Special-purpose machinery · MAB-002
Machinery & Plant Engineering · Southern Germany · 100–250 employees · Owner-managed SME
Score: 42 → 78 (+36 Punkte)
Southern German special-purpose machine manufacturer in its second generation, highly respected technically but perceived in the market as "one of many".
Ausgangslage
- Margins eroding despite technical excellence
- Sales sell machines rather than the value they provide
- No clear premium profile compared to Asian competition
Eingesetzte IDEASCANNER-Hebel
- Premium positioning as an engineering partner instead of a component supplier
- Value story around lifecycle costs and TCO
- Structured multiplier sales channel via system houses
Ergebnis
Much clearer premium image in the target market, a new structured sales channel via system houses, and measurably improved proposal and closing quality in field sales.