Expansion of worldwide sales activities for SPITZNAS

For almost 120 years, SPITZNAS Maschinenfabrik GmbH in Velbert has been successfully developing, producing and selling compressed air tools and, for over 30 years, hydraulic tools for worldwide use in the oil and gas industry. the oil and gas industry Nuclear power plants (NPP) the petrochemical industry the mining industry the fire-fighting and rescue services the wind energy industry underwater work Mechanical and plant engineering (development/construction) road construction Following a change in ownership due to age, the new management was tasked with significantly expanding sales activities worldwide. They commissioned BDE Sales Partners to develop the strategy, new sales channels and to lead the implementation.

The tasks were Identifying product benefits, particularly in comparison to the competition Prioritization of countries and markets worldwide Researching suitable sales partners Making contact and holding discussions with potential partners partners Preparation of standard contracts Negotiating contracts until they are ready to be signed Development of a set of tools for the effective management of sales partners Within just a few months, we succeeded in acquiring a powerful network of dealers and sales representatives in the DACH region, which immediately led to a strong increase in sales. We are currently expanding the sales network to neighboring countries and relevant overseas countries. We are also currently supporting the acquisition of key accounts. One of the biggest challenges in acquiring sales partners was convincing them to develop a completely new and lucrative line of business by selling compressed air and hydraulic tools for specialist areas that require explanation and which they had not previously served.

Oliver Kopp, Managing Director of SPITZNAS Maschinenfabrik GmbH, comments on the cooperation with BDE Sales Partners as follows: "Due to the very specific challenge and the lack of qualifications and capacity, we were unable to retain any salaried experts for this mammoth task, which was limited in time. The specialists from BDE Sales Partners met this requirement in full and were commissioned with the task. They fully realized the targeted sales growth and made our employees fit for the continuation of the tasks. BDE Sales Partners will continue to support us in the future." "What we particularly appreciate about BDE Sales Partners is their enthusiasm and expertise for the overarching topic of "sales" with all its facets, coupled with years of practical experience. Added to this is the ability not only to develop strategies, but also to implement them in a leading role. The experts are extremely results-oriented, always provide a neutral and critical view from the outside and go the extra mile. The mix of seniority, initiative and competence was always helpful."