Mechanical Engineering · MAB-013
Machinery & Plant Engineering · Southern Germany · 50–100 employees · Family-run business
Score: 39 → 61 (+22 Punkte)
Special-purpose machine builder in its second generation, technically leading but communicatively invisible.
Ausgangslage
- Margins eroding due to global price comparisons
- Field sales talk about machines, not about value
- No clear positioning against Chinese suppliers
Eingesetzte IDEASCANNER-Hebel
- Premium positioning as an engineering partner rather than a components supplier
- Value story centered on TCO and lifecycle costs
- Structured multiplier sales through system integrators.
Ergebnis
Clear premium image in the target market, marked improvement in proposal quality and measurably higher sales closing rates.