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Restructuring and reorientation of cable network operator Tele Columbus

Case Study

Challenge

After the merger of three smaller cable network operators into one new company, a new corporate strategy needed to be developed. The focus of the strategic program was on designing and implementing a sales-improvement project. The goal was to significantly improve annual EBITDA, while securing the company's core business with B2B clients.

Success

Atreus quickly designed and realized a new corporate strategy and the enterprise value was increased considerably without endangering the customer and contractual base. 

Interview with Markus Schmid, CEO of TeleColumbus Group

What tasks did the Atreus manager take on?

The company management and investors initially installed the interim manager as Vice President Business Development. His task in that position was to develop the corporate strategy and execute an implementation project. After that, he was responsible as General Manager of the company’s sales arm for the design and realization of a sales-improvement project. Finally, as Chief Operating Officer, he headed all the technical divisions of the cable network operator, the IT and the structuring of the process and data management.

 

"Making a success of several projects running simultaneously was a major management challenge for all of us, and a truly great achievement by my colleagues. The objective was to significantly increase the enterprise value."

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You want to know what Atreus can do for you in a similar situation?
Contact Rainer Nagel, CEO.

+49 89 452249-400 Rainer.Nagel(at)atreus.de

What were the goals?

When the manager began at Tele Columbus, the company was in the middle of a restructuring phase. After completion of the strategic work and the reorientation, the sales improvement project was the focus. The EBITDA was to be significantly improved within the space of just two years. 

What was the situation when you began the project?

Parallel to the sales improvement project, the restructuring had to be completed, a new program platform installed and the transmitter changed. That all meant that there was a considerable need for additional communication with the customers and for enormous technical resources. 

Karl Kornwolf has been an Atreus manager since 2006. He has extensive expertise in the operational management and restructuring of technically oriented sales organizations. He has completed numerous strategy development projects in the communication industry.

Karl Kornwolf

Karl Kornwolf has been an Atreus manager since 2006. He has extensive expertise in the operational management and restructuring of technically oriented sales organizations. He has completed numerous strategy development projects in the communication industry.

2 million end customers and 20,000 B2B clients were addressed in three months!

What was the biggest risk in the project?

We first had to win over the sales employees for the project. They were worried about their good customer relationships. But we presented them with a good concept for the implementation, and our reasons for the price increase were convincing. 

How did you measure the success of your project?

We succeeded in meeting most of the ambitious EBITDA goals that the investors had set us. But the other circumstances are also very important: did we lose customers? Hardly any. We were well above our own expectations in both customer segments. 

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Atreus is the leading interim management provider in Germany and one of the largest in its field in Europe. We solve difficult operational management and transformation problems quickly and reliably. Contact us and find out how we can help you master your situation with management expertise that is available at short notice and that is the perfect fit for you.

Atreus is a co-founder of Globalise – the market’s leading and largest provider of international interim management. Accelerating change and delivering success. Worldwide. Structured as a global group of leading interim management firms, Globalise has the reach to support you in solving your company’s most important issues around the world.