Markus Spitzer

What does it take to create growth when you acquire a business at the peak of the cycle, only to face an immediate and severe market contraction? Marc and Markus share how CirQono, a Berlin-based demolition and construction waste disposal group, delivered 20% growth in a market that declined by 30%, by combining rigorous commercial fundamentals with disciplined execution and well-timed acquisitions. The session breaks down the concrete levers, sequencing, and governance choices that made growth possible despite extreme market headwinds, e.g.:

• Enforcing price increases through clearer value positioning and pricing discipline

• Transitioning from founder-led selling to a professional, data driven sales organization

• Establishing CRM, KPIs, and a clear sales cadence to drive repeatable performance

• Diversifying the customer base and product offering to reduce cyclicality

• Accelerating digital sales by systematically growing web traffic and conversion

• Executing a successful buy and build strategy in a highly fragmented market