Forrest Contact Success – Construction Industry

Market Research & Appointment Setting – Plumbing Supplier

Forrest Contact was approached by one of the biggest names in plumbing supplies in Australia. They wanted to learn more about the plumbers & builders who had accounts with them but had not ordered from them in the previous two years. Forrest Contact constructed a customer survey and dormant account reactivation campaign to uncover the type of work the plumbers & builders focused on, how many tradespeople they had working for them & where they purchased their plumbing supplies. As an incentive to use our client as their supplier, a discount was offered on their next purchase.

The campaign quickly identified accounts with significant unrealised opportunity, based on their current spend with other suppliers. Face-to-face appointments were booked for our client’s BDMs with these high value opportunities.

In addition to surveys being completed, almost 850 sales leads were uncovered for our client (for either face-to-face or phone appointments). A further 107 contacts requested to be contacted in the future. Our client now has a better understanding of their clients, significant new sales opportunities and they can focus their resources more efficiently on their most profitable accounts.

Appointment Setting – Safety Products

An importer, manufacturer and distributor of safety products suited to the construction industry, approached Forrest Contact to assist in introducing their products to new prospects.

For this campaign the focus was on one product. A printed shade cloth / fence fabric – used as an advertising tool as well as making job sites look more professional. Our client wanted our team to book appointments with qualified sales prospects, as well as finding and nurturing longer-term opportunities.

Within the first 100 hours, Forrest Contact locked in 87 face to face appointments (with samples being sent out). Additionally, requests for pricing were fed back to the sales team to follow up. Prospects with a future need were sent keep-in-touch emails, along with a product brochure, for follow up by our client in future months.

Our client could focus on these face-to-face appointments knowing that these prospects were aware of their product and had seen a sample. Plus they had a future pipeline of new prospects to follow up, and a database of interested contacts they could cross-sell other products to in the future.

Client Engagement – Construction Supplier

A supplier of chemicals and equipment, approached Forrest Contact for assistance in migrating customers onto their online portal. The purpose was to streamline their ordering as well as inventory management.

Moving online meant customers could avoid waiting on hold in a telephone queue. Additionally they could enjoy the convenience of being able to access their account and order information at any time. For our client, online migration provided substantial cost savings as well as supporting the business’ online strategy.

Due to the success of this original campaign, Forrest Contact has since worked on a number of additional campaigns, including surveying existing & lost clients, with the results feeding back into existing and future marketing plans. We have completed over 21,400 hours of calls for this client, with almost 48,000 positive outcomes. This includes signing up clients to the online portal, completing surveys & updating client contact details.

Telephone Appointments – Concrete Products

Forrest Contact was approached by this supplier of aggregate, concrete, concrete pipes and other concrete products. They wanted to call through a large volume of prospect companies, surveying them to find out who they were currently buying from and what products they were buying. A secondary aim was to make phone appointments for their BDMs to meet with qualified sales leads so that they could win these prospects as new preferred clients.

Over the first 110 hours, 127 phone appointments were booked with prospects not currently purchasing from our client. In addition many ‘keep in touches’ were recorded for other contacts. These were people who were not ready to switch however wanted to be contacted in the future. These prospects were also opted in to receive marketing material.

Market Research – Building Materials

This leading building and construction materials supplier approached Forrest Contact to survey existing contacts in their database. The aim was to find out more about the type of work these companies did and to arrange telephone appointments with qualified sales leads for their sales team to speak to.

A market research and lead generation campaign was constructed.  Phone appointments were scheduled for the higher value opportunities that were uncovered. Over the first 128 hours, 114 appointments were made with new high-value prospects. In addition 126 ‘stay in touches’ were recorded for those people wanting to be contacted in the future and who were happy to remain on the database for future correspondence.

Let us discuss your situation and explore strategies to help you achieve your objectives.

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