Integration of Ratioform GmbH

Provided a full transformation organisation covering Sales, Procurement, Product Management, HR, Finance, IT and Logistics

Acted as Project Sponsor and led implementation in the German market

Launched unified sales structure (Field Sales, Inside Sales, Key Account Management) in January 2024

Transferred all Ratioform customers to Kaiser+Kraft by May 2024

Went live with a joint online shop in June 2024; completed final merger in August 2024

Completed project on schedule

Achieved over 98 % large customer retention and 100 % small customer migration

Kept unwanted staff turnover at 10 %

Established a clear project structure with a key-user team, additional testers, and regular communication in town halls and management meetings

Rolled out a training concept with professional trainers; operational training delivered by key users

Implemented all core processes, trained employees, and achieved on-time go-live

Conducted a four-week hypercare phase

Completed project on time and within budget

Achieved high employee motivation and strong team cohesion

Focus on corporate customers, starting with the top 20 % of revenue-generating accounts

Set up Key Account Management to engage and support corporate headquarters

Personal support for operational sites through Field Sales and Inside Sales to strengthen customer loyalty

Established an E-Procurement team to digitally integrate customers into company systems

Built a project business for construction and warehouse solutions from planning to completion

Established core processes for Key Account Management, Field Sales, Inside Sales and Technical Service

Achieved continuous, above-average growth in the corporate customer segment to more than one third of total revenue

Maintained excellent customer satisfaction in the corporate segment (Net Promoter Score surveys)

Conducted data-driven customer analysis and segmentation with regional potential analysis

Established a separate sales organisation with 10 field sales employees and one manager

Implemented rules, processes and KPI sets to manage the team operationally

Recruited employees from the existing sales team

Achieved a 12 % productivity increase and above-average growth in the key account segment

Conducted a full assessment of leaders with an external HR partner and developed targeted development plans

Developed job descriptions and a skills matrix for recruiting and upskilling leaders

Introduced a continuous, measurable employee development programme with annual structured feedback

Replaced the entire second management level (3 sales managers) and 10 % of area managers

Achieved the highest turnover in the construction trade segment in company history (€45 m)