Project FLOW

Company overview

• Industry: Manufacturing

• Location: Europe

• Employees: 400

Situation

This European company is a subsidiary of its parent company based in Houston, Texas: one of the premier manufacturers of flow control and automation products and accessories in the world.

Challenge & Opportunity

The first European branch was started in 1988 selling US designed products into DIN (German standards) oriented markets. Sales were routed mainly through distributors and each country worked, more or less, independently. US business influence was substantial whilst sales growth was developing too slow measured versus market growth.

Our Approach

We worked with the European senior leadership team initially on building a high-performance way of working that they believed they needed to role model going forward. This was closely followed by establishing an agreed 5-year Vision for the business. Once clearly communicated to the wider team, an annual series of cascade workshops was run with regional leadership teams to ensure alignment and engagement around the Vision, 1-year Mission and ways of working. This reinforcement, realignment and focus on behaviours ensured they were successful in their yearly ambition and confidently realised their Vision.

Outcome & Impact

“The key element, next to the swift development of the 5 Year Roadmap, was the implementation of clear values and high-performance behaviors. Next was to role out a clear One Year Mission and plan after which the organizational engagement and alignment was quickly implemented as well. Last but not least we have all agreed on a fast, agile and responsive mission execution developing and using scorecards (even on departmental level). In addition, new functions like HR, EHS/CSR, legal council, Digital Marketing, Sales Excellence etc. were added all reflecting the needs of the ever-growing business. New, fit for purpose products quickly reached various existing and new markets, and at the same time investments were made in upgrading manufacturing and distribution resources in Germany, Middle East, Spain and other countries.

Despite headwinds like covid, rising inflation & distribution costs and the crisis in Ukraine-Russia the European business outperformed global growth rates in every aspect. In six years, sales nearly tripled, whilst margins have developed positively. The European headcount only increased 40% in that same timespan.”

Keeys H.

MD Europe & Middle East