Working with a 2-Man Home Delivery Specialist, supporting a new team of Business Development Managers to provide well qualified new business appointments amongst small and medium (50+ deliveries a week) & key accounts customers amongst 2 Man Home Delivery Shippers where the shipping requirement is for (500+ deliveries a week).
Challenge:
Identify potential SME and Key Accounts for a specialist 2 Man Home Delivery Service. The challenge here is that the 2 Man Home Delivery market amongst SME shippers is still relatively fledgeling, with customers sourcing delivery methods through a variety of means, including; their transport, pallet networks, local couriers and
parcel carriers.
Critical Account Development provided a different set of challenges, including; finding the location of decision-makers, getting past gatekeepers. JEM used a variety of different strategies to address this challenge with outstanding results.
Feed Back from Client:
We have been amazed by the results generated by the team at JEM. We have seen our sales pipeline accelerate at an incredible pace, our business development managers have more than trebled their productivity with more time spent actually sitting in front of customers instead of looking for sales leads.
We selected JEM as our Telemarketing partner because of the wealth of experience they have in transport & logistics. Understanding the market has meant that JEM has been able to provide us with an immediate return on investment.
The Telemarketing Account Managers at JEM had at least 5 years Telemarketing Experience this meant that their approach is extremely mature and sophisticated. We know that if we had recruited our own telemarketing team we would have been hard pushed to find the calibre of people that they have at JEM.
The Results:
- Average 3.5 Appointments Generated Each Telemarketing Day
- Size of Opportunities – Across Tier 1 & Tier 2, SME Retailers and E-Tailers –
- The Average Size of Shipper - 300 weekly 2 Man Consignments
