making life easier

Key enablers in place to win the market

In 2015, a lot of work was done to facilitate Cramo’s transition to being a strong, multi-category, customer-focused rental company in the Central European market. While not all the targets were reached, the move was in the right direction. These major steps will support us in capturing the growth potential in one of Europe’s largest rental markets.

There is good growth potential for the rental business in Central Europe, and outsourcing is also gradually gaining ground in Germany, Europe’s third largest rental market. A consolidation of the fragmented equipment rental and modular space market is ongoing.

Our transition programme was completed during the year, the district structure was simplified and the Cramo Performance Management Model was implemented across all operations. Furthermore, a new sales organisation was also set up.

Although financial performance did not yet meet the targets set, the cost measures implemented and strict performance management led to important cuts in direct and indirect costs.

Total solution provider with a strong customer focus

Expanding the Cramo Performance Management Model to the sales organisation means that our operations are now more customer-driven.

The company has established its position as a total rental solution provider and a trusted partner. We have all the key enablers in place to win the market. Recent achievements – especially in the Modular Space business segment – are promising, and our growth and market position will be further strengthened.

Now it’s time to turn our focus to business development and reap the rewards from the changes produced by the transition programme.

3,500

Size of German rental market, MEUR

3,900

Size of Central European rental market, (Germany, Austria, Hungary), MEUR

Construction Growth in germany and Austria

CONSTRUCTION VOLUME INDEX
(2013 = 100)

customer case

An innovative solution to meet the client’s needs

A new shopping centre is being built in Karlsfeld, near Munich. The original idea was to have several cranes on the building site. However, a power line running directly over the site made this impossible.

Cramo quickly developed an alternative solution in close cooperation with the client: a mini crane for the upper decks and a rotatable telehandler in the lower section. This setup can now access every corner of the building site and is used for handling the formwork elements needed for the walls.

“The solution came within weeks and the price was okay, too, although it’s a technically challenging, non-standard crane. Cramo even offered us a free trial; if it doesn’t work, you don’t take it. We were quite impressed”, explains Mr Andreas Schmelzer, building site foreman for Bilfinger Hochbau.

In addition, Cramo provided technical assistance to the site, including a one-day training course for those using the machines.

“Customer satisfaction is key. Often I just pop by to see if the customer needs anything or if there are any problems to be solved,” says Mr Ronny Busschers, the Cramo salesman involved in the project.

“I FEEL THAT I CAN REALLY TRUST CRAMO. I CAN ASK ANYTHING, THEY TAKE IT SERIOUSLY AND COME UP WITH A REASONABLY PRICED SOLUTION VERY QUICKLY. WE ACTUALLY HAD AN ISSUE WITH COLD WEATHER AND MOISTURE, AND CRAMO QUICKLY RESOLVED IT WITHOUT ANY DISRUPTION IN THE CONSTRUCTION WORK ITSELF.”

Mr Andreas Schmelzer, Building site foreman
Bilfinger Hochbau, Germany