This business caters to a very niche audience who are looking for used heavy machinery. This includes lorries, buses, construction machinery, agricultural machinery, forestry machinery, etc. It’s mostly B2B, which a small portion of sales coming from B2C (e.g., farmers and self-employed transportation specialists).

We were tasked with a simple mission: increase international market share and increase the number of sales we make. 

We divided the tasks between us and Machineric, where they took care of the web development side, and wrote the code for the new CRM system. It was our job to do marketing, customer research, market research, and manage everything to do with demand generation. 

For this task we used the following platform stack: 

• The Machineric CRM and sales platform.
• Highly targeted social media adverts.
• PPC ads on various platforms. 
• Display and video ads as part of remarketing. 
• Email marketing to develop customer relationships.

We started with research to create client profiles and A/B test our hypotheses. Our next step was building a customer acquisition journey that would target relevant pain points each step of the way. Then we tested this on our international markets, made necessary tweaks to customer profiles (based on data we received during market penetration campaigns), and started scaling out efforts. 

With many steps of this process being automated, we were able to scale effortlessly. With KB Auto hiring new sales development specialists to manage the increased number of leads and enquiries that were coming in, we were able to focus on growing our presence without any major hiccups. 

Our collaboration continues and our focus remains on growing the business to be even more successful than it is today.