Case Studies
Through these stories, you can see how systematic expertise, interim management support, and smart business model shifts deliver real results.
Project Overview
A company in the tool industry began experiencing a rapid decline in sales. Their previous competitive advantage had been price-based, but the market situation changed and competitors moved toward product-as-a-service—selling not just a product, but offering engineering support as a complete solution.
- Client Challenge:
- The price advantage disappeared, and competing on price no longer yielded results for the manufacturer.
- The manufacturer's sales model remained product-based, while customers expected greater reliability and risk mitigation.
- The value proposition was not sufficiently differentiated: being a "good, cheap product" was no longer a competitive advantage in the market.
- Wareks' Solution:
- We conducted a sales diagnostic and mapped out competitors' approaches to product servitization and its impact on customer purchasing decisions.
- We defined the actual value of the products and linked it to a new pricing model.
- We developed an initial servitization plan and updated the proposal structure.
- Result:
- Thanks to product servitization, the products became competitive and the decline in turnover was halted.
- Customer interest in the products increased.
Project Overview
The focus of the export strategy analysis for a concrete products manufacturer was to assess the company’s export readiness and design a sales and export model: which products, in what manner (serial vs. on-demand), and with what resources it is sensible to enter foreign markets.
- Client Challenge:
- The product portfolio was too broad and lacked a clear focus.
- Profitability analysis by product group was insufficient, making it difficult to make decisions on which to build the export strategy.
- Production was predominantly order-based and reactive, which limited standardization and made forecasting export volumes difficult.
- Wareks' Solution:
- We mapped out the product groups, production volumes, and export suitability from the last 12 months.
- We selected which products are sensible to manufacture in-house and which to consider for outsourcing (e.g., certain bulky or resource-intensive components).
- We prepared recommendations for an export and sales model (project-based vs. serial products/regular delivery) and a strategy for entering target markets.
- Result:
- A clear export focus has emerged: which product groups are realistic to standardize and grow without additional investment, and which will remain as project-based/on-demand offerings.
- An order management framework was developed, taking into account production capacity and resources.
- An understanding of the product portfolio's potential and sales capability was established.
Contact us and tell us about your current situation. We will explore if and how we can help. The initial consultation is free and without obligation.
We map the company’s situation, cash flows, and growth barriers. We interview key personnel and prepare an action-based report.
If you lack the corresponding role in your team, we step in as development or export managers ourselves. We execute the plan and deliver real results.
