{"id":680212,"date":"2024-10-27T13:33:20","date_gmt":"2024-10-27T12:33:20","guid":{"rendered":"https:\/\/www.atreus.de\/?post_type=publication&#038;p=680212"},"modified":"2025-11-19T16:46:01","modified_gmt":"2025-11-19T15:46:01","slug":"reorganisation-after-sales","status":"publish","type":"publication","link":"https:\/\/www.atreus.de\/en\/publication\/case-studies-en\/reorganisation-after-sales\/","title":{"rendered":"Reorganization of after sales at medium-sized automotive supplier"},"content":{"rendered":"<div  class=\"zw-cgb header-standard-block is-first-block desktop-has-image mobile-has-image default-margin white-color content-left content-down zw-atr-portrait-pos-default zw-atr-landscape-pos-default height-default \"><div class=\"row\"><div class=\"zw-cgb-content col-12 mx-auto\"><div  class=\"header-standard-inner-container\"><div class=\"bg-image\"><span class=\"copyright-image d-none d-lg-block\">\u00a9RAM \u2013 stock.adobe.com<\/span><img decoding=\"async\" class=\"respnsive-img d-none d-lg-block\" loading=\"lazy\" alt=\"atreus_\" src=\"https:\/\/www.atreus.de\/wp-content\/uploads\/2022\/03\/header-07-Automotive.jpg\" srcset=\"https:\/\/www.atreus.de\/wp-content\/uploads\/2022\/03\/header-07-Automotive.jpg 1920w, https:\/\/www.atreus.de\/wp-content\/uploads\/2022\/03\/header-07-Automotive-768x432.jpg 768w, https:\/\/www.atreus.de\/wp-content\/uploads\/2022\/03\/header-07-Automotive-1024x576.jpg 1024w, https:\/\/www.atreus.de\/wp-content\/uploads\/2022\/03\/header-07-Automotive-480x270.jpg 480w, https:\/\/www.atreus.de\/wp-content\/uploads\/2022\/03\/header-07-Automotive-1440x810.jpg 1440w\" sizes=\"(max-width: 1920px) 100vw, 1920px\" style=\"aspect-ratio:1920\/1080 !important\" title=\"atreus_\"><span class=\"copyright-image d-lg-none d-block\">\u00a9RAM \u2013 stock.adobe.com<\/span><img decoding=\"async\" class=\"responsive-img d-lg-none d-block\" loading=\"lazy\" alt=\"atreus_\" src=\"https:\/\/www.atreus.de\/wp-content\/uploads\/2022\/03\/teaser-2u3-sp-07-Automotive.jpg\" srcset=\"https:\/\/www.atreus.de\/wp-content\/uploads\/2022\/03\/teaser-2u3-sp-07-Automotive.jpg 823w, https:\/\/www.atreus.de\/wp-content\/uploads\/2022\/03\/teaser-2u3-sp-07-Automotive-768x578.jpg 768w, https:\/\/www.atreus.de\/wp-content\/uploads\/2022\/03\/teaser-2u3-sp-07-Automotive-480x361.jpg 480w\" sizes=\"(max-width: 1024px) 100vw, 1024px\" style=\"aspect-ratio:823\/619 !important\" title=\"atreus_\"><\/div><div class=\"preheadline-container\"><div class=\"zw-breadcrumb-container black-color d-md-down-none\"><\/div><p class=\" zw-cgb preheadline zw-prevent-animation\">Case Study<\/p><h1 class=\" zw-cgb headline zw-prevent-animation\">Reorganization of after sales at medium-sized automotive supplier<\/h1><\/div><div class=\"inner-content\"><p class=\" zw-cgb fulltext zw-prevent-animation\"><sub><code>230340<\/code><\/sub><\/p><\/div><\/div><\/div><\/div><\/div><div class=\"zw-breadcrumb-container black-color d-none d-md-down-block\"><nav aria-label=\"breadcrumbs\" class=\"rank-math-breadcrumb\"><p><span class=\"label\">c<\/span> <a href=\"https:\/\/www.atreus.de\/en\">Home<\/a><span class=\"separator\"> c <\/span><a href=\"https:\/\/www.atreus.de\/publikationen-events\/\">Publikationen<\/a><span class=\"separator\"> c <\/span><span class=\"last\"><\/span><\/p><\/nav><\/div>\n\n    <div  class=\"zw-cgb    infoblock default-margin black-color  \">\n      <div class=\" row\">\n        <div class=\"zw-cgb-content has-padding col-12\">\n          <div class=\"inner-content parent-has-padding\"><h2 class=\" zw-cgb headline\">Analysis and optimization after takeover by private equity and spin-off into independence<\/h2><p class=\" zw-cgb fulltext \">A medium-sized automotive supplier in the recycling sector was taken over by an international financial investor as part of a carve-out. The company was confronted with margin losses and declining competitiveness in the after-sales business. By introducing new SAP processes, developing a proactive sales strategy and making targeted price adjustments, it was possible to shorten quotation lead times, increase sales by 15% and improve margins by over 5%.<\/p><div class=\"link-container\"><\/div><\/div>        <\/div>\n      <\/div>\n    <\/div>\n\n\n<div  class=\"zw-cgb row  columnmaster020 default-margin \"><div class=\"columnmaster-inner-content g-0\">    <div  class=\"zw-cgb no-image-layout columnblock black-color has-icon   \">\n      <div class=\"zw-cgb zw-cgb-content\">\n\n        <div class=\"column-content\"><div class=\"inner-content\"><div class=\"icon-container\"><span class=\"atr-icon\">q<\/span><h2 class=\" zw-cgb headline h4\">Company Details<\/h2><\/div><ul class=\"zw-cgb-ul fulltext \"><li class=\"\">Medium-sized automotive supplier with 200 employees, owned by an international financial investor\u200b<\/li><li class=\"\">Carve-out from a large group, approx. 50 employees, approx. \u20ac 130m turnover\u200b<\/li><li class=\"\">Worldwide branches in 8 countries\u200b<\/li><li class=\"\">Field of activity: recycling for metals\u200b<\/li><\/ul><\/div><\/div>      <\/div>\n    <\/div>\n    <div  class=\"zw-cgb no-image-layout columnblock black-color has-icon   \">\n      <div class=\"zw-cgb zw-cgb-content\">\n\n        <div class=\"column-content\"><div class=\"inner-content\"><div class=\"icon-container\"><span class=\"atr-icon\">p<\/span><h2 class=\" zw-cgb headline h4\">Situation and Challenge<\/h2><\/div><ul class=\"zw-cgb-ul fulltext \"><li class=\"\">Reorganization after takeover by private equity and spin-off into independence\u200b<\/li><li class=\"\">Introduction of new SAP version to optimize processes in the aftermarket\u200b<\/li><li class=\"\">Challenges in margin development and competitive situation in aftersales\u200b<\/li><li class=\"\">Need for a proactive strategy in the aftermarket to strengthen competitiveness\u200b<\/li><\/ul><\/div><\/div>      <\/div>\n    <\/div>\n    <div  class=\"zw-cgb no-image-layout columnblock black-color has-icon   \">\n      <div class=\"zw-cgb zw-cgb-content\">\n\n        <div class=\"column-content\"><div class=\"inner-content\"><div class=\"icon-container\"><span class=\"atr-icon\">m<\/span><h2 class=\" zw-cgb headline h4\">Objectives and Tasks<\/h2><\/div><ul class=\"zw-cgb-ul fulltext \"><li class=\"\">Optimization of quotation preparation to reduce throughput times\u200b<\/li><li class=\"\">Increase sales in the aftermarket by 15%\u200b<\/li><li class=\"\">Establishment of proactive sales and expansion of marketing activities\u200b<\/li><li class=\"\">Intensify customer visits with a focus on key accounts and develop service products and KPIs\u200b<\/li><li class=\"\">Creating transparency for installed base in the market to monetize additional wear parts\u200b<\/li><\/ul><\/div><\/div>      <\/div>\n    <\/div>\n<\/div><\/div>\n\n<div id=\"parent6070\"class=\"zw-cgb halb-halb-headline-text-block-135 default-margin \"><div class=\"row\">    <!--  block -->\n    <div class=\"half-content has-padding col-lg-6 col-12 leftBlock order-1 blue-400 white-color has-icon has-headline \"><div class=\"icon-container\"><span class=\"atr-icon\">n<\/span><h2 class=\" zw-cgb headline\">Measures and Procedures<\/h2><\/div><div class=\"content-container\"><div class=\"inner-content parent-has-padding\"><ul class=\"zw-cgb-ul fulltext \"><li class=\"\">Analysis of existing processes and identification of opportunities for improvement, e.g. by assessing the value of the installed base\u200b<\/li><li class=\"\">Establishing an internal network to gather information and gain the trust of employees\u200b<\/li><li class=\"\">Active visits to branches and customers as well as market analyses and surveys to analyze the competition\u200b<\/li><li class=\"\">Discussions with competitors and suppliers and staging an innovation workshop\u200b<\/li><li class=\"\">Price analysis and adjustments, particularly for wear parts\u200b<\/li><\/ul><div class=\"link-container\"><\/div><\/div><\/div><\/div>    <!--  block -->\n    <div class=\"half-content has-padding col-lg-6 col-12 rightBlock order-2 blue-600 white-color has-icon has-headline \"><div class=\"icon-container\"><span class=\"atr-icon\">x<\/span><h2 class=\" zw-cgb headline\">Results and Successes<\/h2><\/div><div class=\"content-container\"><div class=\"inner-content parent-has-padding\"><ul class=\"zw-cgb-ul fulltext \"><li class=\"\">Improvement in quotation lead times: 70% of quotations in the aftermarket are created and sent within 48 hours\u200b<\/li><li class=\"\">Creation of competitive prices that lead to an increase in sales of \u20ac 125,000 within 2 weeks \u200b<\/li><li class=\"\">Increase margins on quotes for ETO&#8217;s by 5%\u200b<\/li><li class=\"\">Introduction of KPIs such as incoming orders, quotation volume per week and region, lead times for quotations, margin development for ETOs, etc.\u200b<\/li><li class=\"\">Corporate culture was aligned stronger towards future-oriented activities\u200b<\/li><li class=\"\">The overall sales margin was increased by 2% within 9 months\u200b<\/li><li class=\"\">Professionalization of aftermarket service and implementation of aftermarket campaigns to promote various service products in a targeted manner\u200b<\/li><li class=\"\">Introduction of an AI tool to improve processes in the hotline area\u200b<\/li><\/ul><div class=\"link-container\"><\/div><\/div><\/div><\/div><\/div><\/div>\n\n\n<div style=\"height:100px\" aria-hidden=\"true\" class=\"wp-block-spacer is-style-zw-default-color-400\"><\/div>\n\n\n    <div  class=\"zw-cgb  change-padding  infoblock default-margin black-color  \">\n      <div class=\" row\">\n        <div class=\"zw-cgb-content has-padding col-12\">\n          <div class=\"preheadline-container parent-has-padding\"><p class=\" zw-cgb preheadline ' .  . 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