For companies whose product is better than their sales.

My work is meant for small and mid-sized manufacturers, distributors and B2B providers. I know food and beverages best; the method isn't tied to any industry. For six typical types of companies you'll find the starting point, a possible next channel, the materials needed and the right way in.

Who it's for

Context

What these companies have in common.

A Digital Sales Studio is not an advertising agency and doesn't just deliver content. With me, strategy, sales materials and customer acquisition are built together and in the right order.

The product or range already has buyers. But sales depend on chance, referrals or a single channel. Below you'll see, for each group, the typical starting point, a possible next channel, the most common obstacle and the right way in. Plus the sales assets needed, meaning sales materials such as price lists, product pages or presentations.

The groups describe types of companies, not individual products. With food, skincare and cosmetics in particular: no promises about effects. Whatever you say has to be backed up.

B2B manufacturers and suppliers

Typical starting point

Technically strong and reliable, with plenty of work from existing customers. But new customers only come by chance and through referrals.

Possible next channel: Targeted outreach to selected companies in suitable industries.
Sales assets needed: An overview of customer problems instead of a machine list
Sales deck and examples of the product in use
Offer pages per use case
Target list and sequence of outreach messages
Typical obstacle: The knowledge is in the owner's head. There are no selling points yet that others can use too.
The right way in: Lead Research Sprint for the target list, Sales Foundation for the complete build
See the Lead Research Sprint in detail
What this could look like: view the example scenario

Food and beverage producers

Typical starting point

Very good products and loyal local customers. But sales depend on a few retailers, markets and referrals.

Possible next channel: Specialty retail, restaurants, or focused direct sales.
Sales assets needed: Positioning and structure of the product range
Trade price list with minimum order quantities
Product images and landing page
A short explainer or product video
Typical obstacle: Why people should buy the product doesn't become clear quickly enough. Quality alone doesn't explain itself.
The right way in: Positioning Sprint, the Trade Fair Sprint before trade fairs, the Sales Foundation for the build-up
Request the Positioning Sprint
What this could look like: view the example scenario

Wholesalers, specialist distributors and importers

Typical starting point

A good product range and established suppliers. But new customers come mainly through existing contacts and the field sales team.

Possible next channel: A new region or a new customer group, for example restaurants, specialty retail or corporate customers.
Sales assets needed: Catalogue and sales deck for the core range
Price list with terms for each customer group
Target list of new customers and partners
A simple CRM in which every enquiry is followed up
Typical obstacle: Many products and little time. It isn't clear which part of the range to show to which customer group first.
The right way in: Market and Brand Diagnostic, then the Lead Research Sprint for the target list
See the Lead Research Sprint in detail

Natural, skincare, and cosmetics products

Typical starting point

Carefully developed products with clear values. But online, the brand looks smaller than it is.

Possible next channel: Selected retailers, concept stores or your own online channel.
Sales assets needed: Brand message and visual system
Review of advertising claims: what can be backed up, and what needs approval?
Product images in one consistent style
B2B materials for retail
Typical obstacle: Claims about the product and its effects are legally sensitive. They need careful wording and approvals.
The right way in: Market and Brand Diagnostic, then sprint or Foundation
Start with the Market and Brand Diagnostic

Farm shops, organic farms, and regional producers

Typical starting point

Direct sales and seasonal products do well. But reach and predictability are missing, and the online presence falls short of the quality.

Possible next channel: Local restaurants, regional retailers, subscription boxes, or corporate gift boxes.
Sales assets needed: Seasonal assortment structure
Wholesale price list with terms
A simple, easy-to-maintain landing page
Product images for retail and social media
Typical obstacle: Seasonality and limited capacity. The new channel has to fit what you can actually deliver.
The right way in: Market and Brand Diagnostic, then a focused market test
Start with the Market and Brand Diagnostic
What this could look like: view the example scenario

Design, interior, and craft products

Typical starting point

Products with character and a style of their own. They sell through trade fairs, studios and word of mouth, without a fixed sales channel.

Possible next channel: Selected retailers, interior designers and other interior-fit-out professionals, or selective direct sales.
Sales assets needed: Positioning between craft and design
Prices for end customers and retailers
High-quality product images
B2B one-pager for buyers and specifiers
Typical obstacle: Between one-off pieces and series production there is no clear pricing rule. Prices and terms are decided case by case.
The right way in: Positioning Sprint or Trade Fair Sprint as an exhibitor
See the Trade Fair Sprint in detail

Self-check

Five questions before the first conversation

You don't need to prepare anything. But if you can already answer these questions for yourself, we'll get down to business faster in the first conversation.

Which product already sells most convincingly today?
Which customers buy it today, and why?
How much can you realistically produce and deliver?
What margin does a new channel need to allow at minimum?
Who on your side approves content and deals with new enquiries?

There are no points and no scoring. The questions just show where you're already clear and where we start in the conversation.

It doesn't matter how many of the five questions you can answer today.

In the initial conversation we go through your answers. We clarify whether a next step in sales pays off now and which way in fits.

Request an initial conversation

Open questions are not a problem. They are often a good start for the conversation.