XYZ GmbH & Co. KG, YYY / full production of technical textiles

Assignment 32. 2020

Company

XYZ GmbH & Co. KG, YYY / full production of technical textiles

Position

Managing Director Marketing and Sales / CRO

Task

In the last few years, the company had regularly made losses of around 10% of sales, which the parent company (holding company) offset each year. It was therefore the task to improve the company’s results. There were no specifications.

Implementation

After a short analysis, it became clear that the usual measures without a strategic realignment would not bring the company back into the black. Therefore the sales department was restructured; strategic partnerships have been formed; taboos have been abolished (utilization of the weaving mill as the only potential for optimization). New make-or-buy decisions were found in procurement; Defined new sources of supply for raw materials in addition to traditional suppliers and set up sales as a contact for customer-related solutions. This enabled acquisition at decision-making level with customers without primarily addressing purchasing. With regard to the increase in productivity, the potential to adjust the number of employees by minus 20% in several stages was identified in a socially acceptable manner (without the need for a social plan), spread over 2 years. All of this with complete acceptance and with the cooperation of everyone in the company.

Result

Despite the Corona year, the losses in 2020 have already been more than halved and the mandate has been returned to the existing management from 2021