Challenge
A medium-sized company manufacturing steelwork in Abruzzo, needed to develop turnover through the expansion of its client portfolio, following important investments in its own machine fleet.
Intervention
The Client asked Consulgroup for support in defining a sales development plan. It was decided to steer the company towards specialization in processing operations for third parties. With market research we identified three areas for development.
- components for motorcar hoists
- components for large waste collection vehicles
- components for tyre assembly machines
The key companies of the three business areas were identified and a targeted prospecting plan was launched.
Results
Within 12 months consolidated partnerships were established achieving high customer loyalty. New job orders arrived. A technical-sales manager was appointed who, trained by Consulgroup consultants, intercepts new clients and nurtures relations
