Mechanical Engineering · MAB-017
Machinery & Plant Engineering · Austria · 10–25 employees · Mid-sized GmbH
Score: 39 → 69 (+30 Punkte)
Mid-sized plant manufacturer with deep in-house manufacturing and long-standing OEM relationships
Initial Situation
- Dependence on two large 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 shifted to a consultative approach
Outcome
Reduced dependence on large customers through new multiplier channels, a more stable order pipeline and new service revenue streams