Supporting Nexus to expand across Europe

Who are Nexus?

Nexus (GB) Ltd were originally the UK distributors for Datakey – a rugged memory product sold in via design engineers who incorporate rugged memory into industrial-scale machinery, mainly in the agricultural, military and medical marketplaces. The Department for International Trade referred Nexus to us when they took on the Scandinavian distributorship and we completed a successful project to help them establish the business in this new territory.

The challenges?

Having helped our client establish the Nexus business in Scandinavia, with a campaign in Danish, Swedish, Norwegian and Finnish, we were asked to assist with their next expansion. Nexus took over the distributorship for Datakey in Germany and Austria but had no German-speaking staff on their team. The previous distributor had been generating quite a low level of sales and so they needed to understand the real status of the DACH market.

Our solution

Nexus commissioned us initially to interview all Datakey’s current German customers, lapsed German customers and German prospects to scope out the market, understand the existing relationships and to open a dialogue with each one.

We then managed a communication programme to engage the German audience further and when the client visited Germany, we booked an itinerary of key account meetings.

When Nexus decided they wanted a presence at the key trade show for their market in Germany, we sent our senior German-speaking business developer along with the Nexus team to support them with translation, to meet the customers and to begin building relationships.

The results

We continued to support Nexus in Germany until the level of business generated justified the investment in a full-time engineer based in Germany.

Client testimonial

 “The Call Business has given us more reach, makes us more professional and approachable for our customers because we speak to them in their language.”

Michael Barrett, Managing Director, Nexus