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Кейс ThermoUp – как с нуля организовать продажи инновационного обогревателя в Германии?
We organized the sale of an innovative heater in Germany from scratch
MARKET AND COMPETITION ANALYSIS,
TARGET AUDIENCE RESEARCH, NEGOTIATION SUPPORT,
B2B SALES LAUNCHING
TARGET AUDIENCE RESEARCH, NEGOTIATION SUPPORT,
B2B SALES LAUNCHING
The Customer decided to enter the well-matured German market.
The new brand ThermoUP decided to prove that it can compete with famous European manufacturers.
Task
We conducted a comparative review of competitors: their models, configurations, pricing, sales strategies. We also identified typical sales channels.
01
Market and competition analysis
Solution
In addition, we identified the most promising segment of end customers and conducted several in-depth interviews with the target audience.
02
Target audience research
We contacted Deutsches Verpackungsinstitut E.V. (DVI) (German Packaging Institute) and obtained first-hand information about proper packaging, and helped the customer save money on consultations.
03
Getting official information about proper product packaging
We accompanied the customer to the glasstec exhibition in Düsseldorf and
scheduled face-to-face meetings with potential partners. Our consultant went to the exhibition and helped to negotiate, taking into account the specifics of procurement in the German market.
scheduled face-to-face meetings with potential partners. Our consultant went to the exhibition and helped to negotiate, taking into account the specifics of procurement in the German market.
04
Accompaniment at the glasstec exhibition
KLV LAB & Bridge-One-Seven Team
We successfully completed the first product delivery to the European market just after a couple of months of working. And others have already followed (first the sales partner orders samples, and then places orders for devices for his customers).
For more efficient work in the German market, it was worth supplying goods to partners with customs clearance. Thus, Bridge-One-Seven became the official importer of ThermoUp in the EU.
So we not only fully prepared the product for sale for any demanding market, but also solved the export issue.
For more efficient work in the German market, it was worth supplying goods to partners with customs clearance. Thus, Bridge-One-Seven became the official importer of ThermoUp in the EU.
So we not only fully prepared the product for sale for any demanding market, but also solved the export issue.
05
Deals with wholesale customers were concluded
In 2021, we achieved a 2.5-fold increase in sales compared to 2020.
Heaters and other products manufactured by the company are currently sold throughout Europe, from Southern Spain to Norway and Bulgaria; a special notion should be given to Poland.
Heaters and other products manufactured by the company are currently sold throughout Europe, from Southern Spain to Norway and Bulgaria; a special notion should be given to Poland.
06
Result
Ivan Filonenko
General Director, KLV LAB
For a year and a half, Bridge-One-Seven has helped us build and develop sales channels in Germany, the Netherlands, Belgium and Austria from scratch.
They organized research, meetings with niche consultants, trips to potential partners, and also assisted us in preparing and self-presenting at exhibitions, as well as establishing a remote office in Berlin.
Thanks to Bridge-One-Seven, we have held dozens of negotiations with top officials and obtained hundreds of useful contacts.
Now, Bridge-One-Seven is our importer and a full-fledged representative in Europe.
Thank you for the reliability, stability, deep immersion in the project, and most importantly - the result in the form of real, consistent sales!
I recommend Bridge-One-Seven to all innovative manufacturers.
They organized research, meetings with niche consultants, trips to potential partners, and also assisted us in preparing and self-presenting at exhibitions, as well as establishing a remote office in Berlin.
Thanks to Bridge-One-Seven, we have held dozens of negotiations with top officials and obtained hundreds of useful contacts.
Now, Bridge-One-Seven is our importer and a full-fledged representative in Europe.
Thank you for the reliability, stability, deep immersion in the project, and most importantly - the result in the form of real, consistent sales!
I recommend Bridge-One-Seven to all innovative manufacturers.
Ivan Filonenko
General Director, KLV LAB
For a year and a half, Bridge-One-Seven has helped us build and develop sales channels in Germany, the Netherlands, Belgium and Austria from scratch.
They organized research, meetings with niche consultants, trips to potential partners, and also assisted us in preparing and self-presenting at exhibitions, as well as establishing a remote office in Berlin.
Thanks to Bridge-One-Seven, we have held dozens of negotiations with top officials and obtained hundreds of useful contacts.
Now, Bridge-One-Seven is our importer and a full-fledged representative in Europe.
Thank you for the reliability, stability, deep immersion in the project, and most importantly - the result in the form of real, consistent sales!
I recommend Bridge-One-Seven to all innovative manufacturers.
They organized research, meetings with niche consultants, trips to potential partners, and also assisted us in preparing and self-presenting at exhibitions, as well as establishing a remote office in Berlin.
Thanks to Bridge-One-Seven, we have held dozens of negotiations with top officials and obtained hundreds of useful contacts.
Now, Bridge-One-Seven is our importer and a full-fledged representative in Europe.
Thank you for the reliability, stability, deep immersion in the project, and most importantly - the result in the form of real, consistent sales!
I recommend Bridge-One-Seven to all innovative manufacturers.