Expanding into international markets, establishing communication with the right buyers, and forming strong partnerships are critical steps for any company. However, one of the most challenging aspects of this process is reaching the right buyers and developing an effective sales strategy. At CuB Consultants, we provided direct sales support to our Swedish client in the German market, successfully connecting them with potential customers.
Initial situation and objectives
Our client, a company specializing in garden products and outdoor equipment, has established itself in the industry with its sustainable and innovative solutions, particularly in garden maintenance equipment and irrigation systems. The goal for entering the German market was to reach the right target audience, increase sales, and improve brand awareness.
Germany, with its high demand and strong retail infrastructure, is one of Europe’s largest markets. Our client aimed to sell directly to customers and expand its sales network in this competitive market. The first step involved conducting a market analysis to understand the needs of the target audience. This process required focusing on retailers, e-commerce platforms, and individual buyers.
Creating the customer list and communication process
Based on the market conditions and the target audience’s needs, over 300 potential customers were identified. These customers were categorized into various segments, including e-commerce stores, large retail chains, and independent retailers. During this phase, detailed information was gathered about each company’s needs, industry, and current challenges to prepare for initial communication with decision-makers.
Initial meetings and responses
Initially, we made direct contact with decision-makers at the potential companies, sharing company brochures, price offers, and product catalogs. This process was supported by emails and phone calls. The first meetings provided the opportunity to engage deeper with each customer. At this stage, potential buyers requested information about product prices, margins, and new solution proposals. Discussions were held on how well the products aligned with market demands in Germany. Following the first meetings, video calls were arranged with interested firms.
As CuB Consultants, we worked closely with our client’s sales team throughout every step of the process. After ensuring that the sales team was equipped with the necessary information, sales strategies for introducing new products were created. In discussions with the relevant companies, we clarified the customer expectations and commercial procedures, and offered advice on customs and logistics processes. CuB Consultants ensured the smooth progress of the entire process and accelerated the sales cycle in the German market.
Results and next steps
As a result, we successfully secured partnerships with 5 of the largest companies in the German market. These customers, including major retail chains like Bauhaus, Obi, and Hornbach, as well as e-commerce platforms and individual retail outlets, had various sales channels. These companies were poised to serve the target market segments of our Swedish client robustly.
– Bauhaus, with its strong online sales network and extensive distribution channels through physical stores, stood out as a key player.
– Obi and Hornbach, two of Germany’s largest home improvement and construction market chains, appealed to a wide customer base and presented opportunities for strong partnerships with independent stores.
– Additionally, individual retailers operating on e-commerce platforms offered significant opportunities to digitally promote the products quickly. These companies aimed to leverage modern digital sales strategies to promote and sell the Swedish company’s products swiftly as online sales continue to rise.
For more detailed information, please contact us.
