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Success story
Development of a sales network in Eastern Europe
From 1 customer to a network of 30 dealers and 3 on-site salesmen.
This telehandler manufacturer, founded in 1963, exports to over 70 countries but had always underestimated the potential of the Eastern European market. Since we started working together in 2010, we have developed a network of 30 dealers and 3 on-site sales staff, also implementing a back office and after-sales service.
- Company country: Italy
- Business area: Production of telescopic handlers
- Company size: Turnover of approximately 150 million Euros
- New export area: Poland, Czech Republic, Slovakia
- Results: Business development of over 13 million euros in Poland, Czech Republic and Slovakia alone
How we worked
Step 1
Native-speaking specialists on site
In the early days, we followed the development of the new markets from Italy, travelling to Poland for a week every month. We then added the best native Polish-speaking specialists to our team, so that we always had people on the ground.
Step 2
Autonomous management of the sales network
We autonomously managed the entire sales network, becoming the filter between the company and the sales network. Thanks to our great knowledge of the Eastern European market, we were able to optimise resources and develop the market to its fullest.
Step 3
Today we have developed a business worth over 13 million euros (still growing). It represents almost 10% of the company's turnover.
When we started developing the customer business in Eastern Europe in 2010, we had only one customer in Poland. Today we have developed a business worth more than 13 million euros (still growing), which represents almost 10% of the company's turnover .
Success story
Success through market knowledge
The value of being able to rely on native-speaking salespeople and on-site experts
Thanks to native-speaking and on-site sales experts, and a great knowledge of the target market, we have succeeded in creating an extensive network of 30 dealers in 3 countries: Poland, the Czech Republic and Slovakia.
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Moroder Consulting
Concreteness and transparency for your export business
We are Sales Developers specialising in business development in Italy, German-speaking countries and Eastern Europe. We have been working with our partner companies with competence, speed and concreteness since 2003, bringing fresh turnover thanks to exports.
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