Achieving Sales Success Through Greater Networking and the Elimination of Departmental Boundaries.
Maria Koczy and her team in Tendermanagement ensure that no potential remains untapped. Together, they bundle requirements and thus open up new cross-selling opportunities.
How does one manage not only to meet customer needs but also to actively anticipate them? For the L.I.T. Group, the answer lies in a newly established sales structure that consistently focuses on collaboration, transparency, and networking. Instead of rigid departmental boundaries, the focus is now on cross-departmental action – with success!
Maria Koczy is a true key figure in L.I.T. Speditions GmbH. As Head of Tendermanagement, she and her team ensure that all tenders, customer contacts, and inquiries land where they create the greatest added value, without wasting potential. Her personal drive: not only to find solutions for existing needs but also to identify and purposefully utilize cross-selling potentials.
The team is supported by a new CRM system: Microsoft Dynamics, specifically tailored to the internal processes of the L.I.T. Group. It makes customer relationships transparent, facilitates exchange between Transport Logistics, Contract Logistics, and Air & Sea Services, thus opening the door for a successful, customer-oriented cross-selling strategy. Two impressive projects from the group of companies demonstrate how well this works.
Sweet Success with Gummy Candies
An impressive example of the strength of networking is demonstrated by an inquiry from a well-known confectionery manufacturer from Bonn: Approximately 2,500 displays were to be filled with various gummy candies, stored, and then distributed to supermarkets throughout Germany. What makes this project special: A team of three young and motivated colleagues exemplifies how the cross-selling approach is lived within the L.I.T. Group:
- Marius Leyendecker, Managing Director of PS&M Deutsche Werkslogistik GmbH, acted as the central point of contact for the customer – a living "one-face-to-the-customer" approach. With his team, he managed the assembly of the displays exactly according to specifications and thus mastered the ambitious timeline.
- Bastian Kühl, Branch Manager of L.I.T. concepts & services GmbH in Velbert, quickly created the necessary areas for production and storage – with high flexibility during ongoing operations.
- Steffanie Mayer, Venture and M&A Integration Manager at L.I.T. Speditions GmbH, organized over 78 transports within three days with the group's subsidiaries – thanks to a strong internal network, tight scheduling, and clear communication.
»Overall, it was a demanding project with many participants and a very challenging timeline,« says Marius Leyendecker. The result: an enthusiastic customer and further follow-up orders.
Through clever networking within the group, the displays of a well-known confectionery manufacturer could be delivered in record time.
For Maria Koczy, knowledge transfer and collaboration are the key to shared success.
Cross-Selling that WORKS
Another example illustrates the cross-selling principle: A customer from the defense industry sent an inquiry for the set formation of hearing protection devices with integrated speech function. Sandra Franz, an employee from the Transport Logistics department and Branch Manager of L.I.T. Spedition in Bremen, recognized the opportunity – and immediately forwarded the inquiry to colleagues from Contract Logistics. A few days later, it was clear what is now part of everyday work: In an L.I.T. branch in Northern Germany, communication sets with hearing protection function are now being assembled.
»Depending on the rank and packaging level, the sets consist of different components such as hearing protection with integrated speech function, buttons, cables, and other accessories, as well as various documents. These are carefully packaged in different packaging levels according to customer requirements to ensure safe storage and protection against weather influences,« explains Daniel Schlüter, Location Manager of L.I.T. Automotive Solutions GmbH and responsible for this business. The fact that the subsequent transport could also be handled by L.I.T. Spedition means for the customer: All solutions from a single source. An order that impressively and practically demonstrates how a simple transport inquiry can become a complex and profitable overall package.
Future Through Connection
With the new sales structure, the L.I.T. Group succeeds in providing holistic customer care and offering them added value far beyond classic transport. The strength: inquiries are not processed statically within one area, but are considered across departments. The focus is placed on additional services that bring real benefits to the customer.
»Cross-selling is not just a sales approach, but a philosophy: through networking, knowledge transfer, and collaboration, solutions emerge that individual departments alone could not offer. Thanks to our industry and service diversity, we benefit across business areas,« Maria Koczy summarizes the advantages.
The goal is clear: The L.I.T. Group wants to be not just a simple service provider, but a reliable partner with an overview of the big picture and the right sense for details. And if all the cogs continue to mesh so smoothly, this goal will soon become a lived reality.