Household Appliances

We help home appliance manufacturers and white goods suppliers realize business growth using digital technologies.

How we support

We combine the value creation of household appliances with digital technologies. Whereas digital transformation was previously a necessity, it is now an essential foundation for almost every activity of companies in the home appliance industry. From numerous projects with various clients, we understand how to optimally extract value from the interplay of traditional levers (such as multi-level distribution) and digital initiatives (such as ecosystems) and empower the organization. We accompany our clients on this journey - from conception to implementation and sustainable anchoring in the organization. This enables new value streams or business models, a better view of the customer for e.g. better cross- and up-selling and the expansion of the basis for digital services, such as Guided Cooking or Predictive Maintenance. This allows us to generate new sales, reduce costs and create EBIT growth. Our focus here is on three core levers: hardware push, digital services/digital business models, and internal optimization. 

Scope

Markt- und Kundenanalyse:

Datenbasierte Analyse des Wettbewerbs und der Kundenzielgruppe, Ableitung von Best Practices

Positionierung und Wertversprechen:

Definition einer wettbewerbsfähigen Positionierung und Ableitung kundenzentrierter Wertversprechen

Produktdefinition und Erlösmodell:

Entwicklung eines kundenzentrierten Produktportfolios, Definition der Erlöslogik, Bestimmung von Preispunkten

Berechnung eines detaillierten Business-Cases mit Umsatz- und Kostenprognose, Investitionsplanung, Cash-Flow Analyse und Rentabilitätsbetrachtung Betrachtung

Kommerzielle Machbarkeit:

Definition relevanter Marketingkanäle und Ableitung konkreter Marketingmaßnahme

Vermarktung:

Aufbereitung von Pitch-Deck Unterlagen basierend auf Projektergebnissen

Investorengewinnung:

Hardwarepush:

More household appliances can be sold due to increased attractiveness through the interaction of established processes and digital technologies. These include guided cooking, activation of additional digital features on the appliance, and better sales arguments in retail through systematic evaluation of customer usage. 

Digital services/digital business models:

Development of direct or indirect revenues through digital services related to the household appliance, such as a cooking box or recipe subscription. In addition, it is becoming increasingly important to expand digital contact points in order to obtain valuable data on customer behavior, acceptance of own offers, or to optimize the customer experience.

Internal optimization:

Optimization of customer offerings, internal workflows and processes based on networked household appliances, customer interactions or the retail channel.

Growth opportunities

Core Business Strengthening:
  • Strengthening the core home appliance business through e.g. new data-driven insights or operational excellence for additional revenue and cost savings
Business model extension:
  • Expanding the core business and developing innovative business areas to generate new revenue streams and address new customer segments, such as as-a-service models or data-driven business models in the B2C and B2B sectors, together with new or existing sales partnerships where appropriate
Ecosystem Strategy:
  • Build and scale networked value creation based on home appliances and beyond (e.g., in the Internet of Things or smart home) for new revenue streams, additional reach, and better customer insights
Data-driven decisions:
  • Combine internal and external data to make better decisions using data and artificial intelligence for competitive advantage and cost savings
Product management for the connected kitchen and beyond:
  • Development of digital products and services, such as Guided Cooking, Smart Laundry, Automated Replenishment and Recipe Management to increase device appeal, new revenue and customer lock-in

Our reference projects

Problem of the client

Preparation and support of the make-or-buy selection in the context of the digital strategy of a German manufacturer of Major Domestic Appliances (MDA) with focus on customer contact strategy

Manufacturer of Major Domestic Appliances is considering staffing new digital customer touchpoints for better retention, new up-sell / cross-sell opportunities and better customer insights. In the shortlist, two options are being discussed by top management without any decision so far.

Our solution for the customer

  • Detailing of different options, incl. inclusion of the relevant stakeholders across the different functional areas
  • Evaluation of the options according to achievement of objectives, rough expenditure, etc.  
  • Coordination and ALignment of the preferred options with all stakeholders  
  • Recommendation for risk-minimized establishment of a customer contact strategy with several clearly defined milestones that build on and complement each other

Problem of the client

Selection and implementation of a CRM system in the multi-stage sales process at an international manufacturer of household appliances

Established international household appliance manufacturer wants to push Customer Relationship Management for B2C customers as well and is therefore looking for a suitable CRM system.

Our solution for the customer

  • Consolidation of requirements across the multi-stage sales process  
  • Screening and selection of suitable CRM solutions, e.g. according to fit to requirements, price, etc.  
  • Formulation of an implementation roadmap and handover to the customer

Problem of the client

Supporting a household appliance manufacturer in its digital transformation, incl. validation of new business models through lean startup methodology and establishment of a digital unit

German household appliance manufacturer wants to reap the benefits of digital transformation and create new competitive factors over competitors as quickly as possible.

Our solution for the customer

  • Supporting the manufacturer throughout the entire digital transformation, from conception to implementation, including enabling employees and minimizing risks in the respective transformation steps  
  • Development and validation of new digital business models, such as multi-sided business models, with customer involvement in all steps of the development per lean startup methodology  
  • Selection of a suitable organizational form for the establishment of a digital unit, such as processes for integration into existing operations or new governance for e.g. release of innovation budget for digital initiatives

Problem of the client

Accompanied a premium home appliance manufacturer in its digital transformation, from strategy to business models to operating/organizational model to building new digital capabilities

Premium household appliance manufacturer aims to benefit from the potential of digital initiatives and, among other things, expand market share and secure competitiveness.

Our solution for the customer

  • Supporting the manufacturer throughout the entire digital transformation, from conception to implementation  
  • Development of a digital vision and digital strategy incl. definition of the biggest value levers
  • Development of new innovative business models, in the core business and for business area expansion, including recurring revenue streams  
  • Establishment of new structures and organizational structures, incl. selection of a suitable operating system and development of necessary capabilities

Problem of the client

Unlocking new growth potential by developing new innovative business models for a Small Domestic Appliance (SDA) provider.

A premium SDA provider is looking for new opportunities for growth and is considering developing and launching new business models.

Our solution for the customer

  • Trend, market and competitor research to derive a target picture for additional growth  
  • Development of new innovative business models including value proposition, customer segments, revenue model, etc.  
  • Quantification of revenues and estimation of implementation costs  
  • Validation of the feasibility of the business models and implementation costs with the digital department

Customer references and memberships

V-ZUG

Wolfgang Schroeder, Head of Digital Transformation and Business Development

"Mücke Roth & Company was instrumental in helping us identify new data-driven business potential. With methodology, pragmatism, eye-to-eye collaboration and expertise, the team was able to quickly show us new growth and cost-saving potential through data & analytics. Through their excellent work, we now have a clear picture of what it takes to become an even more holistic "Data-Driven Company". Thank you for that!"

V-ZUG

Wolfgang Schroeder, Head of Digital Transformation and Business Development

"Mücke Roth & Company was instrumental in helping us identify new data-driven business potential. With methodology, pragmatism, eye-to-eye collaboration and expertise, the team was able to quickly show us new growth and cost-saving potential through data & analytics. Through their excellent work, we now have a clear picture of what it takes to become an even more holistic "Data-Driven Company". Thank you for that!"

Whitepaper

ÖKOSYSTEME: DER SCHLÜSSEL ZUM ERFOLG?

Ökosysteme bieten großes Wachstumspotenzial, aber nicht für jedes Unternehmen sind sie der richtige Weg zum Ziel. Eine strategische Orientierungshilfe.

WAS KOMMT NACH DER DIGITALISIERUNG? TEIL 1: DAS POST-DIGITALE UNTERNEHMEN

WAS KOMMT NACH DER DIGITALISIERUNG? TEIL 3: ÖKOSYSTEME - HYPE ODER POTENZIAL?

WAS KOMMT NACH DER DIGITALISIERUNG? TEIL 2: DIE STUFEN DER DIGITALISIERUNG

MIT VERNETZTEN HAUSHALTSGERÄTEN ZUM WACHSTUM?

Warum der Return of Investment häufig ausbleibt und das volle Potenzial der Digitalisierung nicht ausgeschöpft wird

DIE ZUKUNFT LIEGT IN INNOVATIVEN GESCHÄFTSMODELLEN.

Start-ups aus unserem Portfolio

Wir schaffen Wachstum für unsere Kunden. Gemäß einer einfachen Formel: Strategie + Umsetzung = Wachstum. In unsere Arbeit bringen wir ein tiefgreifendes Verständnis digitaler Technologien, Geschäftsmodelle und neuer Arbeitsweisen ein. Damit eine Wachstumsstrategie nicht nur "auf dem Papier" erfolgreich ist, sondern messbar Erfolg bringt, begleiten wir unsere Kunden in der operativen Umsetzung und übernehmen Ergebnisverantwortung. Innovative Impulse für unsere Arbeit erhalten wir aus unserem Start-up Investment Portfolio.

Zu unserem Start-up Portfolio

Excerpt of our customers

Dr. Daniel Nowakowski

Principal and Industry Leader Household Appliances

Daniel has extensive experience in the home appliance industry in the area of networked value creation. He brings expertise from numerous successful growth projects and uses his high-tech expertise to answer complex business questions. As an ecosystem and IoT expert, in addition to designing new business opportunities, he also supports companies in implementing and scaling platforms, marketplaces and partnership models in the kitchen and household environment. In contact with customers, it is particularly important for Daniel to quickly find resilient, pragmatic and sustainable solutions for customers.

Mail: d.nowakowski@muecke-roth.de

Dr. Daniel Nowakowski

Principal and Industry Leader Household Appliances

Daniel has extensive experience in the home appliance industry in the area of networked value creation. He brings expertise from numerous successful growth projects and uses his high-tech expertise to answer complex business questions. As an ecosystem and IoT expert, in addition to designing new business opportunities, he also supports companies in implementing and scaling platforms, marketplaces and partnership models in the kitchen and household environment. In contact with customers, it is particularly important for Daniel to quickly find resilient, pragmatic and sustainable solutions for customers.

Mail: d.nowakowski@muecke-roth.de