Bespoke Workplace Equipment Manufacturer

Main_Bespoke Workplace Equipment

Customer Profile

Specialises in bespoke manufacture of workplace products and designed a smoking shelter specifically for NHS and private residential mental health facilities.

Challenge

Under the laws prohibiting smoking in enclosed spaces, residential mental healthcare buildings were granted a temporary exemption until July 2008. The client had seized the opportunity and designed a new high end, ligature-free shelter to meet the needs of mental health facilities. Traditionally they sold their products through distributors and needed a different strategy to reach the new markets.

Solution

Fast Track Solutions were commissioned to make introductions in the public and private sector. Working collaboratively with the client, we distilled the key messages and questions to be used in canvassing. Emails tailored to the needs of the buyer concerned were also developed for circulation. Early on we discovered the NHS to be the most fruitful sector and concentrated our efforts on canvassing all the mental health NHS trusts in-depth.

Results

  • £25 per £ invested – cost of telemarketing only 4% of revenue generated
  • 18 NHS Trusts and 2 private homes in a 5 month campaign
  • Over £2 million worth of revenue potential identified
  • £262,000 to date and a further £100,000 expected in the next 3 months

Client’s View

“I was impressed with Fast Track Solution’s understanding of the project, with their persistence in contacting elusive buyers and their free-flowing feedback on progress. Fast Track Solutions became a very effective extension to my own in-house sales team.”
Head of Sales & Marketing, on our New Business Development project