AMENA AFRICA

Client identification and site visits

Service: Client Search

Location: Kenya

Mandate

The client sought to identify prospective clients in the beverage industry by initiating early-stage sales discussions.

About Client

The client is a leading supplier of packaging and processing equipment based in South Africa. Committed to helping clients grow, the company combines innovation, quality products, and superior service to create a competitive advantage in the packaging industry. They offer European-quality equipment at South African prices, ensuring exceptional value for customers. With a focus on adaptive innovation and outstanding after-sales support, the company stands out as a trusted partner for manufacturers. 

Client's industry

Beverage Industry

Project duration

2 months 

Objectives

The mandate involved identifying prospective clients currently upgrading their production facilities. In addition to the typical identification of companies, we were tasked with arranging meetings for the client during the selection process, enabling them to gain immediate insights into the needs of these prospects. This proactive engagement required deeper understanding of the market in order to identify suitable partners. 

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Our approach

Given the unique nature of the mandate, we divided the project into three phases: Identification, Engagement, and Sales Discussion. This approach facilitated ongoing discussions between the client and prospective clients throughout the process. It also necessitated continuous updates on market developments and the careful handling of sensitive information. To streamline data collection, we focused on delivering real value to prospective clients, ensuring their engagement while enhancing the overall effectiveness of our strategy. 

Results

During the project, we successfully engaged the client in over ten substantial sales discussions. Written offers were presented, advancing conversations to the next level. This allowed the client to gain real-time insights into market needs, enabling them to adjust their offerings swiftly and effectively in response to emerging demands.