Food Processing & Packaging

Key data

Project period

01.06.2022 – 30.04.2023

Topic

Interim Global Head of Service of the Food Liquid BU of Syntegon, reporting to the Board of Directors

Client

Syntegon is a global leader in processing and packaging technology in the pharmaceutical and food industry. Formerly Robert Bosch Packaging, since 2019 it is PE-owned by CVC Capital Partners.
(~1.6 billion € turnover p.a., ~6.000 employees).

Background

I was brought on board in June 2022 to transform the after-sales division (service) of the Liquid Food Business Unit (~ 80 million € annual TO) and to increase both the after-sales turnover as well as its profitability. As Global Head of Service I travelled between both production sites, in Oldsmar (FL), USA and Königsbrunn, Bayern, Germany.

Goals

Phase 1: Getting to know the technology, stakeholders, key customers and learning the business, its processes and its KPIs.
Creation of a structured project plan with priorities list, approved by the BoD.

Phase 2: Planning and execution of a Service Sales Push that adds incremental gross contribution (top and bottom line growth).

Phase 3: Designing and implementing a new service structure which can consistently deliver performance in the three service profit drivers: spare parts, inspection, upgrades (retrofits). Find and recruit a new Head of Service, Food Liquid

Strategy & Execution

Learned about the technology and the business by immersing myself in all steps of the process, from order intake to offer to on-site installation at the customer.
Regained key customer’s trust by involving them every step of the transformation process. Example of dairy key customers: Strauss-Group (Israel), Müller Milch and Söbbecke (Germany), GB Foods (Spain), Saputo (USA), Mengniu (China), ARLA Foods (DK), and ELSA/Migros (Switzerland).
Communication to (~300) employees of the plans and actions I was designing and implementing, in close coordination with the management.
Re-invigorating the sales team through product training, establishment of challenging but realistic goals, and leading by example making the first sales calls myself.
I designed a spare parts sales push that focused the efforts of all sales reps on the top 100 active customers. Oct – Dec 2022.
I followed Syntegon BoD member Johan Nilsson’s suggestion to additionally address the 400 “dormant” service customers using an innovative Inside Sales Organisation.
Recommended to the BoD to find an internal experienced Syntegon candidate, and to motivate him/her to join Ampack GmbH.
Designed a Food Liquid Service Strategy 2023 with specific action plans and timelines.
Finally, following the request of the BoD member Dr. Walter Bickel, I proposed a turn-around plan for New Equipment Sales at Ampack that focuses on one specific “best-in-class” technology, with strategic focus on China, MEA, and the “Stans” (several emerging economy countries in the former Soviet Union, such as Uzbekistan).

VIew Sales Push Leaflet

„Alexis had a great positive impact on the Service business in our Food Liquid business unit. With passion and drive he engaged people to drive the business, try new approaches and the result was great. He also established good collaboration with all key players and handed over to his permanent successor in a good way. I would engage Alexis in any other assignment we would have where business growth needs acceleration.“
Johan Nilsson
Executive Board Member and Head of BU Services & Digital Solutions at Syntegon
„Your great commitment and drive for the business have left a clear mark. Thank you!!!“
Michael Grosse
CEO, Syntegon
„Alexis is focused and effective. With his experience in management and international sales as well as his ability to motivate other people and get them to try new approaches, Alexis is a real asset in the implementation of the agreed transformation goals at Syntegon. Alexis combines a 'can-do' attitude with a likeable, straightforward manner.“
Dr. Walter Bickel
CTO, Syntegon

Results

Achieved 1,4 Mio € extra contribution with the sales push, at a cost of ~300k €.

Due to the spare parts sales push in Q4/2022, all service KPIs of the Food Liquid BU where above previous year and above budget in 2023. No pipeline filling nor cannibalization of other sales

Two key reasons for the success had been putting the service technician, not the technology, at the center of the communication, and the Inside Sales Technique: more than 40% of the extra contribution came from activating dormant customers (defined as not having bought any spare parts in the last 5 years inspite of having an installed base of packaging machines).

Designed a sales push for inspection & maintenance called “Machine Health Check”, in process successfully at the time of my parting in May 2023.

Thanks to the new “energy” and can-do attitude of service, my team thus effectively ensured the purchase of new equipment by key customers in IL and CH, valued at close to 10 Mio €.

Found a successor as Head Of Sales who continues with the Strategic Plan designed. Thus, I was able to step out of the business successfully at the end of my project.

To solve acute challenges I offer you my support even at short notice.

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