从零到250+家门店
历时两年。

初始情况

MDC.pl是一家产品扎实、网店运营良好的床垫制造商。公司在SEO和付费广告上投入了大量预算——但纯电商增长已触及天花板。

The conclusion was simple and correct: a mattress is a product you need to lie on. No online banner can replace that. MDC needed physical retail points — stores where customers could test the product before buying.

公司没有销售部门，没有与实体店合作的B2B销售经验，也没有建立大规模向零售网点配送床垫的物流体系。

我们的工作

我们以外包销售部门的身份介入——采用销售总监即服务模式。我们从零开始建立体系：招募一线销售人员、建立门店潜客名单、搭建CRM、制定B2B报价和定价方案。

• 1
  Building the sales team — recruitment, onboarding and management of a 3-person field team. Everything reported to MDC through one point of contact: us.
• 2
  Active sales to furniture stores — we targeted furniture retailers in small and medium towns across Poland. Two vans on the road covered 120–140k km per year.
• 3
  Logistics included — mattresses are oversized goods. We took ownership of deliveries to partner stores using our own transport. MDC received one invoice for everything.
• 4
  B2B client management — we handled ongoing communication with partner stores: orders, complaints, display support.
• 5
  Hotels & student residences campaign — in parallel, we ran active outreach to hotels and student accommodation in Poland and selected EU countries, opening an additional sales channel.

成果

两年内，我们在波兰各地家具店建立了超过250个活跃零售网点的网络。MDC从纯线上业务转型为具有强大线下存在的混合模式。

与此同时，我们在波兰和欧洲获取了十余家不同规模的酒店和多家学生公寓——这是核心零售网络之外的新销售渠道。

"一张发票包揽一切"的模式被证明是MDC的核心价值所在。他们不需要管理4-5个服务提供商（HR、物流、CRM、销售管理），只需管理一个合作关系。