Target account development Reach decision-makers at target companies.
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
A commercial growth firmA 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.
Machinery and equipment
Machine manufacturers sell to industrial companies that invest infrequently and make decisions collectively. We identify plants preparing a project and start discussions with the people leading it.
Selling a machine means engaging before the specifications are drafted.
An industrial company invests in a production line or special-purpose machine every three to ten years. By the time the specifications are written, the suppliers invited to tender have often already been selected.
Our role is to identify plants preparing an investment: site expansion, a new production line, reshoring or regulatory compliance. We then approach those responsible for capital projects, industrial engineering and maintenance, before the tender process.
The most common situations in this sector.
New industrial customers
Be consulted on production line projects for new accounts.
New customer sector
Your machine serves the automotive industry, and you want to target the food industry.
Service and retrofit
Reach the installed base of machines from other manufacturers.
International distribution
Finding agents or integrators in a new country.
The functions that decide.
Within each account, we identify and approach the people responsible for the decision.
1
Industrial management
Makes investment and project scheduling decisions.
2
Capital projects and industrialisation
Drafts the specifications and consults suppliers.
3
Maintenance
Knows the condition of the installed base and which equipment needs replacing.
4
Procurement
Selects suppliers and negotiates terms.
5
Site management
Drives expansion and capacity projects.
6
Quality and HSE
Influences compliance projects.
Events that signal a purchase.
Expansions and new sitesPlanning permission, site opening announcements, production recruitment.
Machinery RegulationRegulation (EU) 2023/1230 applies from January 2027 and is prompting reviews of ageing equipment fleets.
Investment grantsCalls for decarbonisation and reshoring projects, successful applicants announced.
Management changesNew industrial or site director, often followed by an investment plan.
An engagement in this sector.
Machinery and equipment, frequently asked questions.
Our sales cycles last 12 to 18 months. Is this compatible?
Yes. The purpose of the meeting is to enter the tendering process, not to sell the machine. We also track accounts whose projects are scheduled for later.
Do you approach engineering firms and integrators?
Yes, when they specify your equipment. We distinguish them from end buyers in our reporting.
Do you operate outside your home market?
Yes, particularly in Germany, Italy, the Benelux and Spain, in the local language.
Let's discuss your growth.
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.