Case Study
Results at a glance
- Client: Arozzi, Swedish pro gaming gear brand (gaming chairs and accessories)
- Markets: Spain, Portugal, the Netherlands, Greece, Israel and Turkey
- Start: early 2018
- 1,271 retailers and distributors identified and researched
- 184 sales opportunities generated, each prospect contacted in its own language
- 124 of them became Arozzi customers, directly or through the distribution channel
- Distributors signed in Spain (SCE), Israel (Five Exits) and the Netherlands
- Cost: about the cost of one in-house inside salesperson
Arozzi is a Pro Gaming Gear brand founded in Sweden in 2013. Their gaming chairs are built in the spirit of Esports and feature an ergonomic design with high levels of comfort.
Their gaming accessories have a refined aesthetic that draws inspiration from the world of motorsports.
In early 2018 they started working together with our outsourced sales agency, Vparagon. Our responsibility was the sales development of the company in Spain, Portugal, the Netherlands, Greece, Israel, and Turkey.
Firstly, it is important to understand our client’s business and the profile of its clients, both on the B2C level and on the B2B one.
Afterwards, parallel searches in the countries of interest are conducted by our independent researchers in order to identify smaller and bigger retailers and distributors.
Upon finishing the research, the received information is filtered, analyzed, and enhanced with the contact details of the decision-makers, owners, and managers in charge of those businesses. These details are rounded up by telephone numbers, email addresses and LinkedIn or Xing accounts.
What we did
Our salespeople in Spain, Portugal, Greece, Turkey and Israel contacted the prospects in waves: a small batch was emailed, opens and product clicks were tracked, and the most interested prospects were called first. Then the next batch followed, so every prospect got consistent follow-up.
The model was to sell directly to large resellers or to sign a distributor per market and generate sales for it through our network of salespeople. Small and medium retailers could still talk directly to Arozzi about questions, spare parts and returns, the distributors got a sales team working on their behalf, and Arozzi saw its sales grow.
In the Netherlands we helped the distributor grow sales across the country, set up drop shipping for small online retailers that could not hold stock, and prepared a joint offer for internet cafés that generated bulk orders. In Spain, after long negotiations, we started working with the distributor SCE (Rivas-Vaciamadrid) and its retail store Quonty, and from there contacted retailers across the Iberian Peninsula. In Israel we started a collaboration with the distributor Five Exits. We also translated Arozzi's Facebook page into Spanish, Portuguese, Greek, Hebrew and Turkish.
Result
Out of 184 opportunities, 124 became Arozzi customers, directly or on the distribution channel, generating revenues of tens of thousands of euros. For about the cost of one inside salesperson, Arozzi had a multilingual sales team selling across Europe, with sales management and sales processes included, and without the risk and commitment of building its own inside sales team.