Divestment of own sales company to external distributor.. This was the among the first divestments of a sales company of the Group. It was an asset deal through the transfer of assets and personnel to an established dealer in the country. A first critical challenge was that the company was loss-making and lost market position. After screening and deciding on the best partner which showed interest, it then took up to eight months of negotiations to reach a balanced "win-win" agreement. However the integration was challenging as well because there were no clear procedures for managing independent dealers. There was also significant complexity in handling existing service and pricing agreements for end customers, as well as several valuation issues. Finally, business systems and business support systems were established for the dealer.

Timeframe: It took 36 months until the total transfer was concluded.

Result: Successful transfer according to evaluation. Strong business growth already in the first year.