For companies

Client case · Kärcher

Why sales of high-pressure cleaners stagnated

Kärcher saw sales of its professional high-pressure cleaners stagnate. Using desk and field research, Student Consultant investigated the causes and advised, among other things, a knowledge system for dealers.

Student Consultant Kärcher

Situation

Active worldwide in cleaning equipment

Kärcher is a large international company specialising in cleaning equipment and active worldwide. Its portfolio includes consumer products and professional equipment, including high-pressure cleaners for industrial and commercial environments. The project was carried out on behalf of the marketing manager and the managing director for Central Europe.

Sales figures for the professional high-pressure cleaners began to stagnate. Despite a strong brand name and a broad range, growth fell short of expectations, and the causes were unclear. The market research needed to provide insight into the factors behind the stagnation and lead to strategic recommendations to stimulate sales again.

Approach

Desk and field research combined

  1. Desk researchTo get a complete picture of the situation, the research started with desk research: public data, market trends and competitor information were analysed to understand how the market for professional high-pressure cleaners was developing.
  2. Field researchIn addition, interviews were held with stakeholders such as industry experts, dealers and end users. Alongside the data, this brought out practical experiences of the challenges customers and sellers were facing.
  3. Advisory reportBased on the findings, a comprehensive advisory report was drawn up. It sets out the causes of the sales stagnation, as well as concrete recommendations for improvements and investment opportunities.

Result

Advice: a knowledge system for dealers

  • Advisory reportCauses of the stagnation mapped, with recommendations and investment opportunities
  • Knowledge systemAdvice to use a knowledge system so dealers can advise and support customers better

At a glance

  • Advisory reportCauses of the stagnation mapped, with recommendations and investment opportunities
  • Knowledge systemAdvice to use a knowledge system so dealers can advise and support customers better
Client case
Kärcher
Published
12 March 2025

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