More search options
Basket icon
No items
Basket icon

Product details

By continuing to use our site you consent to the use of cookies as described in our privacy policy unless you have disabled them.
You can change your cookie settings at any time but parts of our site will not function correctly without them.
Case
-
Reference no. ESMT-509-0095-1
Subject category: Marketing
Authors: Olaf Ploetner
Published by: ESMT European School of Management and Technology
Originally published in: 2009
Version: 27 July 2009
Length: 6 pages
Data source: Field research
Topics: B2B marketing; Competitive strategy; From product to service business; Customer management; Organising the sales force
Share a link: https://casecent.re/p/90720
| No reviews for this item
View our pricing guide or login to see prices.

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.
Location:
Supplier: Germany, customers: worldwide
Industry:
Capital equipment (mechanical engineering), professional services
Size:
EUR5 billion revenue
Other setting(s):
2008
Teaching note
-
Reference no. ESMT-509-0095-8
Subject category: Marketing
Authors: Olaf Ploetner
Published by: ESMT European School of Management and Technology
Originally published in: 2009
Version: 27 July 2009
Length: 14 pages
Data source: Field research
View full details
Supporting video
-
Reference no. ESMT-509-0095-3
Subject category: Marketing
Authors: Olaf Ploetner
Published by: ESMT European School of Management and Technology
Published in: 2014
Length: 9 minutes
Data source: Field research
Topics: B2B marketing; Competitive strategy; From product to service business; Customer management; Organising the sales force
Notes: File size 417.2MB. Click for more information.
View full details

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

Location:
Supplier: Germany, customers: worldwide
Industry:
Capital equipment (mechanical engineering), professional services
Size:
EUR5 billion revenue
Other setting(s):
2008

Related

Teaching note
-
Reference no. ESMT-509-0095-8
Subject category: Marketing
Authors: Olaf Ploetner
Published by: ESMT European School of Management and Technology
Originally published in: 2009
Version: 27 July 2009
Length: 14 pages
Data source: Field research
View full details
Supporting video
-
Reference no. ESMT-509-0095-3
Subject category: Marketing
Authors: Olaf Ploetner
Published by: ESMT European School of Management and Technology
Published in: 2014
Length: 9 minutes
Data source: Field research
Topics: B2B marketing; Competitive strategy; From product to service business; Customer management; Organising the sales force
Notes: File size 417.2MB. Click for more information.
View full details