Agenda

• About KAMF

• Growth of KAMF New challenges

• How Business Link Central Denmark and other public offers have helped us face our growth challenges– Subsidies to strategy seminars with other SMEs– Subsidies from the EU for sales development

About KAMF

KAMF = Keld Adelsbøll Machine Factory• Established in 1999• Turnover (2010): 5.7 mill. Euro• Employees have machinists background• Flat structur - ”Whole in wall” management

Agenda

• About KAMF

• Growth of KAMF New challenges

• How Business Link Central Denmark and other public offers have helped us face our growth challenges– Subsidy to strategy seminars with other SMEs– Subsidy from the EU for sales development

Growth 1999-2011#

Empl

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1999 - Turning and milling 3 employees, 300 m2

Growth 1999-2011#

Empl

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2005 - New area: Assembly 18 employees, 1450 m2 (partly bought and rented)

Growth 1999-2011#

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2009 - Moving towards ”complete deliveries” – from order to container20 employees (No nightshift), New large factory 2500 m2

Examples of products installed by our customers

Baggage-handling sorters for airports

Book sortation systems for Libraries

Valve changing machines

Growth 1999-2011#

Empl

oyee

s

2010/11 – Growth challenges: Subsidies to strenghten strategy and sales

Strategy network

Agenda

• About KAMF

• Growth of KAMF New challenges

• How Business Link Central Denmark and other public offers have helped us face our growth challenges– Subsidies to strategy seminars with other SMEs– Subsidies from the EU for sales development

Subsidies to strategy seminar/network with other SMEs

7 whole-day strategy seminars over 6 month– 11-12 SMEs from non-competing industries– Strategy focus:

o Learning about strategy theory and the importance of having a strategy

o Company visits and presentationso KAMF Strategy 2011-14 developed o Learning from network feedback o Presentations from practioners

– Eg. sales method with Kim Wilde: ”Selling requires structure”

Subsidies from the EU for sales development

Sales technique/coaching with Kim Wilde- Former sales efforts without tools or results…- Sales effort today: More structured approach

o Pre-analysis/preparation, meeting & following-up - Identification and segmentation of potential costumers. - What is important for the potential costumer? - How do we present ourselves to them?

o Better understanding of sales process (building trust)

Immediate results: – More upselling to current costumers– 8 company visits

Our experience of the application procedure at Business Link Central Denmark

Proces not as difficult as expected– Meeting with Business Link Central Denmark

(delimiting the project and learning about other options for subsidies and support)

– Sending application– Subsidies paid

KAMF will probably use similar SME supporting offers in the future…

Questions?

Let’s go for a walk…