How Stoelting Co. successfully expand their business in europe
A century‑old US equipment company partnered with Red Box Direct to establish a European office and launch targeted campaigns, tripling sales in four years.
Executive Summary
Client: Stoelting, Chicago‑based manufacturer of stereotaxic, neuroscience and behavioural research instruments.
Challenge: After initial success in Europe, sales plateaued for five years despite growing global enquiries.
Solution: Red Box Direct hired and managed a European Product Manager, set up Stoelting’s EU sales office, designed campaigns to inform existing customers, and strengthened distributor support.
Result: European sales nearly trebled within four years; Stoelting became a leading provider in the European market.
Client Profile
Founded in Chicago nearly a century ago, Stoelting built a strong reputation in the United States for high‑quality stereotaxic, neuroscience and behavioural research instruments. As the internet opened global opportunities in the 1990s, enquiries poured in from Europe and beyond. Stoelting appointed distributors, yet by 2007 their European revenue had been flat for five years. To expand internationally without the complexity of opening a subsidiary, the company engaged Red Box Direct’s managed office model in 2008.
The Challenge
Stagnant European sales: After initial growth, Stoelting’s European sales plateaued; distributor relationships alone were not driving further expansion.
Limited local presence: Without an office or dedicated product manager in Europe, Stoelting struggled to provide timely support and build brand awareness.
Competitive market: Established competitors in Europe made it difficult for an overseas company to gain market share without on‑the‑ground representation.
Our Solution
Red Box Direct’s managed office model provided an end‑to‑end solution:
Local leadership: We recruited and managed a Product Manager in Europe to serve as Stoelting’s brand ambassador, handle local sales inquiries and provide technical support.
European office setup: We established Stoelting’s EU office, handling logistics such as office space, legal compliance, VAT registration, warehousing and fulfilment.
Integrated marketing campaign: Collaborating with Stoelting, we designed multi‑channel campaigns to announce the new European office and reassure existing distributors of continued support. This included:
Email and direct‑mail outreach to existing customers.
Localised landing pages and search‑optimised content emphasising Stoelting’s European presence.
Trade‑show participation and webinars targeting neuroscience and behavioural research communities.
Results
Within four years of launching Stoelting’s managed office, the impact was dramatic:
Sales growth: European sales nearly tripled, with direct sales showing the highest growth while distributor sales also increased.
Expanded market share: Stoelting became one of Europe’s leading providers of stereotaxic, neuroscience and behavioural research instruments.
Enhanced customer experience: Response times to European enquiries dropped from weeks to days, leading to higher customer satisfaction and more repeat purchases.
If you’re a North American life‑science equipment manufacturer struggling to grow overseas, Red Box Direct’s managed office model can help you replicate Stoelting’s success. Contact us today to discuss how we can build your local presence, manage sales and marketing, and accelerate your international expansion.