Product details

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Subject category: Marketing
Authors: Olaf Ploetner
Published by: ESMT European School of Management and Technology
Originally published in: 2009
Version: 27 July 2009

Abstract

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.
Size:
EUR5 billion revenue
Other setting(s):
2008

About

Abstract

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

Size:
EUR5 billion revenue
Other setting(s):
2008

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