Mechanical Engineering · MAB-016
Machinery & Plant Engineering · Eastern Germany · 250+ employees · Family-run business
Score: 32 → 60 (+28 Punkte)
Second-generation specialized machine manufacturer, technically leading but invisible in communications.
Ausgangslage
- Margins eroding due to global price comparisons
- Field sales talk about machines, not value
- No clear positioning against Chinese suppliers
Eingesetzte IDEASCANNER-Hebel
- Premium positioning as an engineering partner instead of a components supplier
- Value story around TCO and lifecycle costs
- Structured multiplier sales channel via system houses
Ergebnis
Clear premium image in the target market, marked improvement in offer quality and measurably higher sales closing rates.