How KB Auto Grew by €23 Million in Two Years

The Brief

KB Auto is Scandinavia's largest used heavy machinery dealer, serving customers worldwide. In partnership with Machineric, we grew KB Auto's revenue by €23 million over two years.

The brief was to:

• Grow market share in key export markets across Europe, the Middle East, Africa, Asia and South America.
• Build a more efficient CRM and website to enable faster sales service and higher conversion rates (handled by the Machineric team).
• Create a more thorough and effective marketing strategy, including build and management.

The Challenge

KB Auto serves a very niche customer looking for a specific type of used heavy machinery — trucks, buses, construction equipment, agricultural machinery, forestry equipment and so on. The majority of sales are B2B, with a small portion B2C. Our task was straightforward: grow international market share and sales volume.

We split responsibilities with Machineric — they handled web development and the new CRM system. We handled marketing, customer profile creation, market research and the entire enquiry system build.

How We Got There

• Precisely targeted social media ads.
• PPC campaigns on Google Ads and Microsoft Bing Ads.
• Display and video ads for retargeting.
• Email marketing automation builds.

We started with market research to build customer profiles and A/B test our hypotheses. Next, we mapped the customer enquiry journey to address pain points at every stage. We then tested the strategy in international markets, updated customer profiles based on launch campaign data, and scaled activities in line with budget and results.