Mechanical Engineering · MAB-014
Machinery & Plant Engineering · Northern Germany · 50–100 employees · Mid-sized GmbH
Score: 46 → 70 (+24 Punkte)
Medium-sized plant manufacturer with high vertical integration and long-standing OEM relationships.
Initial Situation
- Dependency on two major customers accounting for over 50% of revenue
- Sales team only responds to inquiries
- Value advantage hidden in technical details
IDEASCANNER Levers Applied
- Market niche focus on two profitable application areas
- Service and retrofit offering set up as a margin driver
- Sales switched to a consultative approach
Outcome
Reduced dependence on large customers through new multiplier channels, more stable order intake, and new service revenue streams.