Services
As a spearhead I searched, acquired and developed Hyperscale Datacenter sites with a total of more than 500MW in Germany since 2020. Partnering with municipalities and local authorities to create and maintain deep relationships and develop sustainability projects, e.g. waste heat reusage or solar power. With a focus on HVAC-R and data center infrastructure, I help companies achieve their goals in sales, strategy, organization and expansion. Furthermore, I assist companies in developing, planning and implementing change processes and market entries. In particular, I support companies from the USA, UK, Ireland and Italy to gain a foothold in Germany and to build up business areas and relationships. I see my task as a consultant and sparring partner for management and sales to exploit the greatest possible potential. In doing so, I always have an external view of the company and the market perception and let this flow in critically.
Together with a cooperation partner, I build up sales structures for manufacturers from the data center infrastructure in Germany, Spain, Portugal and Italy. We generate brand awareness, support marketing and PR and establish the brands in the respective countries.
With another cooperation partner I take care of M&A and age succession in companies of the HVAC and data center industry. We advise you on the right strategy and find the right company to achieve your growth goals.
For the leading HVAC industry magazine in German-speaking countries, I am active as a moderator of events and as an author of technical articles.
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Business Development
Market Strategy
M & A
Establishment of partner landscapes and sales structures
About
I started over 30 years ago with an apprenticeship in refrigeration technology.
First I planned systems and repaired technology in the service department, then later I built up a Germany-wide service network with spare parts logistics for a globally active Italian manufacturer.
After about 10 years in service, I switched to sales. I started as a regional manager for an American manufacturer of air-conditioning technology, founded and built up a branch office for a Korean electronics group, and became Sales Director for the D/A/CH region for an American data center infrastructure group. During my time in these market-leading global corporations, I was able to build up new markets, reorganize departments and actively shape and implement takeovers, in addition to my responsibility for large sales organizations across countries and high 2-digit million budgets.
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The experience I gained in sales, strategy, organization, personnel management and processes influences my current work as a consultant. In doing so, I act either pragmatically or strategically, depending on the requirements, but always within my value system. My extensive and resilient network within the HVAC and data center industry is another pillar for success.
References
Market entry strategy
Support of a well-known German manufacturer of ventilation and air-conditioning technology in sales organization and structuring for entry into the data center air-conditioning market segment. Company and market analysis with derived sales, product and marketing strategy and the resulting implementation.
Building a partner landscape
Support of an Irish general and engineering company in the establishment of a branch office and simultaneous realization of a new 30 MW data center in Germany. Assistance in the organization of all administrative aspects of the establishment of the branch office. Establishment of a partner landscape and a supply chain for the smooth running of the data center project.
Business Development
Development of a new product range for a Chinese-Italian company in the air conditioning industry. Creation of a business plan including marketing and logistics concept for the market launch of the new product line. Accompaniment of the complete process.
Market entry
Participation in the establishment and development of a German subsidiary for an internationally active roofing company from the Middle East. Support in positioning the company as a service provider in the data center sector. Establishment of a network of subcontractors and service providers to secure the current project.
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Brand ambassador
Brand ambassador for the Spanish Seenco Group. Seenco Group is the distributor for Starline Power Systems and Bergvik raised floor systems for Germany, Spain, Portugal and Italy.
Moderation and specialist articles
Concept development for event formats, as well as moderation of the same. Author of articles and editorials in the industry's most widely circulated trade journal.
Event Moderation
Published articles (selection)
Partners
Leading trade publisher in the HVAC industry in the German-speaking region.
Cooperation partner for the development of sales structures in Spain, Italy, Portugal and Germany. Among others for Starline conductor rails and Bergvik raised floor systems.
Contact
Beratung.Strategie.Umsetzung
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Andreas Graf-Matzner
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Louisenstraße 2
61348 Bad Homburg
+49 179 3729787
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