Launch of sales of sandwich panels in Germany during the lockdown peak
ProfHolod
Product
PH Insulation is the Armenian-Russian leading manufacturer of polyurethane sandwich panels, exporting to 27 countries.
Task
Entering the German market and starting sales.
Solution
Getting a list of potential partners
In the “field” part of the study, we compiled a list of contacts of potential partners, about 180 enterprises. We obtained an exclusive list of contact details of responsible persons representing PH Insulation’s target clients in Germany.
Online and offline negotiations
During the lockdown, we coordinated personal meetings with German companies at their premises. When our representatives visited the manufacturing facilities, they conducted a video call with the PH Insulation specialists.
A huge impression on potential customers from Germany was made by video tours of the ProfHolod’s manufacturing plant in Shchelkovo.
Getting supply requests
We received a number of supply requests and studied them as a team, including jointly with the German customer at their premises.
Result
The contract was signed, despite lockdown challenges.
In February 2021, the first truck with sandwich panels left the manufacturing plant in Shchelkovo and headed to Berlin.
Sales in Germany are being boosted.
We express our gratitude to Bridge-One-Seven GmbH and personally to Veronika Luebke for assistance in finding clients in Germany. Bridge-One-Seven GmbH has proved to be a reliable, intelligent, and attentive partner. Bridge-One-Seven GmbH specialists helped with the translation of documents, oral communication during online meetings, with the delivery of product samples during the lockdown 2020. They provided valuable advice on differences in mentality, and on the practical design of presentation materials; they offered options for further interaction in the German market in order to expand our customer base and boost sales. We are pleased to recommend Bridge-One-Seven GmbH as an expert on the German market for construction companies.
— Ilya Kaukin, Head of Marketing Department at PH Insulation