Manufacturing
The client portfolio has been the same for ten years, and it ages with you
Many Italian manufacturing companies live on a handful of historic clients worth half of revenue. As long as they order, all is well. The day one of them moves production or changes buyer, you realise that nobody in the company knows how to find a new client any more.
The starting point
The challenges we meet most often
Challenges 1
Focus on historical clients
A few clients account for most of the revenue. It is enough for one to reduce orders to feel the blow across the whole year.
Challenges 2
Salespeople who manage, not search
The sales force spends its days on quotes, reminders and deliveries for active clients. There is no time left to open new ones.
Challenges 3
You Sell Production Capacity, Not the Problem Solved
Brochures and websites list the machine fleet and certifications. Buyers want to know whether you meet lead times and tolerances on their part.
The method in the industry
How we work in this industry
We start from your best clients and look for companies that resemble them by finished product, process and size, not by ATECO code. We use as triggers the signals that anticipate a change of supplier: a new plant, an expansion, a newly arrived buyer. We write to buyers and the technical department in parallel, by email and LinkedIn, with a message about their part or their process that proposes a technical discussion. The quote comes later, when there is a drawing on the table.
Who we talk to
Purchasing manager or strategic buyer
Looks for a reliable second supplier so as not to depend on just one. Cares about lead time, continuity and total cost, not list price.
Plant Director
They think in terms of line stoppages, scrap and delivery punctuality. They listen to whoever talks about how to reduce a problem they already have on the floor.
Technical Office or R&D
They step in when there is a new component to industrialise. They want a counterpart who understands the drawing before quoting a price.
Owner or Managing Director
In companies under a hundred employees they sign. They assess the supplier as a long-term relationship, not as an order.
The objection we hear most often
«In our industry suppliers are chosen through direct acquaintance, nobody reads a cold email.»
It is true that trust is built in person. But the first conversation has to start somewhere, and today it almost always starts with a message. We take care of that one: the email sells nothing, it asks for twenty minutes to see whether there is a piece worth talking about. You then build the relationship yourself, as you always have.
Case studies
The method in this industry
€2.47MIn advanced deals
Dema S.p.A.
From 3 meetings a year to 49: 70 opportunities and €2.47 million in deals.
Read the case study
438Opportunities
AB Imballaggi S.r.l.
438 opportunities and 173 meetings booked and held in just 4 months in industrial packaging.
Read the case study
175Opportunities
Isomax Porte S.r.l.
From 2 meetings a month to 74 in 6 months and 175 opportunities, with resellers and designers.
Read the case study
46Opportunities
Xiber Solutions S.r.l.
35 meetings and 6 advanced deals in 6 months of collaboration.
Read the case study
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.
Discover the service →
Frequently asked questions
Questions about the industry
Does outbound work for a contract manufacturer?
Yes, as long as you don’t sell production capacity in general. It works when the message names a specific type of machining or component and reaches whoever really buys that component. Contract manufacturers have an advantage: the ideal client is easy to recognise from the product they make.
How long does it take to see the first meetings?
We dedicate the first month to market analysis, lists and messages. The first meetings usually arrive in the second, when the message tests start. On orders that require sampling, the cycle to signature stays long, and it's better to know that beforehand.
Who should be contacted at a client company: purchasing or production?
Both, with different messages. Purchasing evaluates the supplier, production and the technical office evaluate whether the part comes out well. If you write only to purchasing you end up in a price contest, if you write only to the technical people nobody opens the supplier register for you.
Your market is in the industry manufacturing? Let's talk.
In the Feasibility Study we tell you honestly whether it makes sense to get started in your industry, and how.