Subject category:
Marketing
Published by:
ESMT European School of Management and Technology
Length: 9 minutes
Data source: Field research
Notes: File size 417.2MB. Click for more information.
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Abstract
This video is to accompany the case. Voith Paper, one of the two big international suppliers of premium, technically complex machines for paper production, has to improve its profitability. This also affects Mr Kohl, Senior Sales Executive of the product division with the highest turnover. He, however, does not want to save the additional millions through cost or personnel reduction. Instead, he plans to sell the consulting services of his sales engineers and thus meet the financial target.
Location:
Size:
EUR5 billion revenue
Other setting(s):
2008
Subject category:
Marketing
Published by:
ESMT European School of Management and Technology
Version: 27 July 2009
Length: 6 pages
Data source: Field research
About
Abstract
This video is to accompany the case. Voith Paper, one of the two big international suppliers of premium, technically complex machines for paper production, has to improve its profitability. This also affects Mr Kohl, Senior Sales Executive of the product division with the highest turnover. He, however, does not want to save the additional millions through cost or personnel reduction. Instead, he plans to sell the consulting services of his sales engineers and thus meet the financial target.
Settings
Location:
Size:
EUR5 billion revenue
Other setting(s):
2008
Related
Subject category:
Marketing
Published by:
ESMT European School of Management and Technology
Version: 27 July 2009
Length: 6 pages
Data source: Field research