impactio-logo-bianco

impactio-logo-full-bianco

impactio-case-history-superare-le-barriere-di-mercato-con-la-giusta-consulenza-strategica

The client company, an international leader in the packaging sector and in adhesives for lamination, operating in over 32 countries, faced a significant challenge in the Maghreb some years ago—one that eventually required our intervention to overcome.

The use of local agents and distributors, combined with little care in handling technical information in the target markets, had created a wall of distrust as well as commercial deadlocks that called for a new and more effective approach.

Our intervention

The turning point came when the company decided to rely on our strategic consultancy. We immersed ourselves in the reality of the market with a radically new approach.

We established a systematic communication method with each individual customer, with the aim of building meaningful relationships to solve issues related to specific projects or broader matters, supporting our partner with all our expertise right from the first negotiations, with the goal of strengthening trust and collaboration.

We also enhanced and renewed the image of our client by preparing a shared communication plan, tailored to the goal, enabling stakeholders in the target market to clearly perceive the company’s expertise and distinctive strengths.

Thanks to in-depth knowledge of local stakeholders, we were able to propose alternative products tailored to the client’s needs—more competitive yet equally high in quality—developed by an outstanding and highly skilled chemical laboratory, a true flagship for our partner.

By paying attention to every single communication step, combined with a meticulous technical and commercial effort, the situation was able to normalize rather quickly.

Key aspects

  • Lack of direct feedback: a major communication barrier was the absence of a direct and transparent channel between the company and its customers in the Maghreb. We discovered that, although numerous product tests had been carried out, the results did not meet the expectations of the local market. However, an even greater problem was that this crucial information was not being effectively communicated to the parent company. This prevented key stakeholders from understanding and acting on essential feedback, leaving them unable to make the necessary improvements.
  • Non-competitive proposals: it became evident that the economic conditions offered by the company were not competitive or appealing for customers in the Maghreb. Despite this negative perception, local customers were hesitant to openly share their opinions about the inadequacy of the offers. This lack of open dialogue prevented the company from restructuring its proposals to make them more attractive.

Results

Our careful and thoughtful approach proved to be an important strategic lever, representing a decisive turning point for the company and enabling it to showcase its full potential while progressively earning the trust of its customers.

The increase in sales volumes was steady and tangible. Impactio guided this partner through the process, demonstrating how crucial attentive, personalized consultancy and continuous monitoring of market dynamics truly are.

This case highlights the vital importance of constantly listening to the customer—something that Impactio actively pursues every day.

Sharing and communicating every single issue promptly and accurately in order to achieve customer satisfaction is the key to seeing commercial efforts lead to growth, greater brand awareness, and market appreciation, with results that are solid even on an international scale.