Initial Situation

One of the most prominent companies in the electrical industry offers a wide portfolio of products for housing technology such as switches, sockets, security technology and housing automation solutions which also includes a premium brand. The comprehensive Smart Home Solutions of this brand are supposed to now be quickly and efficiently introduced into the German market.


In order to announce the total solutions comprehensively, the Sales Unit conceives a project for contacting the electricians who have cooperated with the manufacturer in the past, but currently are categorised as “not buying”. During the first step, these companies are contacted by telephone and the product innovation is placed as the “conversation starter” directly with the decision-makers.

Interested contact persons receive corresponding informational materials regarding the solutions via e-mail and are qualified during a second call with regards to their potential for a cooperation. If potential and a need are identified, the team from the Sales Unit sets up an appointment for the Specialised Field Staff which then reaches agreement on-site regarding the next steps.

Thanks to the consistent and sales-oriented implementation, within only six weeks, all of the manufacturer’s existing contacts can be contacted and provided with information about Smart Home Solutions. In this manner, the premium brand is quickly announced and a majority of the manufacturer’s non-buying customers are reactivated.