Global Template for Sales and Service
The Windmöller & Hölscher Group (W&H) is one of the leading suppliers of machines for the production and processing of flexible packaging. The strong growth that W&H has achieved since it was founded over 150 years ago is based in particular on the company's ability to innovate and expand.
Back to Standard
"Our main goal is to equip our international legal units with a standardized SAP and to enable them to sell our machines independently," explains Claudia Helmig, IT in-house project manager at W&H. "Currently, they only act as salespeople on a commission basis. In future, however, they will be able to act independently as resellers. This requires adjustments to our supply chain and the creation of a global template for sales and service processes, adapted to our headquarters in Lengerich."
With this template, which is based on standard processes and designed with SAP best practices, W&H not only aims to establish optimal customer processes in supply chain management, but also to create standardized processes for compliance with corporate governance.
One of the biggest challenges in implementing this project lies in harmonizing the existing SAP developments with the new global template. While the headquarters in Lengerich and the production sites have already been migrated to SAP S/4 Hana using a brownfield approach, the company platform is still strongly characterized by a so-called "Z world", i.e. individual SAP developments. These specific adaptations must be brought into line with the new template, which is based on standard SAP processes for sales and service. Together with cbs, W&H is consistently pursuing the "back to standard" approach. This allows innovative S/4 processes to be used, including Advanced Returns Management, Advanced Intercompany Processes and modern SAP Fiori apps. The latter were previously almost impossible to use due to numerous customer-specific adaptations. In future, however, the full potential of SAP Fiori is to be exploited, including the graphical evaluation options and extended reporting functions.
Standardized reporting basis
By standardizing and harmonizing processes, W&H can not only establish more efficient sales and service processes, but also implement advanced control mechanisms. "A common system and a standardized reporting basis significantly improve control options," explains Helmig. "This allows us to react more quickly to market changes - especially with regard to Group reporting and consolidation."
In addition, the project enables W&H to integrate its international units more closely into the value chain by allowing them to act as independent resellers - including in after-sales - which will increase their overall turnover and optimize the company's sales structure. W&H is initially introducing the new global template in the APAC region, starting with a pilot project in Thailand. From there, it will be rolled out gradually to other regions such as India, South America and North America. "The step-by-step approach enables W&H to test the template under real conditions and make the necessary adjustments for further roll-outs," says Helmig.
W&H is receiving support from cbs Corporate Business Solutions. The mechanical engineering company can rely on the experience and expertise of the international consulting firm not only in the development and implementation process, but also for any adjustments in the roll-out process: "Our collaboration with cbs is extremely constructive and characterized by mutual trust. cbs not only brings technical expertise, but also valuable insights from other projects that help us to choose the best approaches for our transformation. Thanks to this partnership, we are able to become faster and more efficient and set the right course for the future," explains Helmig.
With this project and the close cooperation with cbs, W&H is consistently developing its international sales and service processes. "By introducing a global template based on SAP best practices, the company will convert its supply chain to reselling models and at the same time utilize innovative SAP functionalities. The project represents a decisive step in W&H's global expansion and ensures that the company can continue to act as a leading global supplier of machines for the production of flexible packaging," emphasizes , cbs Senior Manager and Project Manager.
Windmöller and Hölscher
W&H is a German mechanical engineering company and the world's leading supplier of machines for the production and processing of flexible packaging. Founded in 1869 as a family business in Lengerich, North Rhine-Westphalia, total sales amounted to around one billion euros in 2022. More than 90 percent of turnover is now generated abroad. Today, W&H machines are in use in over 130 countries and at over 5,000 companies.
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