Appointment Setting & Sales Leads
BCR Logistics Case Study
FMG has proven to be a successful choice for BCR by continually securing appointments of a high standard and supporting our internal sales team. FMG is easy to work with, routinely displaying a consistent level of professionalism and providing flexibility to support the continual improvement of the process. A motivated team which certainly does not shy away from a challenge, with their persistence ensuring an extensive pipeline for our company. I not only recommend FMG but encourage you to meet with them and see for yourself.
BCR – Commercial Manager – Darren Hann
Company Overview and requirements:
BCR is an international and domestic freight forwarding and third-party logistics (3PL) provider. They have provided Australian-based companies and multinationals with customised solutions across every aspect of the supply chain, including freight forwarding, logistics and customs-related services. Founded in 1892, BCR is still family-run and headquartered in Sydney.
The challenge BCR faced was in developing their footprint outside Sydney. They approached Forrest Marketing Group looking for a partner to help them to do this. We developed a strategy that focused on key interstate regions for BCR and developed the right messaging to open commercial relationships with prospects who would go on to become good BCR clients.
Our Appointment Setting Solution
FMG worked closely with BCR to identify the right prospects in the right regions for them. This approach required FMG to break down the potential market into industry types and to identify the industries that were most likely to require BCR’s services and who would respond to BCR’s offering. Additionally, FMG ensured the prospects were located in the right regions for BCR to service. FMG created a message with powerful cut-through that allowed our agents to engage potential prospects to in our telephone-based conversations and to deliver quality sales leads to BCR.
Appointment setting campaign results
In the first 300 hours of calling we have presented BCR’s services to over 500 decision-makers from within BCR’s target market and have generated 106 qualified sales meetings for their sales team. In addition to these sales leads, there are a further 73 longer-term prospects (MQLs) to be followed up in the coming months. Aside from the volume of leads, we have taken pride in providing high quality of appointments, many of which are with blue-chip organisations and have provided BCR with a lot of critical market intelligence on each sales lead.