The Microcosm of Local Subsidiaries
Why international organizations often function differently than expected Is your subsidiary or local representative office really operating the way you expect it to as aCEO? And do you truly understand the root causes behind success – or problems – in all their detail? In mechanical engineering, as well as in many other industries, companies operate […]
The “Point of No Return” in After Sales
Why many companies recognize it too late – and what it really costs Anyone working in After Sales or close to the customer knows this situation well: A customer calls because something has gone wrong and urgent support is needed. The typical initial reaction in many organizations- especially outside the After Sales function- is predictable: […]
Between External Challenges and Internal Barriers – Why Looking Inward is Worthwhile
Recently, during an internal discussion, we touched on a topic that has been on both of our minds independently for quite aome time. As is often the case, the conversation initially revolved around the well-known challenges: high energy costs, increasing bureaucracy, rising labor and wage expenses, and the overall difficult situation of German industry. However, […]
K-Show 2025 – Reflections, Experiences, and Strategic Insights
With the last invoices written and settled, the K-Show 2025 is now officially concluded from an organizational perspective. Yet, its impact lingers in my mind. It’s time to draw a personal conclusion and share my experiences along with some key observations.
Communication in Organizations
Misunderstandings, friction losses, and untapped potential Communication is widely regarded as one of the core skills of modern organizations – and at the same time, one of the biggest weaknesses in day-to-day operations. Despite having more communication channels than ever before, companies still experience daily misunderstandings, delays, and friction that cost time, energy, and ultimately […]
The Cheese Strategy – A Brief Perspective
The story is deliberately simple: Two mice and two little people (“dwarfs”) search a maze every day and successfully find cheese – the symbol of success, security, and comfort. For a long time, the cheese is reliably available. But one day, it is gone. The change did not happen suddenly. There were signs. The mice […]
Spare Parts Availability – The Underestimated Competitive Factor in After Sales
“We need the part immediately!” I heard this sentence countless times during my time as an after-sales manager. And very often, it was not about complex assemblies or special solutions, but about seemingly insignificant spare parts – components whose absence is enough to bring an entire production line to a standstill. It is precisely these […]
International Expansion – Agent, Distributor, or Own Subsidiary?
For many mid-sized machinery manufacturers, expanding into international markets represents a significant opportunity – and at the same time one of the greatest entrepreneurial challenges. New markets promise growth, closer proximity tocustomers, and risk diversification. At the same time, the decisions involved are complex and often far-reaching. In many cases, international expansion is a one-time […]
What Truly Makes After Sales in the Machinery Industry Successful?
For customers in the machinery and plant engineering industry, three factors matter most after the machine has been sold: price, quality – and speed. While price and product quality are often at the center of attention, in after sales it is increasinglyresponse speed that determines customer satisfaction, loyalty, and repeat business. Whether it is a […]
Competition in After Sales – Do You Really Know Your Market Players?
A recent in-depth conversation with a former colleague prompted me to summarize my observations on competition in after sales—a topic that is present in many companies, yet often underestimated. After-sales managers in the machinery and plant engineering industry oversee a portfolio that ranges from a simple M4 screw to complex retrofit projects. This wide spectrum […]
