CASE STUDY
Building Profitability Through A Creative-Strategic Perception
More Than Doubling Operational Profits
CLIENT FREUDENBERG
THE CHALLENGE
​
‘Freudenberg, a German MNC, has ventured into India and acquired, and / or invested in over 10 business entities. Each entity is independently managed, and is a worldwide acquisition. All acquisitions have been largely acquired because of the promise of India Growth Story. Indian cultures however continue to resist German methodologies. Operational profits are below expectation. Freudenberg is not as much interested in Top Line ambitions as it is in Bottom-Line growth.
STRATEGY​
​
Freudenberg India Excellence Team (of all CEOs) was formulated and led by us, alongside the Global CFO. Four areas of focus was identified - shortening the sales cycle, increasing prices, creating a customer-value strategy, and uplifting the morale of Indian Leaders to commit to a strategic transformation for their new employer. We overtook the HR operations for the ten entities for Asia-Paicific to drive the change. Quick wins were created for employees through HR changes.
“I strongly recommend Chetan and FQ for any assignment they feel they can carry out well.”
VIJU PARAMESHWAR, CEO
RESULTS​
​
Through a change in sales methodologies, leadership approaches, increased German interaction, and through a system of career enhancement into Germany and Asia Pacific, Freudenberg achieved all the objectives. Over a 30 Month period, the operating margins were ore than doubled. Freudenberg saw growth even in the time of financial crises. The Indian Model was thereafter applied to China, and other emerging markets.