Customer concentration
What share of revenue comes from your three largest customers? Check how a single buyer’s decision would affect your production load.
Article in FinnishHow much rests on three customers?New customers
for machine shops.
We find buyers and qualify enquiries technically. You quote and manufacture.
Machining · Sheet metal · Welded structures · Surface treatment
Two hours. No charge. No commitment.
Buying metal subcontracting?Sheet 02 / Fit
Is this right for your workshop?
Four conditions each way. It works like a go/no-go gauge: the left column must go, the right one must not.
Go
It fits if
- You are a metal subcontractor: machining, sheet metal, welded structures or surface treatment. Typically 5–50 people.
- Your machines have idle hours, or too much of your invoicing comes from a few customers.
- You want to quote, price and own the customer relationship yourselves.
- You can answer a qualified enquiry within three working days.
No go
It does not fit if
- You are looking for marketing: campaigns, websites or bought lead lists.
- You want someone to quote, price or negotiate on your behalf.
- Your machines are full well ahead and customer concentration does not worry you.
- The work is something other than metal subcontracting.
If even one item on the right holds, we are not the right choice. We will say so on the phone – before anyone drives anywhere.
Sheet 03 / The need
Capacity is available.
Time for sales is not.
Sales depend on existing relationships. Finding the next buyer still takes work, even when the workshop is busy.
Available capacity
Capacity cannot sit on a shelf. Measure utilisation machine by machine, then look for work that fits the hours you can offer.
Article in FinnishWhat does an idle machine cost?Use your own figuresCustomer concentration calculator · Excel, FI / EN
Sheet 04 / Services
One service to buy.
Six tools inside it.
What you buy is sales representation. Everything below is a tool within it, chosen to fit your workshop’s situation. This is how it starts:
- 01
Capacity review
Two hours on your floor. You get a capacity card and a target list with reasons. No commitment.
Start here - 02
Pilot period
An agency agreement with two weeks’ notice. We start with dormant accounts and open quotes, because results there show in weeks.
- 03
Sales representation
The same agreement continues. The focus moves to new buyers, where a cold contact typically takes 6–18 months to become an order.
What you buy
The review costs nothing. Representation costs something only once an order has been invoiced and the customer has paid. Two pieces of work, the lost quote review and the customer surveys, can also be ordered separately at a fixed price.
We open doors at companies whose parts suit your machines.
Article in FinnishWho should your machine shop sell to?We wake the customers who stopped ordering, and tell you why they stopped.
Article in FinnishWhy has an old customer stopped ordering?We fill idle machines from the second-source position.
Article in FinnishStart as a second supplierWe ask the buyers why quotes were lost, and reopen the ones worth reopening.
We chase every live quote and record the outcome.
Article in FinnishQuote sent. What happens next?We ask your customers what they buy elsewhere – and what you could make for them.
Sheet 05 / How we work
We open the conversation.
You make the sale.
The boundary is clear. We do not quote, set prices or negotiate delivery dates on your behalf.
- 01 / Ironspan
Capability review
Two hours on your floor. Machines, tolerances, certificates, lead times and whatever is standing idle.
- 02 / Ironspan
Buyer targeting
A named list of companies and people. You approve the list before the first approach.
- 03 / Ironspan
Contact and qualification
Calls, messages and technical qualification. Only the right enquiries reach you.
A technically qualified enquiry is handed to you - 04 / Your workshop
You quote
Your price, your terms, your judgement.
- 05 / Your workshop
You produce
The customer is yours. So is every repeat order after the first.
The drawing comes first.
We review machines, tolerances, certificates and lead times on your floor. You approve the buyer list before the first approach.
You can see the work progressing.
During the pilot, we track approaches, conversations, quotation requests and orders. Reporting uses your own figures.
Sheet 06 / Risk removal
What can go wrong.
And how it is prevented.
Nobody hands customer relationships to a stranger on promises. Every concern below is settled in the agreement or in the way we work, before the first call.
| Concern | How it is prevented | Where it is written |
|---|---|---|
| You get between me and my customers. | You quote, deliver and invoice. The customer’s contact details are yours from day one. | Agency agreement |
| I pay for work that produces nothing. | Representation has no monthly or start-up fee. Commission only on completed orders, due once the customer has paid your invoice. | Agency agreement, terms |
| I pay commission on my own customers. | Your existing customers are written into the agreement by name. Nothing is paid on them. | Agency agreement |
| You also represent my competitor. | We do not take two workshops from the same area whose capacity overlaps. | Agency agreement, exclusion clause |
| My name reaches the wrong people. | You approve the target list before the first approach. No mass mailing. | Approved target list |
| I get enquiries I cannot quote. | Each enquiry is qualified technically against your capacity card before it is handed over. | Capacity card |
| I cannot see what is happening. | The outcome and reason of every quote are recorded, losses included. Monthly report on open quotes. | Monthly report |
| I get locked into a contract. | During the pilot the notice period is two weeks. Accounts already opened stay yours. | Agency agreement |
| My quote history and customer list leak. | A non-disclosure agreement is signed before you hand over any material. | NDA |
What goes on the capacity card
A buyer compares the card with their own drawing. So it holds measurable facts, not adjectives.
- Processes
- Machining
- Sheet metal
- Welded structures
- Surface treatment
- Machines
- Spindles, work envelopes, controls and set-up times.
- Quality
- Tolerances and surface finishes you can hold, with evidence.
- Certificates
- ISO 9001
- ISO 3834
- EN 1090
- EN 10204 material certificates
- Delivery
- Lead times, batch sizes and free capacity, machine by machine.
Check us
Facts you can verify somewhere other than this page.
- Company
- Ironspan Oy
- Business ID
- 3652591-7 · Finnish Business Information System
- Industry
- TOL 46190, agents
- Based in
- Helsinki
The certificates are examples of what is recorded about your workshop. Ironspan neither grants nor audits them.
Sheet 07 / Terms and questions
Cost follows business.
Written into the agency agreement before the first phone call.
- BasisCommission on invoiced sales
- A percentage of what you invoice from the customers we bring. It steps down as volume grows.
- TimingPaid when you are paid
- Commission falls due once the customer has settled your invoice. We wait exactly as long as you do.
- ScopeOnly the customers we bring
- We take nothing from your existing customers. They are written into the agreement one name at a time.
- RiskYou can stop in two weeks
- During the pilot the notice period is two weeks. Accounts already opened stay yours.
Prices
| Service | Price | Basis |
|---|---|---|
| Capacity review | €0 | Two hours on your floor. No invoice, no commitment. |
| Sales representationNew buyers, dormant accounts, free capacity, quote follow-up | 10–12% | Of invoiced net value, only from customers we bring. Steps down as volume grows. Due once the customer has paid. |
| Lost quote reviewAbout 50 quotes | €1,600 | Fixed price incl. 25.5% VAT. Adjusted to company size before work starts. |
| Customer surveys | €900–1,400 | Depends on number of customers, incl. 25.5% VAT. |
If representation brings no orders, it costs you nothing.
Before you decide.
What if you get between me and my customers?
We are never between you and the customer. You quote, you deliver and you invoice. The customer's contact details are yours from the first day.
What if you do not understand what we do?
That is why the first step is two hours on your floor. We do not sell what we have not seen. If we cannot learn to read your drawings, we will say so.
What if you represent my competitor?
We do not take two workshops from the same area whose capacity overlaps. The limit is written into the agreement.
How long until the first result?
From a cold contact to an order takes six to eighteen months as a rule. From dormant accounts and lost quotes the result comes in weeks. That is where we start.
What do we actually buy?
Sales representation. The capacity review is a free first step, and the pilot period is the start of representation with two weeks’ notice. The lost quote review and customer surveys are the only fixed-price work, and both are optional.
What happens in the capacity review?
Two hours with the owner or production manager, and a walk through the shop. We go through machines, tolerances, materials, certificates, lead times and free capacity. A machine list helps if you have one. You get a capacity card a buyer can read as it stands.
What if the pilot produces nothing?
You give two weeks’ notice. No commission has accrued, because no orders came, and every account already opened stays yours.
Appendix A – References
REV A
Verified results.
Sheet 09 – The two of us
REV A
Two people. You always know which one you are talking to.
No account managers and no handovers from desk to desk. The same two walk your floor and make the calls.
Vertti Kettunen
Buyer development
Builds the target lists, contacts the buyers and books the meetings.
Aalto Lubega
Technical and accounts
Runs the capability reviews and qualifies enquiries technically.
Sheet 10 – Contact
REV A
Let us start with a free visit.
Two hours, no invoice, no commitment. We look at what your machines do and what is standing idle. After that you get a named list of companies we would go after – and the reasons.
- sales@ironspan.eu
- Phone
- +358 44 975 5565
- linkedin.com/company/ironspan-oy
- Based in
- Helsinki
- Coverage
- Finland, Sweden, the Baltics, Germany
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