Successful promotion sales thanks to digital distribution channels

A promotion by thyssenkrupp Schulte shows that in materials distribution, too, special offers can be a promising means of increasing sales.

Sales promotions with good success thanks to digital sales channels

Many wholesale and retail shops have now reopened their doors and provide numerous tentative offers to potential clients to increase consumption. That such promotions can also be a promising approach of increasing sales in the materials distribution industry is shown by the special sales campaign launched by thyssenkrupp Schulte. During a two-week promotional period from May 26 to June 9, 2020, our customers were offered a total of almost 600 items from all divisions (rolled and stainless steel, tubes and pipes, and nonferrous metals) at special reduced prices.

Sales growth through all sales channels

Right on the first day the initiative showed positive results: The promotional materials on offer generated almost three times the regular sales volume. The demand for stainless steel sheets was particularly high. On average, thyssenkrupp Schulte was still achieving twice as good sales with the advertised articles over the campaign period as before, which means an increase in the million range. In addition to promoting the materials via the sales staff in our branches, thyssenkrupp Schulte’s digital sales channels in particular proved to be the decisive success factor. Both via the automated ordering option SmartOrder and the B2B online shop, a significant increase in sales was achieved with the promotional items - even up to ten times the normal volume.

Exploiting further potential

With the special sales campaign a successful step was taken on the way to increasing sales as well as inventory management. This is due, among other things, to the good collaboration and coordination of a wide variety of central and decentralized units from divisional management, Marketing, Pricing, Procurement, Controlling and the B2B shop team. Detlef Schotten, managing director of thyssenkrupp Schulte, is pleased about the successful campaign and underlines: "In the current situation we have to use all available levers to fully exploit our sales potential and thus consistently optimize our performance".