How TotalEnergies Marketing Czech Republic systematically acquires industrial B2B customers with Intedat
TotalEnergies Marketing Czech Republic s.r.o. was looking for an efficient way to systematically approach industrial companies in the Czech Republic with its portfolio of industrial lubricants, specialty fluids, and technical solutions. By leveraging the Intedat platform, the team led by Jiří Čabela was able to precisely identify manufacturing and industrial companies with a real demand for lubricants and specialty fluids. As a result, the company streamlined its sales process, improved lead quality, and established a systematic and scalable approach to managing the B2B industrial segment in the Czech Republic.
CASE STUDY:
TotalEnergies Marketing Czech Republic s.r.o.
TotalEnergies Marketing Czech Republic s.r.o. is part of the global TotalEnergies group, one of the world’s largest energy corporations.
In the Czech Republic, the company focuses on:
- industrial lubricants
- specialty fluids
- solutions for manufacturing companies
- products for automotive and heavy industry
- technical consulting and service support
Key Project Lead
Jiří Čabela
Head of Industrial Lubricants, Special Fluids & AFS CZ
Industry Department
TotalEnergies Marketing Czech Republic s.r.o.
Initial Situation
The Industrial Lubricants Department was looking for a way to:
- systematically identify manufacturing companies in the Czech Republic
- approach new industrial customers
- increase the efficiency of the sales team
- work with a relevant company database segmented by industry and company size
The primary target groups included:
- engineering companies
- manufacturing enterprises
- automotive suppliers
- food production facilities
- energy and mining companies
Traditional databases did not provide sufficiently precise segmentation by production type or technological specialization. As a result, sales representatives had to manually verify whether companies were relevant.
The Solution: aplication Intedat for the Industrial B2B Segment
The TotalEnergies team implemented Intedat, which enables:
✔️ company search by industry (keywords, production focus)
✔️ filtering by company size
✔️ regional segmentation within the Czech Republic
✔️ preparation of structured databases for systematic sales outreach
Cooperation Process
- Definition of target industrial segments
- Filter configuration by industry and region
- Export of relevant companies
- Structured and prioritized sales outreach
Thanks to this approach, the sales team could focus exclusively on companies with a high probability of demand for:
- hydraulic oils
- metalworking fluids
- greases
- compressor and gear oils
- specialty industrial fluids
Results of the Cooperation
The implementation of Intedat delivered:
🎯 higher relevance of contacted companies
📈 improved quality of sales opportunities
⏱️ significant time savings in prospecting
📊 systematic and repeatable B2B market engagement
Intedat became a core tool for continuous pipeline building within the industrial segment.
Conclusion
TotalEnergies Marketing Czech Republic combined strong product expertise in industrial lubricants with systematic B2B customer acquisition powered by Intedat.
The result is a more efficient sales process, higher-quality leads, and targeted growth in the industrial sector.
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