Storage, Archiving & Logistics Solutions

Customer Profile

The company provides storage, archiving and logistics solutions for use in a wide variety of industries and applications.

Challenge

With a strong brand in quality racking products, the company wanted to reposition themselves as a storage solutions provider. The driving aim was to differentiate in order to fulfil their growth ambition, and to reach influential commercial buyers ahead of specification. Target markets included food & drink, e-commerce and retail.

Solution

As a first step, Fast Track Solutions designed a prototype approach for generating leads and securing sales meetings with top decision makers in the food and drink sector. Success here led to an extension of the programme into large e-commerce and retail companies, and then the ambition stepped up. The client identified 35 top UK companies it wished to secure as major accounts, so the strategy was adapted, focussing more on high level intelligence gathering and account mapping prior to first introduction.

Results

  • Introductions with companies including Arcadia Group, Home Retail Group, British Airways, Nestle, Arla Foods
  • Pipeline revenue potential generated £8.9 million
  • New business contracts secured including Laura Ashley and Norbert Dentressangle
  • Database rich with intelligence on “right” contacts and market triggers

Client’s View

“Fast Track proved they were capable of asking intelligent questions, just as one of our own sales people would, to determine whether the prospect was suitable for visit. This has had the effect of our sales people only visiting potential customers when they want to be seen and when they have a project worth talking about, meaning that not only wasn’t our sales person’s time wasted but also the client’s time wasn’t wasted with an unnecessary meeting. They were even able to gain an appointment for us to talk with a particular customer whom we had been trying to see ourselves for a number of months without success. This resulted in a large order and the chance to discuss future potential work.”

Marketing Manager, on our Customer Relationship Management and New Business Development project