Where the engagement started
An industrial belt manufacturer wanted to grow beyond its home market but had no structured way of finding importers. Export enquiries were occasional and unqualified, and the sales team could not tell which overseas companies actually bought its product category or who decided.
What was missing
- No verified list of importers and distributors for its product category.
- No view of which contacts inside each company influenced purchase.
- Export effort depended on chance enquiries rather than a plan.
What was done
Researched more than 300 companies against the manufacturer's product range and target market profile.
Screened them for fit, separating genuine importers and buyers from companies outside the category.
Identified decision-makers and contact routes in the qualified companies.
Delivered the results as a structured buyer list the sales team could act on directly.
Results
- 300+ companies researched
- 120+ qualified buyers identified
- A structured, reusable international buyer database
- A clear basis for a planned export outreach programme
Why it worked
Research came before outreach. Knowing who buys and who decides meant every later conversation started with a company that could actually purchase.
What this means for exporters
This is the work behind GlobalSDO's B2B Account & Contact Research and Export Sales Development services.