Proximity Instead of Remote Diagnosis
Why trust and presence determine sustainable success Global organizations today face more complex challenges than ever before. Conversations with colleagues over the past few weeks, as well as discussions at the China Forum in Nuremberg, confirmed one thing again: The tensions between headquarters and international subsidiaries are nothing new – but they have intensified. Despite […]
After Sales in the Machinery Industry – How Should This Function Really Be Operated?
After sales should be run as if your business depended on it. At first glance, this statement may sound provocative – but it touches on a core issue. In many mechanical engineering companies, after sales is still viewed as a downstream support function. Yet this is precisely where a significant lever for differentiation, customer loyalty, […]
Recalibrating International After Sales – Why an External Perspective is Critical Today
At first glance, many international after-sales structures appear stable – and in many cases, they truly are. However, this apparent stability harbors a risk that should not be underestimated. Structures that have grown over many years, function reliably, and are generally profitable are rarely questioned fundamentally. Processes, customer interfaces, and international agent and subsidiary networks […]
Chinese Companies on Their Way to Europe – Who Has Realistic Chances of Success?
My most recent trip to China once again provided deep insights into the internationalization strategies of Chinese companies. What stood out in particular were two clearly distinct groups, each approaching their planned expansion into Europe with very different expectations and mindsets. For many Chinese companies, Europe is an attractive target market: economically strong, technologically demanding, […]
Pricing in After Sales for the Machinery Industry – Challenges, Trends, and ProvenPaths to Success
In recent years, I have supported numerous mechanical engineering companies – often during phases of declining order ntake and growing market uncertainty. This picture is also reflected in the current PwC Machinery Industry Barometer: the industry is facing a persistently challenging market environment that is already having a noticeable impact on many companies. While revenues […]
Six Weeks in China – Impressions, Encounters, and the Power of Genuine Relationships
After many years of regular travel to Asia, I am once again drawn to Shanghai- just in time for the Chinese New Year and he start of the Year of the Snake. This time, my trip to China spans several weeks, with the goal of reconnecting with familiar contacts, gaining new perspectives, and further expanding […]
Amazing how quickly time passes
In February 2019, the idea of the collaboration and the path to self-employment was born at a dinner. With a clear focus, but the supporting complementary topics not neglecting. Read the whole article Download PDF
Use potentials and opportunities in after-sales
Where does your company stand today in terms of after-sales? For a little more than 1.5 years now I have been working as an independent consultant and interim manager in mechanical engineering. The fee that customers paid for my services, with an average mandate length of 2-6 months, was usually recovered within 2-5 months. This […]
What does mechanical engineering have in common with big game hunting?
Curious what After Sales has to do with it? Some truths are uncomfortable because they contradict the self-image. A large number of machine builders are still convinced that they make the most money from tailor-made machines. This is usually wrong, because these machines cause a lot of effort in the engineering department and the entire […]
Expediting
Professional support In the case of expediting, we take care of the deadline monitoring and regular quality control for our customers until the final acceptance of the order. We support in communication, help with conflict resolution and find solutions together with our clients. Our team of experienced specialists can draw on many years of experience, […]
