Working collaboration.
Successful customers.
Targeted and purpose-driven development projects in industrial procurement and sales. Well-thought-out concepts for the successful development of new products and country markets.
Successful projects are the result of trusting cooperation. That is why we work closely with companies and the responsible employees.
A precise briefing and joint coordination meetings on your objectives, possible approaches, time frame, and budget: all of this is incorporated into our project proposal—in black and white.
This offer forms the basis for your commission and is a binding specification for our services.
Here are some examples of our work and clients.
EXAMPLES OF EXPANSION PROJECTS
INDUSTRY: Components for building air conditioning technology
Identification, evaluation, selection of pre-qualified suppliers
- The client, a medium-sized air conditioning technology company, intended to procure parts and components for technical building equipment, including spiral ducts, from supplier countries in Eastern Europe and Asia.
- The task was to identify suitable suppliers according to predefined criteria and select them in accordance with the jointly agreed criteria grid.
- Business trip to the preselected companies, tour of the workshops, inquiry and negotiation activities, selection recommendation, monitoring of shipping and transport.
- Execution via desk research and access to commercial databases, personal support on site.
INDUSTRY: Analytical instruments for process technology
Profiles and preselection of target customers in the Middle East
- Ten target customers were to be selected and proposed for further market development in the 12 countries of our client’s Middle East region.
- To this end, 30 engineering/procurement/construction companies (EPCs) of international origin were initially specified as potential target customers involved in the construction of large-scale plants, particularly in the petrochemical industry, in the countries named.
- The task was to create 30 profiles with specified relevant properties and characteristics so that a recommendation for 10 top target customers could be made as a pre-selection for the client’s sales department.
- Execution via desk research, preferably via the Internet and access to commercial databases.
INDUSTRY: Power and signal electronics
Survey on the management of “energy efficiency”
- The initial objective was to find out which management body in the various industries is responsible for “energy efficiency” and to ascertain how the term is understood there. The main focus was on surveying the energy efficiency measures implemented to date and the experience, preferences, and plans that exist.
- First, the 10 relevant target industries were agreed upon and we determined which companies to contact.
- Initially, the persons responsible for the topic of “energy efficiency” were identified in each of the companies contacted and appointments were made with them.
- This resulted in 200 expert interviews conducted by telephone. During the telephone interviews with those responsible, questions were asked about their understanding of the term and about efficiency measures that had been implemented, experiences, preferences, and plans..
INDUSTRY: Machinery trade
Reorganization for cross selling
- The classic sales organization is product-based. If the customer relationship is managed by the product specialist for product A, independent, solution-oriented management of the customer relationship and the sale of product B or solution X to the same customer (cross-selling) is often very unlikely.
- In order to professionalize customer relationship management and leverage cross-selling potential, a new organizational concept was developed for the customer.
- The reorganization included, among other things, the division of customer relationship management tasks, which tend to involve more analytical and advisory elements, and more product- and order-related tasks, which require the skills of product specialists.
INDUSTRY: Maintenance / Wear Parts High-Tech
Operational reinforcement in order management
- The customer was experiencing a period of strong growth with orders coming in that had to be processed quickly.
- In addition to production, order management in particular represented a complex and labor-intensive part of service provision. This was because the product range included many different variants, subcontracts had to be managed, and, above all, comprehensive technical documentation with drawings, instructions, certificates, and batch records had to be created for each product item.
- The task was to provide short-term operational support for the entire order process chain (inquiries, order confirmation, picking, internal and external production and assembly orders, packaging, shipping, invoice processing, creation of technical documentation), train personnel, and process orders with reliable quality.
INDUSTRY: Brewery
Concept development “Viral Marketing”
- Viral marketing and the viral communication concept require a “wow” effect in order to reach every customer, who in turn informs a majority of their acquaintances and friends, who then address their friends and acquaintances.
- The “wow” effect results from several concept elements, including personalization.
- A viral marketing concept was developed for a brand brewery, enabling the target groups addressed to become ambassadors for the product and brand themselves.
- The concept developed for the brewery was based on digital technologies such as the internet and digital printing.
INDUSTRY: Textile machinery manufacturing
Tender for distribution logistics USA and China
- For our client, a manufacturer of core components for textile machinery, we reissued a tender for logistics (storage and shipping).
- Analysis of transport volume by destination (focus on the USA and Far East), preparation of tender documents, contacting service providers, inquiries, follow-ups, additions, finalization of offers, comparison of offers, scheduling of presentations by selected providers, last-minute offer request to existing service provider, selection of new service provider.
- Achievement of annual savings of 35% of distribution logistics costs.k.
INDUSTRY: Digital printing machinery
Facts and sales arguments for product launch
- During the product launch of digital printing technology, technical features were considered, but too little attention was paid to the benefits and advantages for customers, such as batch size 1 printing, a high number of variants, shortest response times, etc.
- The task therefore initially involved developing sales arguments.
- Research and compilation of facts, materials, and background information from existing practical studies on response behavior for personalized digital printing compared to conventional analog printing.
- Preparation of content such as calculations, texts, and diagrams for the customer’s sales documents, brochures, and presentations.
INDUSTRY: Beverage cans
Customer survey on technical documentation
- Our customer manufactures beverage cans and packaging for technically advanced filling systems for alcoholic and non-alcoholic beverages for the consumer market and for professional use in the HoReCa industry.
- We were commissioned by Marketing/Sales to survey the relevant customer contacts about the content, formatting, and accessibility of the technical documentation and to ask for suggestions for improvement.
INDUSTRY: Printers and copiers
Market research on pricing structures
- In the course of digitalization, printer and copier manufacturers increasingly found themselves in competition with each other.
- As a result, in addition to purchase models, contract models were developed that were of strategic importance to manufacturers, for example in terms of customer loyalty and earnings structures.
- Our task was to provide an overview of market offerings and cost structures.
- The specific content of the study was an analysis of the cost shares of product, financing, technical service, and the proportionate consumables included by various manufacturers.
INDUSTRY: Surface treatment
Initiating cooperation
- Our client intended to expand regionally, in this case by cooperating with a suitable company in the target region.
- Our task was to compile a list of potential companies in the region in question, create profiles with relevant characteristics, and gauge their interest in a partnership.
- To initiate business, we conducted personal visits and preliminary discussions on site.
INDUSTRY: Ambience/Accessories
Market launch in Sweden, Norway, UK
- Identification of potential target customers and their responsible buyers in Sweden.
- Approaching and initiating business with the purchasing departments of target customer companies.
- Arranging appointments for personal presentations in Sweden.
- 15 presentation and meeting appointments between Malmö and Stockholm within 5 days, business trip together with the managing director.
- The following year: Norway.
- The following year: United Kingdom.
INDUSTRY: Medical devices
Location search for foreign production
- The client, a medium-sized manufacturer of medical devices, intended to set up part of its production in the reform countries of Eastern Europe (Czechia, Slovakia, Poland, Hungary).
- The task was to identify suitable facilities based on predefined characteristics and select them according to a jointly agreed set of criteria.
- Business trip to the preselected locations, presentation of the contracting parties, inspection of the properties, follow-up support.
INDUSTRY: Design-oriented sanitary items
Competition screening
- In our customer´s industry, the distribution channel usually looks like this: Manufacturer with its own brand – wholesale – retail level – customer (e.g., private or commercial builder/facility manager).
- One potential scenario that was discussed looked like this: Low-cost manufacturers in China – chic new creation of an Italian-sounding designer brand – direct sales via the Internet to tradespeople and end customers.
- The task was to search the Internet for competitors already operating and present in this way (competition screening).
INDUSTRY: Technical Services
Setting up a customer data base
- A technical services provider needed additional target customer addresses for further expansion.
- Industries and industry segments were defined together with the customer.
- Companies and the relevant contact persons were identified via database access and telephone calls, and further contact details (telephone extension, e-mail address, etc.) were obtained.
- As usual, the file was created in an export-friendly MS Excel standard format and stored in a secure data room for the customer, providing a “turnkey” infrastructure for the office and field staff
INDUSTRY: Conveyor technology
Market entry UK
- For our client, the United Kingdom was previously an untapped but attractive target market.
- In order to develop a pricing and terms policy, it was necessary to examine the conditions under which, for example, a conveyor system equipped with shuttle cups for the food industry would be competitive.
- Our DOWEMA partner’s office in the UK therefore carried out the project to provide our client with representative information on the conditions for entering the UK market.
INDUSTRY: Copiers
Market study “Print-on-Demand”
- The digitization of copiers made it possible to print locally on smaller devices as needed, instead of sending large print jobs to print shops and storing the printed output in warehouses as had been the case previously:
“Print-on-demand” emerged as a sales strategy for manufacturers of printers and copiers. - The customer, a leading manufacturer of copiers, commissioned a market study on “print-on-demand” among large-scale users (in-house printing at banks, insurance companies, manufacturing industry) and professional copy shops.
- The study focused on purchasing behavior, brand perception, product demand, user behavior, preferences regarding product and pricing, and much more.
Topmeldungen aus Wirtschaft & Börse
- Rekordjagd läuft: Goldpreis übersteigt erstmals 4000-Dollar-Marke 08. October 2025Gold befindet sich im Aufwärtstrend. Die unsicheren Zeiten treiben Anleger in sichere Anlageklassen. Das Edelmetall erreicht dabei neue Rekordzahlen.
- Lage in Deutschland noch unklar: Tesla bietet abgespeckte Modelle günstiger an 08. October 2025Das Auslaufen der US-Kaufprämie beschert Tesla zuletzt einen Verkaufsboom. Der dürfte allerdings abebben. Gegen einen Einbruch beim Absatz präsentiert der E-Auto-Pionier nun abgespeckte Billig-Varianten seiner Modelle Y und 3. Analysten sehen den Schachzug kritisch.
- Gewinnmitnahmen nach Rally: Shutdown sucht Wall Street mit Verzögerung heim 07. October 2025Die Tagesrekordstände bröckeln zum Börsenschluss ab: An der Wall Street verdüstert der Shutdown nun doch die Stimmung der Anleger. Schließlich erschweren die Datenlücken eine Prognose über die Zinspolitik der Fed. Tesla wird für die Ankündigung eines Billig-Modells abgestraft.
- Aktien zum Preis von 66 Euro: Ottobock gelingt erster großer Börsengang des Jahres 07. October 2025Der Prothesen-Hersteller Ottobock hat einen der wenigen Börsengänge des Jahres abgeschlossen. Die Aktien des Medizintechnik-Unternehmens wurden am oberen Ende der Spanne ausgegeben. Der Erlös von 808 Millionen Euro aus dem Börsengang geht zum größten Teil an die Eigentümerfamilie.
Aktuelle News
Seminare jetzt digital – Sars 2 Covid 19 update17. March 2020 - 12:07Alle physischen Seminarveranstaltungen sind erfolgreich auf online Medien umgestellt worden. Kundenprojekte laufen wie gewohnt auf digitalen Kanälen, in virtuellen Projekträumen und auf Basis verschlüsselter Videokonferenzen. Das Sars 2 CoVid-19 Virus hat seinen Ursprung in der VR China.
- Projektkosten senken mit Shared Cost Projekten22. February 2019 - 10:07
Die Wichtigkeit von Technologie-Research und Strategischem Radar ist unbestritten – wenngleich sehr aufwendig. Ich biete daher meinen Klienten die Möglichkeit, mit befreundeten Unternehmen Shared Cost Projekte durchzuführen, die eine Kostenteilung möglich machen. Nicht nur für meine Kunden im Mittelstand ist es von Bedeutung, dass sehr aufwendige Services im Rahmen von Shared Cost Projekten nun doch […]
3-S-Ansatz für die Produkt-Digitalisierung präsentiert22. February 2019 - 08:58Heute informiere ich darüber, dass ich auch zum 3-S-Ansatz zur systematischen Digitalisierung von Hardware-Produkten berate. Ziel von 3-S ist es, die physische Produktwelt virtualisiert als cyber-physische Systeme abzubilden. Für das industrielle Produktmarketing liegt die besondere Bedeutung darin, dass auch beispielsweise eine bislang “unintelligente” Dachreling eines Automobils per Sensor und Speichereinheit digital augmentiert wird und per […]
OUR CLIENTS: GROWTH-ORIENTED TECHNOLOGY COMPANIES
We will be happy to provide references after you contact us personally.
The companies we have worked for include international companies from Europe, America, and Asia, ranging in size from small to large.