How Exmet achieved sales growth in Finland with Fontakt’s support?

Introduction
Exmet Services is part of the Exmet Group and is a specialist in metal processing, offering a wide range of sheet and profile processing services. Their capabilities include laser cutting of tubes and profiles, CNC profile machining, plasma and oxy-fuel cutting, sheet metal bending, edge processing, shot blasting, and robotic welding. Each year, Exmet serves approximately 300–400 clients, around half of whom are long-term, recurring customers.

Objective
To grow Exmet Services’ client base in Finland by focusing on export expansion within the B-segment — companies with annual revenues between €5–25 million.

Activities
A targeted client database was built based on the defined ideal customer profile.

Pre-sales preparation included close alignment with Exmet’s internal strategy, refining the target audience, preparing interview and outreach processes, and creating all necessary materials for effective client communication.

A pre-sales campaign was then executed in Finland, during which:

• We contacted decision-makers within the agreed target segment.
• We mapped client needs and interest in Exmet Services’ capabilities.
• We introduced Exmet’s solutions and potential collaboration models.
• We qualified and handed over interested prospects to the Exmet team for further discussions.

Results
As a result of Fontakt’s work, valuable contacts with real interest and identified needs were generated in Finland. These prospects were further engaged by Exmet, including invitations to visit their facilities in Tallinn to explore cooperation opportunities.