6 M€ in contracts in nine months

Whoever asks first wins the deal

Heinon Tukku sells mainly to hotels and restaurants. In restaurants, new companies appear daily, and a new restaurant almost always needs a wholesale partner, so the supplier who asks first tends to win the deal. The same timing problem applies to the existing customer base: when a customer opens a new place of business, especially a larger hotel or restaurant, the wholesaler needs enough warning to adapt its purchases. Some opportunities went undetected.

I’ve acquired several new accounts by following the reports of new companies from Vainu. In this business, being the first is being the winner!

Track new companies and signals

Oskari Lammi, a former Gigantti employee and a Vainu veteran, joined Heinon Tukku as Key Account Manager. One of the first things he did was suggest his manager take a look. Vainu presented to Heinon Tukku’s management, and a week after Oskari started, the company began using Vainu. He keeps track of newly founded companies in his chosen industry and gets to them first. The team also follows signals from current customers and acts on them, for example when a customer opens a new place of business. Oskari watches the accounts he would like to have as well, and has won a deal after being notified that one of them changed owner. The team finds up to 60 leads a month, conducted 450 Vainu-originated meetings over the nine-month period, and spends up to 50% less time on sales prospecting.

In a few cases, I’ve received notification of change of ownership at a company I’d like to have as a customer and won a deal after contacting the new owner.

Oskari Lammi, Key Account Manager at Heinon Tukku