Outsourced Sales | Construction Industry | Forrest Marketing Group

FMG Success – Construction Industry

FMG Construction Industry Case Study

Many businesses struggle to generate a consistent number of good quality sales leads that will enable them to achieve their revenue, profit and growth objectives. Those supplying products and services to the building and construction industry face the same challenges.

We have a great deal of experience in the construction industry and have generated exceptional results. We help suppliers of construction products and services achieve their sales targets through lead generation and customer engagement.

Recently we have completed 4 major campaigns targeting the construction industry. We have completed over 22,000 hours of calling. And have achieve outcomes ranging from clients surveys, appointment setting and market research.

Market Research & Appointment Setting – Plumbing Supplier

FMG was approached by one of the biggest names in plumbing supplies. They wanted to learn more about the plumbers & builders who had accounts with them. FMG constructed a market research campaign. The aim was to uncover the type of work the plumbers & builders focused on, how many tradespeople they had working for them & where they purchase their 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 unrealised opportunity. This was based on current spend with other suppliers. Face to face appointments were booked for BDMs with these higher value opportunities.

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

 

Appointment Setting – Safety Products

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

For this campaign the focus was on one product. A printed shade cloth / fence fabric – an advertising tool as well as making job sites look more professional. Our client was after assistance in booking appointments with prospects. As well as finding and nurturing longer-term opportunities.

With an introductory campaign running for 100 hours, FMG locked in 87 face to face appointments (with samples being sent out). Additionally requests for pricing which were fed back to the sales team. As well as keep in touch emails with a brochure sent to those people asking 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 clients. 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 FMG 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 can avoid waiting on hold in a telephone queue. Additionally they can enjoy the convenience of being able to access their account and order information at any time. For our client, online migration provides substantial cost savings. As well as supporting the businesses online strategy.

Due to the success of this original campaign, FMG 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. Since 2013 we have completed over 21,400 hours of calls, with almost 48,000 outcomes. This include signing up clients to the online portal. As well as completing surveys & updating client contact details.

 

Telephone Appointments – Concrete Products

FMG was approached by this supplier of aggregate, concrete, concrete pipes and other concrete products. They wanted to call through a large volume of contacts, surveying to find out who their prospects were currently buying from. As well as what they are buying. A secondary aim was to make phone appointments for their BDMs. As well as to attempt to transition them across as new preferred clients.

Over the initial 110 hour campaign, 127 phone appointments were booked with prospects not currently purchasing from our client. In addition ‘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. They also opted in to receive marketing material.

 

Market Research – Building Materials

This leading building and construction materials supplier approached FMG wanting to survey existing contacts. Their aim was to find out more about the type of work they do and ultimately arrange telephone appointments with their sales team.

A campaign was constructed opening with market research. Then depending on the answers to the questions, phone appointments were scheduled for the higher value opportunities. Over an initial campaign of 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 to stay on the database for future correspondence.

We can discuss your situation and explore strategies to help you achieve your objectives.

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