Scouting Partner OEM per Elettropompe e tecnologie di Fluid Handling in Nord Africa
An Italian company specialising in electric pumps and components for fluid handling has commissioned our team to support its commercial expansion in North Africa. The main objective was to consolidate a solid sales network by identifying highly qualified distributors and OEM partners (equipment manufacturers). The activity focused on overcoming language and regulatory barriers in strategic markets, targeting dialogue directly with CEOs and sales managers.
🎯
Goals
Map and validate a database of 224 target companies distributed across Egypt, Tunisia and Morocco.
Generate opportunities for strategic partnerships with decision-makers who are genuinely interested in new supplies.
Qualify potential Resellers by analysing their current offering and ability to provide local technical support.
Analyse competitive dynamics and understand the technological needs of the plumbing sector in the relevant markets.
Activate a monitoring and nurturing system for contacts with medium- to long-term commercial interest.
⚙️
Activities
Database segmentation between specialised distributors and industrial customers (OEMs) to tailor the commercial approach.
Creation of dedicated contact scripts to correctly manage the cultural and professional dynamics of the North African area.
Systematic management of multi-channel contact (telephone and email) aimed at owners and purchasing managers.
Advanced profiling with data collection on competing brands marketed and estimated purchase volumes.
Profilazione avanzata con raccolta dati sui marchi concorrenti commercializzati e volumi di acquisto stimati.
📊
Outcomes
Coverage and verification of 90% of the initial database, with 200 active and georeferenced company profiles in the Mediterranean basin.
Identification of 27 B2B resellers ready for immediate inclusion in the company’s sales pipeline.
Achievement of a conversion rate of 12% (from mapped company to qualified lead), exceeding industry averages for exports.
Collection of structured insights on 85 companies regarding their purchasing strategies and innovation needs.
Addition of 55 key decision-makers with direct responsibility for the import of hydraulic technologies to the customer’s CRM.
🧠
Value for the customer
Construction of a ready-to-use commercial pipeline in markets with high growth potential.
Rapid penetration into Egypt and Morocco with a drastic reduction in costs and exploration time “in the field.”
Acceleration of the internationalization process thanks to pre-qualified and technically suitable contacts.
Availability of proprietary information assets for future marketing campaigns and network development.
Gaining a clear understanding of local competition, which is essential for determining the right price and product positioning.
Do you want to expand your sales network in the Mediterranean basin?
Find out how we can help you find the right Distribution Partners in North Africa