Business Development of an Engineering Distributor

Background                                                                                                      

A well established Scottish based company have been importers and distributors of compressed air systems and pneumatic components for over 15 years. Representing a number of leading brands and with a broad customer base, assistance was required to improve market penetration and identify new customers. Applications for their products included food, paper, pharmaceutical, chemical, engineering, plastics, water and biotech industries.

Nature of Work Undertaken

• Analysed markets to establish those with growth potential.

• Identified and contacted prospective customers to introduce the company

• Provided ‘hot’ leads for company personnel to follow up and conclude the sale.

• Additional work was undertaken to promote a company website that enabled customers to purchase products directly on-line.

Outcome

Over 50 potential customers have been identified and contacted and new sales contracts have been secured. In addition, company experienced a doubling of direct sales made via the website.

Further work has recently been commissioned to identify and approach potential European importers to expand the export side of the business.

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