Wholesale distribution
The catalogue is huge, but clients always buy the same ten items
B2B distributors, from industrial hardware to electrical materials, from spare parts to technical supplies, have catalogues of thousands of codes and a network of agents in the field. Revenue grows with existing clients as long as the territory is covered. Then you need new clients and new areas, and agents aren't enough.
The starting point
The challenges we meet most often
Challenges 1
Agents who follow their own portfolio
The agent visits the clients they know and who buy. New companies, especially outside their area, stay uncovered.
Challenges 2
Margins squeezed by price
On standard items the client compares online in a minute. The distributor’s value lies in service, but the new client does not know that.
Challenges 3
Slow territorial expansion
Opening a new area means finding an agent, training them and waiting. Meanwhile local competitors keep the clients.
The method in the industry
How we work in this industry
We start from the clients who buy the most and the best, and look for similar companies by industry, size and materials consumption, including outside the areas already covered. The message does not present the catalogue, it talks about a problem the distributor solves better than others: availability of a product family, same-day deliveries, consignment stock management. We write to purchasing and maintenance, and we pass the meetings to the local agent, or they are handled by the head office where there is no agent yet.
Who we talk to
Purchasing manager
They manage many suppliers and want to reduce them. They care about stock availability, fast deliveries and stable terms.
Maintenance or technical office manager
They order spare parts and technical materials when needed, often urgently. They choose whoever delivers on time and has technical expertise.
Owner of Installer Companies or Resellers
In two-tier supply chains they are the direct client. They look at range, service and payment terms.
The objection we hear most often
«We already have a network of agents, we don’t need outbound.»
Agents are your best channel with the clients you already know. Outbound is there to give them new meetings, with companies they wouldn't have visited on their own, and to open areas where an agent isn't present yet. It doesn't replace the network, it fills it.
Case studies
The method in this industry
Recommended services
The channels we use here
Multichannel Outbound
Three channels coordinated on the same person. A name already seen on LinkedIn makes the email expected, and the phone call comes when there is something to say. We multiply the opportunities, not the insistence.
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Lead Research
Tailor-made B2B lists from our proprietary database of over 3 million Italian contacts, with the right decision-makers, verified emails, direct phone numbers and enriched data.
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Frequently asked questions
Questions about the industry
How does a B2B distributor find new clients?
By looking for companies similar to the best clients, including outside territories already covered, and contacting purchasing and maintenance with a message about a concrete service. The meetings then go to the agents, who turn them into clients.
Can Outbound Be Used to Open a New Area Without Agents?
Yes, and it is one of the cases where it pays off most. We build a list of companies in the area, book the first meetings and work out how much demand there is before investing in an agent.
How do you compete with online platforms on price?
You do not compete on the price of standard items. You compete on what the platform does not do: urgent delivery, technical advice, stock management. The message must talk about that, to those who have that problem.
Your market is in the industry wholesale distribution? Let's talk.
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