Streamlining sales processes to prepare for the future: AMEH Trans’ success story

Highlights of this success:
- Dashboards and sorting features boosted efficiency
- Enhanced transparency for smoother sales processes
- ROM supports the long-term goals of AMEH Trans
- High client satisfaction and recommendations to other railway undertakings
„Our customers really appreciate that we now have an standardized offer which has a clear structure. The system also allows us to track sales potentials more easily and with more transparancy.”
Stefan Nemack
AMEH TRANS
A need for change by embracing Rail Offer Management
ArcelorMittal Eisenhüttenstadt Transport GmbH (AMEH Trans), a railway undertaking with a fleet of 14 locomotives, operates rail freight services for both its parent company, ArcelorMittal, and external clients. With the aim of sustainable development and securing its market position in the long term, the company decided to modernise its sales processes. This was intended to promote efficiency, transparency and collaboration at all levels of the company. With significant growth potential in long-distance transport, the need for an optimized offer management system became essential. Stefan Nemack, Managing Director at AMEH Trans, has been steering the company toward future readiness for several years: “A lot of it comes down to people and leadership, but also to clear processes, good IT tools that fit, and the right partners who understand the business and help us move forward.”
Previously, AMEH Trans faced challenges in its sales processes that are familiar to many companies: fragmented communication, no overview of received requests, manual offer tracking, and limited transparency. Clear communication across the sales team and management became essential, and this is where Rail Offer Management (ROM) came into play as a digital solution designed to enhance professionalism and efficiency.

Transparency and efficiency take the stage
The decision to adopt Rail-Flow’s ROM system quickly brought significant improvements to AMEH Trans’s sales operations. Now the entire team has access to real-time data on offers, customer interactions and pending tasks, minimizing reliance on specific team members. “Customers really appreciate that we now have an external system with a clear offer number,” shared Stefan. “It allows us to track sales potentials faster and more easily.”
Internally, the system’s dashboard and sorting features give the team the ability to assess individual workloads and monitor the status of offers. “You can easily see where there’s work to be done, how many offers are pending, and where we’re still waiting for a customer response,” he explained. This newfound clarity not only improves efficiency but also enhances the management of the sales pipeline, allowing the team to identify potential sales opportunities and create a more refined customer experience.
However, this transition wasn’t without its challenges. The railway undertaking encountered some difficulties with change management within the team, a common reality for many companies undergoing digital solutions. “We had a few, let’s say, issues at the beginning with getting everyone on board,” said Stefan.
Some team members adapted quickly, while others found it more challenging. To ensure everyone was on board, AMEH Trans, with support from Rail-Flow, explained the solution’s advantages and provided real-world examples of how it could simplify daily tasks. With a clear deadline by which questions and challenges would be addressed, this approach led to a noticeable increase in usage and a clear improvement across the team. “Now, I see it spreading through the layers beneath me; it’s happening naturally. They are collaborating more closely in sales, and I no longer have to remind them to use the system – it’s automatic.” This shift demonstrates how the system now provides the transparency and organization previously missing, empowering everyone, even the safety management team, to stay updated and proactive.
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Growing towards their future vision
While AMEH Trans continues to stabilise and expand its market position, the company views Rail-Flow as a vital partner for future success. Committed to integrating the entire order-to-cash process, Stefan highlighted the importance of ROM as the starting point for customer interactions. Looking forward, the company plans to expand its use of Rail-Flow’s solutions, including the creation of a data warehouse for centralized reporting and analysis.
Stefan emphasized the next steps in refining their CRM processes within ROM: “We need to set some common rules together with the sales team on how we want to use and maintain the system. So we’re currently defining the best way to do that.” The team is also looking forward to the new offer and sales price calculation features, which will further support their streamlined approach.
Additionally, he mentioned their excitement about implementing and using the Rail Transport Management System from Rail-Flow, which will be crucial for planning, commercial processing, and contract management. “That’s our logical next step.” Stefan remains optimistic about the future, stating, “It’s this momentum for change, and I think we’re on a good path.”
Great collaboration at its core
The introduction of Rail Offer Management has been a real benefit for AMEH Trans, increasing transparency, efficiency and customer satisfaction and strengthening the company in the long term. As they remarked, “We’ve started with Rail-Flow, and I think we’ll stick with it.” When asked if the organisation would recommend Rail-Flow’s solution, Stefan answered: “Yes, absolutely. It’s software we’ve had very positive experiences with. It also makes working together easier when everyone is using the same system and data. In our line of work, collaboration is key.”
AMEH Trans’s experience serves as a powerful example for other railway undertakings on the benefits of adopting the right digital tools for transformation in a competitive landscape.
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Francois Heidsiek
+49 69 96759956