The Lead Generation Agency Built for Manufacturers
Lead Generation for Industrial & Engineering Manufacturers IndustrySpan generates qualified leads for industrial and engineering manufacturers across Europe. Not a generalist agency running the same playbook on a valve manufacturer that it runs on a software company. A specialist partner that understands 6–18 month sales cycles, multi-stakeholder technical buying groups, and why your enquiries have […]
B2B Marketing Strategy for Manufacturers That Drives Pipeline
Quick answer: A B2B marketing strategy for manufacturers rests on four pillars: positioning that states a specific technical advantage rather than generic quality claims, content that answers what technical buyers actually search for, a channel mix matched to a long multi-stakeholder buying cycle, and measurement that tracks qualified enquiries and pipeline rather than impressions. The […]
Lead Generation for Engineering Companies: A Practical Playbook
Quick answer: Engineering companies generate qualified leads through four channels that compound: technical content that ranks for the specific problems engineers search, LinkedIn used for expertise rather than broadcast, webinars and technical events that qualify by attendance, and a systematic follow-up process for trade-show and inbound enquiries. Generic B2B tactics fail here because the buying […]
How to Structure a Distributor Agreement (Clauses That Protect You)
This article is general commercial guidance, not legal advice. Distribution law varies significantly between EU member states, and several impose mandatory protections that override contract terms. Have any cross-border distribution agreement reviewed by a qualified lawyer in the relevant jurisdiction before signing. Quick answer: Every distributor agreement needs the same core sections: parties and products, […]
How to Appoint a Distributor Abroad: Step-by-Step
Quick answer: Appointing a distributor abroad follows five steps: define the territory and target partner profile, run structured outreach to a shortlist, qualify candidates against fixed criteria, contract with explicit performance terms, then onboard with a technical training and enablement plan. Each step should produce a written artefact, so the process survives the departure of […]
How to Find & Appoint Industrial Distributors Abroad (Full Guide)
Quick answer: Manufacturers find and appoint distributors in three stages. Source candidates through trade associations, sector trade fairs, national export agencies, customer referrals and competitor channel mapping. Vet them against a fixed checklist covering technical capability, existing portfolio, financial stability and channel reach. Onboard them with a written agreement containing performance targets and a structured […]
Exporting to the EU After Brexit: A Manufacturer’s Compliance Guide
Quick answer: Since 1 January 2021, EU sales are exports. That means four compliance essentials: customs declarations on every consignment, proof of origin to claim zero duty under the Trade and Cooperation Agreement, a resolved import VAT position in the EU, and a separate EU regulatory track for product compliance including CE marking and REACH. […]
How to Get CE Marking: A Manufacturer’s Step-by-Step Guide
Quick answer: CE marking is a manufacturer’s declaration that a product meets the applicable EU health, safety and environmental requirements. The process has six steps: identify every applicable directive or regulation, identify the harmonised standards, verify the product against the essential requirements, decide whether a notified body is required, compile the technical file and sign […]
Export Documentation Checklist for Selling Into the EU
A container sitting at the border for three weeks because of one wrong field on a commercial invoice is not a logistics problem. It is a customer-relationship problem, a cash-flow problem, and — the third time it happens — a reputation problem. Quick answer: Exporting into the EU requires a core document set: a commercial […]