Automotive & Mobility

Developing a Growth Strategy for a German Commercial Vehicle Manufacturer

Challenges

Do in the market segment ‘light commercial vehicles/vans’ exist growth opportunities for the client organization?

 

Should the client enter this market segment, and if so, how?

 

To what extent would an entry into this market segment increase the utilization of the workshops/service network?

Problem-Solving Approach

Creating a deep understanding of the market with respect to the relevant segment:

  • Compiling data regarding the worldwide market size and the forecasted market development over the next years
  • Ascertaining the size of the various target customer segments
  • Incorporating the market trends with relevance to the customer segments

Identifying the factors that determine market success:

  • Analyzing purchase criteria
  • Deriving the vehicle characteristics (to be)
  • Assessing the fit between the client brand and developing the requirement specifications

Analyzing the cost structure and the operational competencies:

  • Generating an understanding of the main cost drivers and deriving a reference cost structure
  • Working out the most important levers to increase profitability (sensitivity analysis)
  • Developing a profitable target-cost structure based on a ‘best-of logic’

Defining the market-entry strategy:

  • Determining prioritized regions
  • Assessing potential cooperation partners and acquisition targets respectively
  • Preparing a detailed business plan
Results

Disproportionate high costs/risks compared to the potential earnings/chances

 

Effort to enter the market segment ‘light commercial vehicles/vans’ abandoned

 

Project stopped ahead of schedule

 

No market entry in the relevant segment by the client organization according to the recommendations—even not 12 years after the project

March 2021

‘Best Management Consultants 2021:’ T. K. HAMANN among the top 3 consultancies for sales, after sales, and CRM

The 2021 ranking ‘Beste Unternehmensberater [Best Management Consultants]’ by the German business magazine brand eins and the business data portal Statista has just been published.

 

T. K. HAMANN takes a top position in this with a shared second place in the field of ‘Sales, After Sales, CRM.’  In addition, we are honored for the sector ‘Auto & Suppliers’ and the functional area ‘Strategy Development.’

 

We are grateful to all our clients, the entire team, and business partners who have worked with us since our founding in late 2016.  Together, we will continue to consequently pursue quality leadership in our disciplines.

For this year’s ranking, 2,334 colleagues determined the best management consultancies according to their perception by industry and functional practice area.  Subsequently, assessments were obtained from the clients.  For this purpose, 1,100 senior executives were provided with a list of the recommended consultancies for each industry and work area clients via online survey; another 234 senior executives (Head of Strategy, Head of Business Development, etc.) from DAX, M-DAX, S-DAX and Tec-DAX companies were specifically invited to participate in the survey.