Search for distributors of catering equipment in Algeria

The project’s objectives:

Our client is a company specializing in the production of products for refrigeration, cooking, washing and counter items for professional catering.

The customer contacted us to identify distributors working in this sector in Algeria, who are interested in expanding their product portfolio.

The entire project was based on a search for distributors only, due to the logistical difficulty in directly supplying individual points of sale and private stores.

Database creation and Geo-referencing

During the database creation process we carried out the search and selection of contacts, identifying potential resellers based on the items the client wishes to export.

The contacts were inserted onto the digital mapto better understand the distribution of retailers and to have a visual reference regarding the areas of the country in which to operate.

Also on the digital map, the individual contacts regarding the retailers were enriched with information regarding their size, type of items handled and other important details that enabled us to start the Contact Management phase in the best way possible.

Outcome of the Contact Management activity

47 operators in the sector were identified.

During the Contact Management activity all contacts which were not in target, or not reachable by telephone, were eliminated.

Regarding 47 contacts, the telephone contact process continued to gain important details about their businesses, with the aim of providing information to the sales network and making appointments for further in-depth discussions.

At the end of this phase, 12 appointments were arranged with companies interested in developing a partnership.

Organization of the Trade Mission

Organizing a trade mission requires careful evaluation to establish:

• At what timeof the year it should be organized
• Which companies to select first
• The course that the sales network will have to take to travel to and reach every potential customer

Working alongside the client, the most interesting distributors were selected and the sales network was formed to carry out the appointments with all the necessary information and materials needed to successfully conclude the trade mission.