New market entry Test a sector before investing in it.
International expansion First customers in a new country.
Launching a new offering Measure market interest in a product.
Commercial opportunities programme Qualified meetings every week for 90 days.
Signal-based outreach Engage when the need arises.
Trade shows and events A full schedule before the trade show opens.
Account reactivation Reconnect with lost accounts.
Eleven industry groups
Nine engagements, from situation to outcome
Regulations and markets
Firm presentation
Industrial equipment
A packaging line manufacturer targeting major groups in the chemicals, energy and wood industries.
75 meetings with industrial management teams, €6.0M in estimated commercial potential.
A European manufacturer of packaging and end-of-line automation equipment. Its new contacts mainly came from trade shows and its network of agents.
Production line projects are decided several months before the call for tenders. The sales team often arrived after the specifications had been drafted.
We mapped mid-sized companies and large industrial groups across three countries and approached their production, maintenance and procurement departments regarding their production line and materials handling projects.
75 meetings with industrial management teams at groups such as Cargill, Evonik, Sika, Valeo, Roquette and Egger. Discussions were also initiated with ABB, Dalkia, Sherwin-Williams and Saarstahl Rail.
The accounts met.
A selection of the groups with which we arranged a meeting for our client, from among the 75 industrial management teams we met.
Cargill
American agricultural trading and processing group, one of the world's largest privately held food industry companies.
Evonik
German speciality chemicals group operating in more than one hundred countries.
Sika
Swiss group, global leader in admixtures, adhesives and sealants for construction.
Valeo
Automotive equipment supplier, among the sector's leading global suppliers.
Roquette
Family-owned group, global leader in plant-based ingredients.
Smurfit Kappa
European leader in paper and corrugated cardboard packaging.
Egger
Austrian group, one of Europe's leading manufacturers of wood-based panels.
Omya
Swiss producer of industrial minerals, including calcium carbonate.
SNF
Group, the world's leading producer of water-soluble polymers.
Garnica
European manufacturer of poplar plywood, with several factories in Western Europe.
LAT Nitrogen
European nitrogen fertiliser producer, resulting from the takeover of Borealis's nitrogen business.
Tryba
European manufacturer of windows and joinery.
Novoferm
Manufacturer of garage doors, industrial doors and door sets.
Groupe Guillin
European food packaging manufacturer.
By sector group.
Our approach to this engagement.
The same process, adapted to the client's market and contacts.
Scoping
Offering, best customers, priority markets and definition of a useful meeting, agreed with the client.
Mapping
Identifying companies in the market and verifying their actual activity.
Direct outreach
Contacting the decision-makers at each account, in the country's language.
Qualification and introduction
We check each response before arranging the discussion with the client's team.
Other case studies.
A premium packaging manufacturer targeting chocolatiers and cosmetics brands.
95 meetings across four countries, €4.75M in estimated commercial potential.
Read the case study
An air quality specialist targeting facility management and institutional real estate.
52 meetings with site managers, €2.08M in estimated commercial potential.
Read the case study
A workspace design specialist targeting flexible office operators.
37 meetings with operators across Europe, €777K in estimated commercial potential.
Read the case study
Are you in a similar situation?
We are a commercial growth firm serving industrial companies and their ecosystems. Our role is to understand your offering, define the accounts to target and arrange discussions with their decision-makers.
An initial 30-minute discussionNo commitment. We will respond within 48 working hours.