Task definition

  • Continuously increase turnover > 10% p.a.
  • Develop service sales strategy
  • Establish independent service sales

Industry / Function / Environment

  • Metal recycling
  • Service (operational & strategic)
  • EBIT increase
  • Sales in service runs through the plant salesmen
  • Only reactive and slow to act
  • No clarity about market potential
  • Virtually no sales growth
  • Installed base set up and analysed staff trained in sales
  • Visited inactive customers as part of service tours
  • New products (service contracts, dashboard) developed and sold
  • Turnover increased to € 12 million (plus 32%)
  • Customer satisfaction sustainably improved
  • Improved information on plant performance for customers
  • Direct sales established in the service sector
  • Trained and motivated employees

International metal recycling company in plant construction
240 employees in Germany

Dipl.-Ing. Heiko Schwenke

Associate Partner

+49 40 8000 845 92 schwenke@fup-ag.com