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According to Matthias Wochner, Managing Director of HSM with responsibility for finance, sales, and marketing at head office in neighboring Frickingen, efficient technology management as practiced in the joint projects with CHG-MERIDIAN is essential to the company ’s continued business success and growth. After all, the extensive range of inhouse technologies relating to IT and production is one of the main pillars of HSM’s unique selling proposition.“ Our manufacturing depth, with extensive machinery and equipment available in-house, is what distinguishes us from most of our competitors,” says Wochner.“ This means we are very flexible when dealing with our customers’ requirements, some -thing that is very important with regard not only to large-scale equipment but also to specialized devices. Public-sector customers – such as government authorities – are a good example because they always stipulate very specific requirements.” One such product with very particular specifications is on display in HSM’s showroom in Frickingen: a small file shredder with a very narrow feeder slit for punched tape, which continues to be used in submarines to this day. Submarines may lose radio contact when they dive down so they still rely on Morse code communication, which is saved on the punched tape. This extremely sensitive data must be completely destroyed, on board if necessary. The second major advantage of HSM’s manufacturing depth is the sheer breadth of the high-quality product portfolio from which customers can choose.“ This enables us to operate in all kinds of sales channels, from small devices sold online to maximum- security equipment and large machinery developed for specific projects. And between these extremes, we can exploit the fluid boundaries between our product categories to always offer our customers the HSM product that best meets their needs.” One of the main challenges for the future, says Matthias Wochner, is the increasing complexity of business decisions and processes. An expanding medium-sized business with global operations, HSM now exports 72 percent of its products to international markets, which sometimes have very different laws and regulations and, moreover, are very fast-paced.“ It ’s not always easy to deal with these complexities in a company of our size,” says Wochner. Given its successful growth, HSM has therefore teamed up with CHG-MERIDIAN to take a closer look at its internal structures and processes.


One of the elements of this strategy is the restructuring of output solutions at HSM in the Managed Print Services project, which focused on all of the printers, photo -copiers, scanners, and fax machines used in the company. The overarching aim was to increase their efficiency in terms of environmental impact and financial cost. This is where the independent experts from CHG-MERIDIAN came in, as partners for ef -ficient technology management. Beforehand, HSM’s IT department had analyzed the company ’s needs so that its future printing infrastructure requirements could be defined in detail. Consultants from CHG-MERIDIAN helped to plan the new infra-structure and prepare the subsequent call for tenders. The defined requirements were demanding. For example, the devices and a 24-hour support service have to be available at all times, not only in Germany but also at HSM ’s subsidiaries in the United Kingdom, France, Poland, and the USA. The long list of requirements also included a 20 percent decrease in running costs, greater energy efficiency for the de vices, and automated transmission of information to enable the replacement and billing of consumables. After the requirements analysis and request-for-proposal consulting, the main strate-gic assistance that CHG-MERIDIAN provided to HSM related to the development of efficient and flexible customized business concepts. Ultimately, the consolidation pro -cess led to the number of end devices at HSM being reduced from 150 to 90, a decrease of around 40 percent. Combined with the reduction in the operating costs of the. individual devices, monthly costs fell by an impressive 50 percent – despite the print -ing volume remaining unchanged. This means the targeted cost saving of 20 percent was significantly over-achieved.

“Projects such as the one at HSM are shining examples of the added value that CHG-MERIDIAN provides thanks to its in-depth understanding of capital expenditure at every stage of the technology lifecycle,” says Frank Kottmann, member of the Management Board and CSO for Central Europe at CHG-MERIDIAN AG. This is because the experts at CHG-MERIDIAN are able to focus on the financial aspects of capital expenditure on new technology and have the technical knowledge to ensure maximum costefficiency in both financial and operational terms.
Frank Kottmann

To manage the entire lifecycle of the end devices, HSM opted for CHG-MERIDIAN’s TESMA® Technology and Service Management System. The system has been modified so that specially defined shopping carts containing the necessary IT assets are available for each HSM location – with uniform terms and conditions worldwide and the same high quality and service level. This is where economies of scale and far greater transparency really come to bear: “ This has a direct monetary effect for us but also makes the administration much more straightforward,” says Thorsten Schäfer, IT Manager at HSM.“ Such structures are entirely normal in a large company but not so in a medium-sized business like HSM. CHG-MERIDIAN was the ideal partner for us because it doesn ’t just cover the funding; it is also a single source of support for the entire technology lifecycle. What’s more, it provides the international structures that are so important to us, i.e. global availability without international billing.” The Managed Print Services project is just the first step in further cooperation with CHG-MERIDIAN on the restructuring of IT and technology management at HSM. Other initiatives will have the same aim: reducing complexity and using the company’s resources even more efficiently so that they can be targeted in areas where they will harness potential for growth in relation to customers, markets, and products.