Case stu­dy: cor­po­ra­te finan­ce tool making


Salz­burg manu­fac­tu­rer of pre­cis­i­on tools

Com­pa­ny size:

50 employees

Natu­re of the con­sul­ting project:

Busi­ness Deve­lo­p­ment in Cen­tral and Eas­tern Euro­pe, pro­ject finan­cing in the form of grants fun­ding for this inter­na­tio­nal expan­si­on and invest­ments in addi­tio­nal capacity.

Indus­try / Product:

Spe­cial die cut­ting tools for the pack­a­ging industry


The cli­ent com­pa­ny is the mar­ket lea­der in Aus­tria for pun­ching tools that are nee­ded to cut out card­board for fol­ding car­tons or cor­ru­ga­ted boxes. In order to cover the eas­tern mar­kets, addi­tio­nal pro­duc­tion capa­ci­ties were estab­lished in Vien­na in the first deca­de of the new millennium.

Goal of the coun­seling was to struc­tu­re the inter­na­tio­na­liza­ti­on approach with a focus on Cen­tral and Eas­tern Euro­pe, inclu­ding the neces­sa­ry pro­duct inno­va­tions and the opti­mal uti­liza­ti­on of grants for this purpose.

The result was from a branch office in Roma­nia, a sales rep for and in Hun­ga­ry and direct mar­ke­ting of Slove­nia and Ger­ma­ny from Aus­tria. Firm orders were gene­ra­ted and a sus­tainable mar­ket deve­lo­p­ment was initia­ted. Fun­ding by the Aus­tri­an fede­ral inno­va­ti­on agen­cy FFG, by both cities (Vien­na and Salz­burg) and by the WKO (Aus­tri­an cham­ber of com­mer­ce) in a 6- figu­re EURO ran­ge in the form of grants hel­ped finan­ce this growth.

Chal­lenges (and their solutions):

The com­pa­ny offers the hig­hest tech­ni­cal com­pe­tence in con­nec­tion with very short lead times on the basis of very inno­va­ti­ve IT solu­ti­ons and equip­ment. Howe­ver, com­pe­ti­tors from CZ and PL are che­a­per. The solu­ti­on to this chall­enge lies first­ly in the clo­se coor­di­na­ti­on bet­ween local part­ners and the parent com­pa­ny in Aus­tria, on the other hand, in the fas­ter deli­very and bet­ter pro­ducts due to per­ma­nent innovations.

Cus­to­mer benefits/achievements:

Sales, sales pipe­line, sus­tainable pre­sence in the mar­ket seg­ments, grants for pro­ject financing.