Electrical engineering / industrial automation
The nationally operating company from the field of industrial automation was subject to fluctuations in its business cycles, which had to be reduced. A sales structure and sales activities were not available. The company owner stood out due to the professional quality of his services and his flexibility. The general aim was continuous, moderate growth.
The first step was to work with the company owner to analyse the actual situation, hone the product portfolio, work out distinguishing characteristics and create sales documents. The second step was to initiate targeted sales activities for both new and existing customers. These were constantly monitored and optimised using a CRM system. KeTu acts as a consultant and coach, on the one hand, and as an interim manager in the sales department, on the other.
It was possible to extend the customer portfolio by a factor of 5. Today, the rate of utilisation is constantly between 90% and 120% and the company is recording a growth in turnover and earnings on an on-going basis. The sales activities have been introduced for the long term.