Develop New Markets

Sales & Distribution for Trade Goods

Your product deserves a place with the right distributors and retailers. Since 1993, PBS Sales has helped manufacturers build distribution, wholesale and retail channels in Germany and across Europe, and reach the category and product managers who decide on new listings.

Sales agency for wholesale and retail

Building Distribution Channels for Your Products

With over 30 years’ experience of developing relevant sales channels in the German and European wholesale and retail sectors, we ensure that your product and enthusiasm reach the relevant category and product managers.

PBS Sales works for three client groups:

Winning the Right Sales Partners

We identify and approach the companies that fit your product, positioning and sales strategy. Our established network and market knowledge help you reach relevant buyers and decision-makers and develop new distribution opportunities.

From Market Entry to Customer Acquisition

From market analysis to targeted partner acquisition, we will guide you through the entire process. In addition to our extensive network, you will benefit from our in-depth industry knowledge. We have successfully launched products in a wide range of retail channels, from home improvement stores and garden centers to electronics distributors.

Let us build the sales channels and customer relationships your products need to grow.

Modern European distributor warehouse with organized shelving and logistics equipment

Product Categories We Sell

We have successfully developed new customers and sales channels for products in categories such as:

  • Home improvement supplies
  • Outdoor and gardening supplies
  • Rehabilitation, medical aids and care products
  • Sporting goods
  • Stationery and office supplies
  • Automotive aftermarket
  • Electronic components

MARKET ACCESS

Our Network

Since 1993, PBS Sales has built a network of more than 6.000 decision-makers across manufacturers, suppliers and distributors. These established relationships give us direct access to industrial markets and provide a strong starting point for developing new target accounts for our clients.

Distributor Network

Team

Our Sales Experts

Our 28 sales professionals bring an average of 12.4 years of seniority at PBS Sales, combining technical understanding with long-standing B2B sales experience. They engage directly with decision-makers in management, purchasing, engineering and functions involved in investment decisions.

Meet the PBS Sales Key Account Managers

Customer acquisition in the retail sector

How We Develop New Customers for You

Step 1: Market analysis

Market Analysis

  • Determine key account manager

  • Analyze market

  • Develop sales strategy

  • Identify target customers

Step 2: Market launch

Market Launch

  • Build awareness & relationships

  • Introduce product/service to target customers

  • Identify customer requirements

Step 3: Business development

Business Development

  • Reach out to existing contacts in the network

  • Lead generation through target customer strategy

  • Qualify and follow up on leads

  • Close deals

Step 4: Key account management

Key Account Management

  • Regular contact with all stakeholders

  • Leverage additional sales potential, e.g. through upselling/cross-selling

  • Support with receivables, payments and delivery dates

  • Optional: Customer service

European Sales & Distribution Hub for an Innovative Office Tool

Case Study

From the USA to 24 European markets

A US manufacturer of innovative office products commissioned us to establish its European sales operations. We launched the products in 24 countries and built a network of 35 authorized distributors.
In addition to acquiring customers and distributors, we supported our client in setting up a European sales and service infrastructure, from warehousing to multilingual customer support.

Read more about our clients in retail and distribution.

Knowledge Library

Test the market before you build the organization

Before appointing distributors or hiring local salespeople, manufacturers need evidence that German buyers will engage with their offer. In her analysis, Sandra Berger, Head of Sales & New Business Development at PBS Sales, explains how a structured market test with real target customers shows whether Germany deserves further investment.

Browse all articles in the PBS Knowledge Library.

How Do We Test the German Market Before Investing in Our Own Local Sales Team?

Lower costs & risks

Your Benefits with PBS Sales

With PBS Sales, you choose a transparent, predictable cost structure and reduce the risks associated with your own sales team. Our hands-on sales approach supports sustainable market and customer development.

  • Our network
    6.000 contacts amongst manufacturers, suppliers and distributors.

  • Coverage of your target markets
    Germany, Europe and the USA

  • Longstanding experience in Europe

  • Win key customers
    with our proven target customer strategy

  • Lower costs & risks
    compared to building your in-house sales team

  • Experienced sales team
    with senior B2B sales expertise and industry knowledge

  • Quick market presence
    without building your own local sales organization

  • Representation with your corporate identity

  • Industry/segment-exclusive

FREQUENTLY ASKED QUESTIONS

Building Distribution & Retail Sales Channels in Europe

Define the channel strategy first, then recruit partners market by market. PBS Sales identifies distributors and wholesalers that match the product, positioning and target customers, and approaches them directly. For a US manufacturer of office products, PBS Sales built a network of 35 authorized distributors across 24 European countries.

Match the partner to the product category, price positioning and end customer. The key contacts are category managers and buyers at wholesalers, specialist retailers and retail chains. PBS Sales has developed sales channels for home improvement, gardening, office supplies, medical and care products, sporting goods and the automotive aftermarket.

Yes. PBS Sales can act as the manufacturer’s European sales office, managing partner and customer acquisition and supporting the setup of a sales and service structure. For one US client, this included warehousing and multilingual customer support.

It depends on the product. Products that need explanation or service often do better with specialist distributors, while standardized products typically reach the market through wholesalers and retail chains. Many successful market entries combine several channels. PBS Sales evaluates the options and develops the right mix.

Yes. A German brand of premium car care products commissioned PBS Sales to develop the B2B market in the DACH region. By targeting wholesalers and resellers, PBS Sales acquired key accounts and built long-term partnerships.

It depends on the channel. Distributors can often decide within a few conversations, while large retail chains usually follow fixed range-review cycles, often once a year. PBS Sales plans the approach around these cycles and agrees realistic milestones with the client.

Ready to expand into new markets?

Let’s Discuss Your Sales Potential in Germany and Europe

Tell us about your products, services, target customers and expansion plans. We’ll discuss where PBS Sales can support your new business development.

Sandra Berger, Head of Sales & New Business Development at PBS Sales

Sandra Berger
Head of Sales & New Business Development
+49 (89) 14 38 36 34
contact@pbs-sales.eu

    Detailed information on the handling of user data can be found in our privacy policy.