Sectors

Manufacturing and supply

A buyer comparing suppliers does not browse. They arrive with a specification, check that the firm can meet it and ask for a quote. The site has to make each of those steps possible without a phone call.

Published projects: 6 published projects
Markets of this work: Europe · France · Turkey

How industrial buyers decide

Buyers arrive with a specification in hand: a load class, a herd size, a volume, a delivery area. Capacity, certification and lead times matter more to them than photography. A page is often forwarded to a colleague who has seen nothing else on the site, so each page has to make sense on its own. Buyers compare several suppliers side by side, so the supplier that makes the match between requirement and product easiest to check has an advantage.

How we structure the site

We organise the range the way the buyer specifies it: by installation type and load class, by herd size, by the space to be protected. Capacity, certification and continuity of supply come before the catalogue. Technical documents sit on the page they belong to, not in a separate download area. We write the enquiry form to ask for the quantity, the size, the location and the date, so that the first reply can move towards a quote and does not repeat the same questions.

How they are found

Buyers search in the language of the specification: a product type with a load rating, a machine with a capacity, a material with a grade. We write one page for each idea and use the buyer’s own terms for it. Each language is a full set of pages that link to each other, not a language switch on a single page. This is how a manufacturer can be found by buyers in a market it does not yet serve directly.

What we ask first

We ask how a typical buyer describes what they need, in their own words, and which questions arrive again and again by phone or email. We ask which specifications, certificates and capacity figures the firm can stand behind, and which documents buyers ask for. We ask which markets the firm wants to reach next, and in which language. The answers decide the structure of the range, the content of the enquiry form and the order in which proof appears on each page.

Where our proof comes from

Our published work here includes lifting equipment, feed-mixing machinery, biomass supply, sports and safety netting, garment production and food wholesale. These sites were built for buyers in France, in Europe and in other markets. None of them is a UK-market build, and we say so rather than imply otherwise. They describe capability and claim no results. For a UK manufacturer we would first check how its own buyers describe what they need.

Decisions we make on manufacturing sites

Range organised by specification
Hydraulic lifts are organised by installation type and load class. Feed-mixing machines start from herd size, not from model number. Safety netting starts from the space protected: pitch, court, balcony or construction edge. In each case the buyer describes the requirement, not the product.
Capacity and certification before the catalogue
A biomass supplier’s site leads with supply capability, because an industrial buyer is judging whether the volume can be sustained, not what the material looks like. A food wholesaler’s site puts certification and delivery coverage in front of the range.
Written for buyers, not consumers
A garment manufacturer’s site was rebuilt around what a buyer evaluates: product lines, production capacity and sustainability practice. The consumer-style catalogue went, because the business does not sell through one.
Published in the buyer’s language
The same garment manufacturer is published in English for European fashion buyers, and the client keeps us on for ongoing search work. A manufacturer is found in the language the buyer searches in, not the language the factory speaks.