KAINDL technischer Industriebedarf G.m.b.H.:
Industry: Trade
Turnover: 35 million euros
Employees: 90
Products: e.g. occupational safety, fittings technology, industrial supplies, fluid technology, adhesive tapes, hose technology, packaging technology
Optimization measures, among others:
- Market and supplier research, tenders, negotiations
- Workshops with existing suppliers to identify potential savings that can be realized together
- Supplementing suppliers in the areas of films and hoses, among others
- Examples of processed material groups: Packaging, construction/insulation materials, workwear
Were you skeptical or rather open-minded at the start of the project?
Engelbert Füreder: Personally, I was open-minded. Our team - product managers who handle purchasing and sales - were sometimes skeptical. But after a short time, they were convinced that the common goals were achievable. The team realized that the project and the Kloepfel Consulting team did not call their previous work into question, but only helped them to think outside the box. For example, the consultants took our people along to the negotiations. There, of course, you learn much more by learning by doing than from a theoretical seminar based on a textbook.
What were the biggest challenges at the start of the project?
Engelbert Füreder: The biggest challenge was getting everyone on board. And at the beginning there was the big question of which topics to tackle with around 50,000 article numbers. In particular, we had to take into account that some product lines could not be changed much or at all, as they are very customer-specific.
To what extent has the optimization project had an impact on your security of supply and the quality of your products?
Engelbert Füreder: Supplier prices have stabilized and in some cases we have been able to offer products at slightly lower prices and thus win new customers.
To what extent does the optimization have a lasting effect on your day-to-day business?
Engelbert Füreder: We simply achieve better negotiation results. The project has enabled us to think outside the box and our team has simply gained more negotiating power. At the beginning of each year, suppliers often approach us and want to raise prices, arguing with increased wage costs, energy costs or similar. Sometimes adjustments are also necessary, but the bottom line is that we are now usually able to keep supplier prices stable. However, we have also learned to position ourselves better in purchasing marketing. For example, we are pure cash discount payers and a very financially strong company, which we now emphasize more in all negotiations.
How would you describe the way the Kloepfel project team works?
Engelbert Füreder: Professional, fast, structured, cooperative.
Joint projects are also always dependent on people. We talk about the fact that we are temporary colleagues in the projects.
are temporary colleagues. How did you feel?
Engelbert Füreder: The Kloepfel team has integrated well. In the beginning, they were still "foreign bodies", but that quickly subsided. They always sought out conversation and didn't hide behind their laptops. They were very likeable people who lived their professionalism. They enjoyed their work and this was positively transferred to our team.
Some suppliers first had to get used to seeing new Kloepfel faces at the negotiating table alongside the familiar contacts from your company. How did you experience these situations and what were the reactions of the suppliers?
Engelbert Füreder: The suppliers were informed in good time. With two or three exceptions, the reactions were completely within the normal range. And the Kloepfel team did not squeeze the suppliers to the last cent, even if they were paid on the basis of successful savings. They also paid attention to the suppliers' service, advice and ability to deliver.
What is your conclusion after the end of the project?
Engelbert Füreder: As hoped, successful and instructive. We can highly recommend working with Kloepfel Consulting. And I take my hat off to the efficiency and speed of the team. Especially when you consider that our product range extends over more than 20 sub-areas.
Thank you very much for the interview!
