Strategic sales support, crisis management and turnaround

for SCHUMAG AG, a medium-sized, internationally active company that specializes in the production of high-precision metal components for demanding applications worldwide, in the role of Strategic Sales Management.

Company:
SCHUMAG AG, Aachen

Precision products "made in Germany" by SCHUMAG AG are manufactured in Aachen and distributed in more than 20 countries. With a production area of over 35,000 square meters and a powerful machine park available, SCHUMAG offers a manufacturing depth that is likely unique in the global industry comparison. Thus, even highly complex components with well over 30 processing steps never have to leave the SCHUMAG halls. SCHUMAG calls it "vertical quality assurance." For customers, it is the guarantee to be able to produce quickly, flexibly, AND with the highest quality.

Industry:
Metal processing / suppliers commercial vehicles, automotive (and others)

Size:
40 million in revenue / 450 employees

Position:
Strategic Sales Management

Duration:
5 months

Situation at the client:
A decline in sales, long-term losses and a strong focus on a limited number of industries and customers

Assignment:

Identification and initiation of quick revenue potentials
Development of a sustainable sales strategy
Creation of transparency, improved sales documentation, and traceability

Measures:

Strategic ABC customer analysis and action planning / implementation
Development and expansion of the sales strategy, process and structural improvements
Introduction of a digital sales tool (CRM)

Achievements:

Identification of direct revenue potentials with existing customers
Realisation of price increases
Creation of transparency for effective tracking of sales opportunities
Handing over the strategy draft

Specific Challenges:

CEO (= initiator of the appointment of the interim manager) left the company after one month.

„The best confirmation of good performance is the repeat order.“

Dr. Bastian Marheineke
Interim Executive