Heinzel: SAP S/4HANA harmonization strengthens sales offices

heinzelsales — Wilfried Heinzel AG — is part of Heinzel Group, a leading international trading company for pulp, paper, and packaging. Connecting producers and customers in over 100 countries, the company sells sustainable raw materials and products from paper and pulp produced worldwide. With a global network of sales offices and deep market expertise, heinzelsales stands for reliability, efficiency, and customer proximity. 

An international sales network of the Heinzel Group, heinzelsales was undergoing transformation. As part of a group-wide digitalization initiative, the company wanted to transition its sales offices in Austria, Malaysia, the USA, and Canada to a harmonized SAP S/4HANA solution with the Global Trade Management (GTM) module. This required rethinking complex processes, integrating diverse business requirements, and executing migration during ongoing operations without disrupting day-to-day business. 

Tieto Tech Consulting supported heinzelsales as a digitalization partner throughout the project – from initiation and design to implementation and deployment. Following an intensive scoping and testing phase over just a few months, the controlled go-live was successfully executed.  

The final system switch, including the migration of FI data, marked a major milestone: since March 1, 2025, the heinzelsales sales offices have been operating within the new SAP S/4HANA environment, including GTM. The overseas offices went live in early June 2025, completing the rollout. 

Technologies & tools: 

• SAP S/4HANA ERP
• Modules: FI, CO, SD, GTM, MM, LE, MDG, SAC 
• Migration Cockpit
• ABAP extensions for customer-specific requirements 

The new harmonized solution delivers clear benefits for international sales: 

• Standardized processes across sales offices in Europe and Asia enable more efficient workflows and faster response in daily operations.  
• The tight integration of GTM trade contracts with internal production sites and a high degree of automation provide greater transparency in sales execution – for example, through automated real-time order confirmations.  
• Innovative enhancements, such as a dynamic credit management solution, now offer the business more flexibility in day-to-day operations.  
• The integration of SAP Analytics Cloud (SAC) also lays the foundation for real-time decision-making and cross-location planning along with analysis of business data.