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B2B Marketing Case Study: Manufacturing - vehicle tyre supply

Smart Contact Telemarketing, Appointment Making, Data Cleansing, Intelligent Profiling, Inbound and Outbound Call centre Sector: Vehicle tyre manufacture and supply tyres manufacturing marketing case study
Marketing Services
provided by SMART:		 Qualified Appointment Generation | Data Cleansing & Management
Data Sourcing | Intelligent Customer Profiling
Target Market: Company Directors | Transport Managers | Logistics companies
Warehouse & Transport companies | Industrial vehicle leasing

Client Overview:

This Blue Chip client is an internationally recognised brand in the manufacture and supply of vehicle tyres. It is active on all continents, in more than 170 countries. SMART successfully won the contract to support the launch of a new design of tyre aimed specifically at the forklift market.

Marketing Campaign Objectives:

  • Profile the market
  • Intelligently profile and cleanse raw customer data, to create and maintain a verified database of key decision makers
  • Identify new prospects and generate new sales leads
  • Provide a telemarketing service to increase awareness of the client's product and brand
  • External sales support to establish brand awareness and sales
  • Qualified appointment setting and diary management to ensure efficiency of sales time
  • Generate a consistent flow of sales opportunities in line with projected target
  • Nurture a pipeline of longer term sales lead generation opportunities on behalf of the client, ensuring that each prospect receives appropriate follow up collateral and call backs at the agreed intervals
  • Provide measurable campaign results and integrate with the client's existing CRM system

The client's business objective was to firstly pilot a campaign to explore and profile this niche market within the UK; Secondly to raise awareness of the new product in a highly competitive field and to convert forklift truck operators within this niche market to use the client's new product instead of their existing tyres. Furthermore, to identify other sales opportunities for other products within the client's portfolio.

Results of Marketing Campaign:

  • Engaged with decision makers within the target audience
  • Profiled, captured and analysed valuable market intelligence
  • Delivered high quality pre-qualified sales appointments with key decision makers
  • Identified warm leads with potential to deliver new and future business growth.

SMART intelligently profiled the client's existing database to identify and target customers whose forklift trucks met the criteria for the new product. Additionally, prospects were profiled in relation to other potential business opportunities they represented for the client.

SMART supported the growth of this client, and the successful launch of its new product in a niche market, by delivering high quality pre-qualified sales appointments with key decision makers. We primarily identified the demand for the new product and then for other products within the client's portfolio. The fully cleansed, profiled database of prospects provides a valuable sales asset for the client, with an on-going pipeline of fully profiled sales opportunities for other areas of the client's portfolio.

Following the success of SMART's marketing campaigns, we continue to support the client and deliver flexible on-going programmes..

Want to know more about SMART Marketing?

More info about SMART telemarketing- 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.

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