Voith Paper: Transforming sales costs into consulting revenue Harvard Case Solution & Analysis

Voith Paper, one of the two largest international suppliers of premium, technologically sophisticated machines for paper, is expected to improve its profitability. This also affects Mr. Kohl, a senior executive product sales division with the highest turnover. However, he does not want to save millions more by reducing costs or personnel. Instead, it plans to sell consulting services to sales engineers and help meet financial goals. "Hide
by Olaf Plotner Source: ESMT - European School of Management and Technology 6 pages. Publication Date: July 27, 2009. Prod. #: ES0951-PDF-ENG

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Voith Paper: Transforming sales costs into consulting revenue

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