92 B2B LEADS FOR A MANUFACTURER OF CUSTOM ASSEMBLY LINES FOR MEDTECH
CASE STUDY
92 qualified leads, 19 pre-booked meetings at MEDICA, and 6 active commercial projects for a German manufacturer of custom assembly lines for medical consumables
Industry: Medical Manufacturing / Automation / B2B Capital Equipment
About the Client
The client is a German engineering company specialising in the design and production of customised assembly and testing lines for the medical industry. Their solutions include:
With over 30 years of experience, the company serves as a trusted partner to leading manufacturers of medical consumables worldwide. Each project is fully customized, with deal sizes typically starting at $1 million.
🎯 Project Objective
The client was preparing for participation in MEDICA, the world’s largest medical technology trade fair held in Germany. To maximise their return on this investment, the goal was to:
💡 What We Did
📊 Results
✅ Impact
💬 Client Quote
"Participating in a major trade show requires a serious investment. Thanks to this campaign, we didn’t have to rely on luck or foot traffic. We entered MEDICA with a calendar full of qualified meetings and left with six concrete sales opportunities. This process changed how we approach events."
— Head of Sales
92 qualified leads, 19 pre-booked meetings at MEDICA, and 6 active commercial projects for a German manufacturer of custom assembly lines for medical consumables
Industry: Medical Manufacturing / Automation / B2B Capital Equipment
About the Client
The client is a German engineering company specialising in the design and production of customised assembly and testing lines for the medical industry. Their solutions include:
- Automated machines for the assembly and inspection of medical-grade products such as catheters, syringes, and tubing
- Component feeding and sorting systems
- Complete turnkey production setups, compliant with international standards (e.g., GMP)
With over 30 years of experience, the company serves as a trusted partner to leading manufacturers of medical consumables worldwide. Each project is fully customized, with deal sizes typically starting at $1 million.
🎯 Project Objective
The client was preparing for participation in MEDICA, the world’s largest medical technology trade fair held in Germany. To maximise their return on this investment, the goal was to:
- Identify relevant exhibiting companies that match the client’s ideal customer profile
- Find and engage with decision-makers and influencers responsible for equipment and process optimization
- Pre-book meetings at the client's booth or at the prospect’s stand during the trade fair
- For those not attending MEDICA, arrange follow-up calls after the event
💡 What We Did
- Conducted manual analysis of MEDICA exhibitor lists to pinpoint highly relevant targets
- Researched and contacted engineering, operations, and procurement leaders via LinkedIn and email
- Customized outreach to qualify interest and secure on-site meetings
- Scheduled pre-arranged conversations at MEDICA and continued follow-ups post-exhibition
- Reactivated past connections — companies the client had interacted with before but hadn’t yet converted into customers
📊 Results
Metric | Value |
LinkedIn connections established | 389 |
Replies received | 148 |
Marketing Qualified Leads (MQLs) | 92 |
Pre-booked meetings at MEDICA | 19 |
Post-event follow-up calls | ~20% of MQLs |
Active Sales Opportunities initiated | 6 |
✅ Impact
- Greatly enhanced the ROI from trade show participation by transforming it from passive to strategic
- Reached and engaged all major players in the niche market — many of whom rarely stop by booths spontaneously
- Established a pipeline of qualified prospects for long-term follow-up, especially critical in a capital equipment industry with slow buying cycles
- Helped the client reconnect with previously cold leads and re-ignite high-value conversations
💬 Client Quote
"Participating in a major trade show requires a serious investment. Thanks to this campaign, we didn’t have to rely on luck or foot traffic. We entered MEDICA with a calendar full of qualified meetings and left with six concrete sales opportunities. This process changed how we approach events."
— Head of Sales
Want to see if we can do the same for your company? Let’s talk.
Contact us:
Tel: +43 677 63102852
E-Mail: info@turbomango.com
E-Mail: info@turbomango.com
Head Office:
2340, Neudorferstrasse 52–58, Mödling, Austria
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San Jose, USA
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2340, Neudorferstrasse 52–58, Mödling, Austria
Regional Offices:
San Jose, USA
Dubai, United Arab Emirates
Dnipro, Ukraine