Insights · Solar distribution
Taking monthly DACH sales from under EUR 100k to over EUR 270k
Channel build-out, key-account development and offer discipline for a solar distributor entering the DACH market.
- Client
- SOLARKIT Europe Kft.
- Sector
- Solar distribution
- Region
- DACH
- Timeline
- Delivered 2025
- Services
- Channel build-out, Key-account development, Offer discipline
The challenge: a market entered on price and nothing else
A distributor moving into DACH from central Europe arrives into a market that is already served, where the obvious lever is price and the obvious result of pulling it is a thin book of transactional customers who leave for the next quote.
Building a channel that survives the next price movement takes longer and looks worse for the first few months, which is why it is frequently abandoned in favour of discounting.
The approach: channel, key accounts, and a disciplined offer
The work had three parts running together. Channel build-out to create a route to market that did not depend on a single relationship. Key-account development to concentrate effort on the customers whose volume justifies it. And offer discipline, which is the least visible and does the most: knowing which business to decline, and on what basis, so the margin on the rest is defensible.
Offer discipline is where a distribution business either builds a book or buys one temporarily.
The results: monthly sales from under EUR 100k to over EUR 270k in under a year
Monthly sales moved from under EUR 100k to over EUR 270k inside twelve months. The baseline is stated alongside the endpoint deliberately: a growth percentage without a starting point is a number chosen to look impressive rather than to be checked.
That is roughly a 2.7x movement in the monthly run rate. It is a sales outcome in a growing market, and the market’s own growth is part of it. What the engagement contributed was the channel, the account focus and the offer discipline underneath.
EUR 270k+
Monthly sales, from under EUR 100k
Delivered
< 12 months
Period over which the move happened
Delivered
3
Workstreams: channel, key accounts, offer discipline
Delivered
This note covers DACH business development, recorded in the firm’s track record.