of companies and groups of companies with the same and complementary product range in the USA and if so in further sites. Follow up of externally offered buying options involving specialised consultants.

After the successful takeover of an US-competitor with four plants in the USA, Canada, Brasil and Germany:

• Development and implementation of a global market development strategy and a production network as well as a global key account management with standardised project status reporting, budgeting processes and market identity
  
• Market penetration with the relevant expanded product portfolio and utilising the new manufacturing options in the regions based on numerous personal visits to existing and new customers and acquisition of additional business
  
• Increase of productivity and competitiveness of the sites through intensive training and transfer of best practice experience in all areas
  

• Motivation and retention of high-performers and recruitment of new employees in key plant management, sales and development functions

Achievement:

Successful takeover and integration of a US-based company with 600emp. and 100Mio.€/a revenues, with expansion of the product portfolio and thereby laying the groundwork for strong further organic growth.

Increase of the own group revenues by more than 15% and acquisition of additional future annual order volume for the group of over 60Mio.€ within two years after the takeover.