How do we ensure that information is made available wherever it is needed?
Not only the automotive industry but also the supplier business is changing, forcing companies to think in new ways. In the areas of mechanical engineering and plant construction in particular, customers expect solutions tailored to meet their individual needs. Schuler Pressen GmbH’s task therefore was to gain a better understanding of its key customers, and improve the account-oriented cooperation at the global level with clear processes and responsibilities.
Schuler Pressen GmbH, based in Germany, is the largest press manufacturer in the world, and its customers include suppliers as well as renowned manufacturers in the automotive industry. The challenge for the leader in forming technology was to secure long-term profitability and growth, and set itself apart from competitors in the low-price segment.
Starting points for professionalizing customer planning were determined by the Center for Industrial Marketing applying the Quick KAM-Performance Check. Together with executives and sales representatives of Schuler Pressen GmbH, we elaborated in workshops what successful and targeted customer planning should ideally look like. The objective was to enable key account managers in the future to consistently manage globally active key customers, such as the Volkswagen Group. This required combining and providing all relevant information in a key account plan. To this end, a tailored plan for global account management was developed and established as an integral part of day-to-day business activities.
Realigning its global account management has helped Schuler Pressen GmbH to increasingly incorporate its customers’ perspectives thanks to a targeted planning process. Today, all employees involved are able to systematically identify the requirements of key account customers and determine the strategic direction for the cooperation. Key account managers as well as employees from the project and service business area now have a clear guideline for working together with key customers worldwide in a targeted manner.
|Thanks to the support of the Center for Industrial Marketing, we have been able to compile the relevant information on our key account customers and make it available wherever it is needed. This enables us to be closer to our customers and dedicate more time toward coordinating all activities involving key customers.
Dipl.-Ing. Klaus Linnig, Managing Director Schuler Pressen GmbH