CASE STUDY
From Two Clients a Year: 14 Interested Buyers in 4 Weeks
How a Belgian sourcing network reached European fashion brands it had never spoken to.
  • 14 Interested Buyers
  • 5.3% Reply Rate
  • 4-Week Pilot, Europe-Wide
About DTO Fashion
DTO Fashion is a Belgian garment sourcing network with offices in Mumbai and Dhaka, producing apparel for European fashion and activewear brands.
  • Solution
    B2B Sales Engine
  • Industry
    Apparel & Fashion
  • Headquarter
    Kortrijk, Belgium
  • Company size
    11-50
Challenges
  • One or Two Clients a Year
    New business came from cold calls, trade fairs and referrals, producing one or two new accounts in a year.
  • An Eight-Month Sales Cycle
    From first contact to payment ran roughly eight months: development, sampling, production and shipping.
  • Volume Decides Fit
    Below roughly five hundred pieces per style and colour an order is not profitable, so most inbound interest was unusable.
  • No Agency Experience
    A previous paid attempt at outside acquisition had delivered nothing, which set the bar for trusting another agency.
Solutions
  • One Sharp ICP
    European fashion and activewear brands that source garment production, filtered to those plausibly above the minimum order quantity.
  • The Qualifier in the Message
    The five-hundred-piece threshold was written into the outreach itself, so unsuitable buyers self-selected out before replying.
  • Europe-Wide Reach
    All of Europe including the UK in English, rather than one country, to find enough qualifying buyers at that volume.
  • Assets Handed Over
    At the end of the pilot the client received the full prospect list and every email sequence to reuse.
Results
“We used to win one or two new accounts in a year. Four weeks of outreach left us with a good number of connections we are now working on and developing.”

Laurent Delfosse,
CEO at DTO Fashion
  • 14 Interested Buyers
    Above the five-to-ten range projected for a pilot of this size.
  • 5.3% Reply Rate
    84 replies from 1,582 prospects approached in four weeks.
  • Channel Proven in Four Weeks
    A segment the client had never reached by email responded at a workable rate.
  • Pipeline Still Open
    The client reports a number of connections from the pilot still in development.
Resources Allocated by UltB
Each client requires an individual approach and dedicated resources. For DTO Fashion, we have comprised a team that worked on every aspect of this project:
  • Dedicated Campaign Manager
  • Customer Success Manager
  • Interested Reply Manager
  • Technical Infrastructure & Deliverability Expert
  • Admin and Operational Comms Specialist
  • Internal Expert for Sales Call Reviews
Ready to see results like these? Book a call now!