Business Development
A major UK balustrade supplier was well established elsewhere in the UK but thin on the ground across the northern territories. Growth there needed direct commercial activity.
Client / sector
Q-railing — Balustrade supply
Location
United Kingdom
Market
Scotland and the North of England
Service provided
Business Development, Territory Expansion
The business had a strong position in other parts of the UK, but limited presence in Scotland and the North of England.
The gap was not awareness. It was activity: nobody was in territory, in front of the right accounts, on a consistent basis.
01
Mapped the territory properly — the contractors, fabricators, installers and specifiers who actually buy, and where the concentrations of opportunity sat.
02
Sustained direct prospecting and outreach into target accounts across the region.
03
Regular face-to-face sales meetings, putting the supplier physically in front of buyers who had rarely seen them.
04
Onboarded new accounts and developed them beyond the first order into ongoing customers.
A significant number of new customers generated across the region.
A considerably greater commercial presence established across Scotland and the North of England.
Evidence
UK Market Entry
A Scandinavian glass manufacturer wanted to sell into the UK for the first time. There was no presence, no customers and no distribution to build on.
0 → UK Market entered from no prior presence
Distributor Development
A German balustrade manufacturer needed a route into the UK. Distribution alone was not the answer — the distributors had to be found, onboarded, trained and then supported in selling.
5 UK distributors established
Whether you're trying to generate more opportunities, strengthen your sales operation or enter a new market, start by understanding what's currently holding growth back.
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