B2B Marketing Case Study:
Warehousing & Logistics Marketing Case Study

	Sector:	Warehousing & Logistics
	Marketing Services provided by SMART:	Prospect Sourcing \| Data Cleansing \| Appointment Generating \| Customer service call follow up Diary maintenance \| Inbound Call Handling & Mail Fulfillment \| Data Validation
	Target Market:	Companies with an annual spend of £250,000 to £1,000,000 on logistics.

Client Overview:

This Blue Chip client is one of the world's leading logistics providers. They are a global organisation providing seafreight, airfreight, warehousing, rail and road contract logistics solutions. They provide warehousing facilities and storage for chilled and frozen products throughout the UK; with a nationwide network of forwarding and logistics offices to meet the increasing global customer demand.

Marketing Campaign Overview:

To establish the viability of a new site
To intelligently profile and cleanse existing customer data, to create and maintain a verified database of key decision makers
To source new business opportunities of real value
Provide a telemarketing service to raise awareness of the client's service within the target geographical area
To generate a consistent flow of qualified business lead generation (with on-site and off-site appointments) for the client's business development team
To provide a pipeline of longer-term sales lead generation opportunities on behalf of the client, ensuring that each prospect received appropriate follow-up collateral and call backs at agreed intervals

This was a highly focused campaign to identify customer demand for specific distribution sites within the UK, targeting specific industry sectors. The client needed to establish if prospective customer demand would justify the cost of planned expansion and the development of new distribution/warehousing facilities.

Marketing Campaign Outcome:

Enabled the client to expand its operations and enjoy on-going business growth
Reached target key decision makers and increased brand awareness in a key market area
Increased ongoing pipeline visibility
Identified an untapped market for the client's service
Provision of a verified database of key decision makers

This pilot campaign was devised to initially evaluate market potential. SMART efficiently identified where the potential was and established the viability of opening a new site within the UK. This was successfully achieved by intelligently cleansing the client's database and maximising the opportunities within the existing accounts. By continually profiling throughout customer contact conversations, SMART has delivered in-depth customer intelligence which has enabled the client to efficiently adapt its service to successfully fulfill more customer demand.

SMART provides a controlled environment with established proven processes in place to nurture and build business relationships over a long period on behalf of its client. The client's organisation has predominantly contractual term based business and typical accounts range from £5M-£50m. The main objective and successful outcome of this marketing campaign has been to nurture long term business relationships and build a firm foundation upon which future business can be developed. We have helped to identify customer demand and successfully supported business opportunities for the client.

Want to know more about SMART Marketing?

- SMART's holistic approach to B2B marketing delivers high quality, ROI, measurable results and significant growth for our clients' businesses. Each campaign is tailored to meet the client's total requirement, utilising SMART's telemarketing, intelligent data cleansing and customer profiling expertise. Call us now for a chat on 01270 503291 to discuss how we can help develop your business growth or email us and we'll contact you at the best time that's most convenient for you.