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Prospecting, lead generation and market research services for ICE, International Cargo Express, from Forrest Marketing Group

ICE International Cargo Express case study

“The objective of our campaign with FMG was to introduce ourselves to businesses in our target market. FMG were able to put me in front of around 30 new prospects. In that time we signed 2 new clients, both of who are still working with us today. FMG are well organised. They were able to structure the campaign in a way that meant that I was able to go to one appointment per day, every day. This allowed me to promote our company whilst still continuing to focus on other areas of the business. We will be running a campaign with FMG again.”


International Cargo Express – Ian McDonald

International Cargo Express provides integrated forwarding solutions. These solutions include air and sea freight forwarding and shipping, project transport services and logistics and supply chain management.


The Requirement

FMG was approached by ICE Sales Management to run a campaign setting appointments for their sales teams in Perth, Melbourne and Sydney. Appointments were to be set with companies currently importing or exporting. And those who were looking to save money on shipping costs and customs tax.


This campaign required a significant level of investigation by the sales agents to determine the right decision maker. The decision maker varied considerably depending on the size of the business.


The Results

FMG partnered with ICE for over 520 hours of calls. During this time 308 appointments made with prospects. FMG has been able to provide a consistent flow of new sales opportunities to ICE over several years.