Distripark sells industrial chemicals to B2B clients in bulk volumes. We came in with no fixed fee — over a year on a pure success fee model we acquired 5 clients in Czech Republic and Slovakia and onboarded them onto the B2B e-commerce platform.
Distripark sells industrial chemicals to B2B clients in volumes ranging from one to several dozen tonnes. A B2B e-commerce platform, a clear product catalogue, efficient logistics — the foundation was solid.
The problem was reach. The platform worked well on the Polish market, but expansion into Czech Republic and Slovakia wasn't happening on its own. Distripark needed someone to enter those markets with active sales — without building their own structures from scratch. They approached us with a proposal to work on a pure success fee basis.
Sales in industrial chemicals is not e-commerce — a client doesn't place an order after one email. It requires conversations, samples, negotiating terms, and time for the purchasing decision. Our goal was not just to close the sale, but to effectively onboard the client onto Distripark's platform so that subsequent orders would be placed independently.
We mapped the Czech and Slovak compounding and manufacturing markets for companies with recurring industrial chemical purchases. For each target company, we researched the buyer, decision-making process, and existing supplier relationships.
The outreach combined phone and email in Czech and Slovak, backed by clear commercial materials localised for each market. For qualified prospects, we arranged sample deliveries and technical consultations.
Over 12 months on a pure success fee model, we acquired 5 regular clients in Czech Republic and Slovakia. Each was onboarded to Distripark's B2B platform and placed their first independent orders within the first contract period.
The success fee model meant zero fixed cost for Distripark — they paid only for delivered results. From our side, it demonstrated confidence in the product and the approach.