{"id":18416,"date":"2023-06-01T10:40:00","date_gmt":"2023-06-01T08:40:00","guid":{"rendered":"https:\/\/sw.fst.com\/magazine\/2025\/07\/rychlost-odbornost-a-blizkost-k-zakaznikovi\/"},"modified":"2025-07-30T16:17:19","modified_gmt":"2025-07-30T14:17:19","slug":"rychlost-odbornost-a-blizkost-k-zakaznikovi","status":"publish","type":"post","link":"https:\/\/sw.fst.com\/magazine\/cs\/2023\/06\/rychlost-odbornost-a-blizkost-k-zakaznikovi\/","title":{"rendered":"Rychlost, odbornost a bl\u00edzkost k z\u00e1kazn\u00edkovi"},"content":{"rendered":"\n

Prodejn\u00ed \u00fasp\u011bchy se neomezuj\u00ed pouze na hlavn\u00ed region\u00e1ln\u00ed trhy spole\u010dnosti Freudenberg Sealing Technologies (FST) – zejm\u00e9na na USA, Evropu a \u010c\u00ednu. Dv\u011b zak\u00e1zky z Braz\u00edlie a Turecka jsou p\u0159\u00edkladem \u0161irok\u00e9 \u0161k\u00e1ly faktor\u016f \u00fasp\u011bchu, kter\u00e9 se uplat\u0148uj\u00ed po cel\u00e9m sv\u011bt\u011b. Oba projekty byly ocen\u011bny na leto\u0161n\u00edm setk\u00e1n\u00ed Sales General Industry. <\/p>\n

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Spole\u010dnost Hidrover je nejv\u011bt\u0161\u00edm v\u00fdrobcem v\u00e1lc\u016f v Braz\u00edlii. Mezi jej\u00ed z\u00e1kazn\u00edky pat\u0159\u00ed p\u0159edn\u00ed sv\u011btov\u00ed v\u00fdrobci stavebn\u00edch a zem\u011bd\u011blsk\u00fdch stroj\u016f, jako jsou John Deere a Caterpillar. Spole\u010dnost FST by s t\u00edmto v\u00fdznamn\u00fdm dodavatelem v Ji\u017en\u00ed Americe obchodovala jen velmi r\u00e1da. „Trh s fluidn\u00ed technikou a hydraulikou je velmi konzervativn\u00ed a z\u00e1kazn\u00edci d\u00e1vaj\u00ed p\u0159ednost osv\u011bd\u010den\u00fdm v\u00fdrobk\u016fm. Bohu\u017eel, spole\u010dnost Hidrover se dosud ‚o\u017eenila‘ s konkurenc\u00ed,“ zd\u016fraz\u0148uje J\u00fcrgen Besser. <\/p>\n\n

Viceprezident Global General Industry (GI) je zodpov\u011bdn\u00fd za rozvoj obchodu v regionech, kter\u00e9 – \u010dasto z historick\u00fdch d\u016fvod\u016f – nelze jednozna\u010dn\u011b za\u0159adit do „sv\u011bta GI“ spole\u010dnosti FST, kter\u00fd je organizov\u00e1n podle segment\u016f trhu. P\u0159\u00edkladem je \u0160v\u00fdcarsko se servisn\u00edm st\u0159ediskem v Curychu. Dal\u0161\u00edm p\u0159\u00edkladem je Braz\u00edlie, kde obchodn\u00ed organizace FST s\u00eddl\u00ed ve spole\u010dn\u00e9 obchodn\u00ed kancel\u00e1\u0159i v Sao Paulu. <\/p>\n\n

P\u0159edev\u0161\u00edm d\u00edky t\u00e9to bl\u00edzkosti k z\u00e1kazn\u00edkovi a vytrvalosti m\u00edstn\u00edch zam\u011bstnanc\u016f GI pro prodej Charlese Santose De Limy a Juliany Gon\u00e7alves Veigy se nyn\u00ed spole\u010dnosti FST poda\u0159ilo z\u00edskat od spole\u010dnosti Hidrover zak\u00e1zku v hodnot\u011b n\u011bkolika milion\u016f eur. „Vybudovali jsme si d\u016fv\u011bru,“ shrnuje Besser. <\/p>\n\n

Vytv\u00e1\u0159en\u00ed d\u016fv\u011bry: na jedn\u00e9 stran\u011b na osobn\u00ed \u00farovni prost\u0159ednictv\u00edm pravideln\u00e9ho kontaktu se z\u00e1kazn\u00edky a jejich n\u00e1v\u0161t\u011bv, na druh\u00e9 stran\u011b prost\u0159ednictv\u00edm odborn\u00fdch znalost\u00ed p\u0159i \u0159e\u0161en\u00ed probl\u00e9m\u016f na technick\u00e9 \u00farovni. „Pro spole\u010dnost Hidrover jsme vy\u0159e\u0161ili jednotliv\u00e9 technick\u00e9 probl\u00e9my,“ vysv\u011btluje Besser a jako dal\u0161\u00ed faktory \u00fasp\u011bchu uv\u00e1d\u00ed rychlost a servis, kter\u00fd se vztahuje i na obchodn\u00ed aspekty obchodn\u00edho vztahu. V\u00fdhodou byla jist\u011b i skute\u010dnost, \u017ee koncov\u00fd z\u00e1kazn\u00edk John Deere pat\u0159\u00ed mezi \u0161pi\u010dkov\u00e9 z\u00e1kazn\u00edky FST. <\/p>\n\n

Sn\u00ed\u017een\u00ed n\u00e1klad\u016f<\/h2>\n\n

Odbornost p\u0159i \u0159e\u0161en\u00ed probl\u00e9m\u016f, rychlost a servis: to v\u0161e vy\u017eaduje efektivn\u00ed intern\u00ed spolupr\u00e1ci ve spole\u010dnosti FST mezi m\u00edstn\u00edmi mana\u017eery v regionech, tr\u017en\u00edm segmentem v GI Sales a technick\u00fdmi experty ve vedouc\u00edm centru. V\u00fdsledkem je, \u017ee spole\u010dnost FST z\u00edskala dal\u0161\u00ed v\u00fdznamnou zak\u00e1zku ve stejn\u00e9m segmentu trhu, tentokr\u00e1t v Turecku.Spole\u010dnost FST v prvn\u00edm kole neobchodovala se spole\u010dnost\u00ed Stal (G\u00fcrmak), v\u00fdrobcem plynov\u00fdch pru\u017ein do tlumi\u010d\u016f. Ceny po\u017eadovan\u00e9 z\u00e1kazn\u00edkem nebylo mo\u017en\u00e9 p\u0159i pl\u00e1novan\u00e9m mno\u017estv\u00ed v\u00fdroby realizovat. <\/p>\n\n

P\u0159i vy\u0161\u0161\u00edm mno\u017estv\u00ed by se v\u0161ak mohly sn\u00ed\u017eit v\u00fdrobn\u00ed n\u00e1klady, a t\u00edm i ceny pro z\u00e1kazn\u00edka. M\u00edsto toho, aby se prodejci spole\u010dnosti Sales GI v Turecku – Sedat Yurdakul, Necmi C\u00fcheylan a Erdal Uysal – vzdali, vsadili na anal\u00fdzy trhu a telefonick\u00fd prodej. To znamen\u00e1, \u017ee telefonicky oslovovali potenci\u00e1ln\u00ed z\u00e1kazn\u00edky identifikovan\u00e9 v anal\u00fdze trhu. Byli \u00fasp\u011b\u0161n\u00ed a na\u0161li dal\u0161\u00ed potenci\u00e1ln\u00ed z\u00e1kazn\u00edky pro hydraulick\u00e1 t\u011bsn\u011bn\u00ed a t\u011bsnic\u00ed syst\u00e9my, kter\u00e9 m\u011bli na mysli pro spole\u010dnost Stal (G\u00fcrmak). <\/p>\n\n

Vzorec „kumulovat objem v\u00fdroby, aby se sn\u00ed\u017eily ceny“ fungoval a byl d\u016fle\u017eit\u00fdm faktorem \u00fasp\u011bchu. Ne v\u0161ak jedin\u00fdm. K technick\u00e9 realizaci hydraulick\u00fdch t\u011bsn\u011bn\u00ed a jejich hospod\u00e1rn\u00e9 v\u00fdrob\u011b byl zapot\u0159eb\u00ed tak\u00e9 intern\u00ed partner. Zde vstoupila do hry spole\u010dnost Freudenberg-NOK India (FNI), kter\u00e1 zak\u00e1zku realizovala v Basm\u011b. Pracovn\u00edci z obchodn\u00edho a Lead centra, tedy z Turecka a Indie, osobn\u011b nav\u0161t\u00edvili z\u00e1kazn\u00edka a domluvili technick\u00e9 a obchodn\u00ed detaily. <\/p>\n

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\r\n \r\n <\/i>\r\n <\/a>\r\n <\/span>\r\n<\/div><\/div>","protected":false},"excerpt":{"rendered":"

Prodejn\u00ed \u00fasp\u011bchy se neomezuj\u00ed pouze na hlavn\u00ed region\u00e1ln\u00ed trhy spole\u010dnosti Freudenberg Sealing Technologies (FST) – zejm\u00e9na na USA, Evropu a \u010c\u00ednu. Dv\u011b zak\u00e1zky z Braz\u00edlie a Turecka jsou p\u0159\u00edkladem \u0161irok\u00e9…<\/p>\n","protected":false},"author":3,"featured_media":18418,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"inline_featured_image":false,"footnotes":""},"categories":[793,912,1171,1296],"tags":[1482],"powerkit_post_featured":[],"class_list":["post-18416","post","type-post","status-publish","format-standard","has-post-thumbnail","category-brazilie","category-indie-cs","category-tuerkiye-cs","category-zakaznicke-vrstvy","tag-cislo-03_2023-d"],"_links":{"self":[{"href":"https:\/\/sw.fst.com\/magazine\/cs\/wp-json\/wp\/v2\/posts\/18416","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/sw.fst.com\/magazine\/cs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/sw.fst.com\/magazine\/cs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/sw.fst.com\/magazine\/cs\/wp-json\/wp\/v2\/users\/3"}],"replies":[{"embeddable":true,"href":"https:\/\/sw.fst.com\/magazine\/cs\/wp-json\/wp\/v2\/comments?post=18416"}],"version-history":[{"count":1,"href":"https:\/\/sw.fst.com\/magazine\/cs\/wp-json\/wp\/v2\/posts\/18416\/revisions"}],"predecessor-version":[{"id":18419,"href":"https:\/\/sw.fst.com\/magazine\/cs\/wp-json\/wp\/v2\/posts\/18416\/revisions\/18419"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/sw.fst.com\/magazine\/cs\/wp-json\/wp\/v2\/media\/18418"}],"wp:attachment":[{"href":"https:\/\/sw.fst.com\/magazine\/cs\/wp-json\/wp\/v2\/media?parent=18416"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/sw.fst.com\/magazine\/cs\/wp-json\/wp\/v2\/categories?post=18416"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/sw.fst.com\/magazine\/cs\/wp-json\/wp\/v2\/tags?post=18416"},{"taxonomy":"powerkit_post_featured","embeddable":true,"href":"https:\/\/sw.fst.com\/magazine\/cs\/wp-json\/wp\/v2\/powerkit_post_featured?post=18416"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}