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Marketing and sales support

To learn more about how we have helped businesses achieve growth, click on the titles below…

Cirrus Logistics: Long term marketing and sales support to create ongoing growth

Long term marketing and sales support to create ongoing growth.

Challenge

This logistics software provider had made inroads into its chosen markets but only on a small scale. The aim of the partners was to grow the business and AI Consulting was engaged on a retained basis to manage all the strategic and implementational marketing activity.

Actions 

  • Developed and implemented a sophisticated global PR programme including thought leadership articles and press releases
  • Defined and prioritised all the product portfolio of the company
  • Revised, redesigned and rewrote four web sites
  • Initiated e-marketing and lead generation campaigns
  • Created 20+ case studies and product sheets as an aid to the sales process
  • Became an integrated part of the Cirrus management team

Outcome

  • Cirrus Logistics main product groups CLASS and SEABERTH moved from having virtually no market awareness to being regularly featured in their related media on a global basis
  • New business leads were created from the websites and ongoing marketing campaigns
  • Cirrus has moved from a UK focus to a world-wide business
  • Cirrus was acquired by VoiteQ in 2010

Vivozoom: Internet start-up online marketing campaign and sales targeting

Internet start-up online marketing campaign and sales targeting.

Challenge

The technical development of this new Microstock photography site was well underway the main challenge was to launch the site with a competitive advantage and exploit the on-line sales channels to penetrate the market.

Actions 

  • Initiated a change in the product offering through introducing image licensing to ensure a differential advantage was created for launch
  • Identified target markets and carried out research to quantify the opportunities 
  • Developed on-line sales penetration plans for each target market sector including viral marketing SOE, affiliate programs on an international basis
  • Created branding and positioning

Outcome

  • Since launch Vivozoom has rapidly penetrated its target markets especially in the US.
  • Its differentiated advantage of licensing advantage is continuing to create a competitive edge for the site

Exel: New business account planning and prospect identification

New business account planning and prospect identification.

Challenge

The business had acquired a specialist courier company and required AI Consulting to work with the business to develop a sales focused culture combined with sales processes and increased activity.

Actions 

  • Acted as facilitator and trainer for the business development team to produce detailed and “owned” sales and marketing plans for a number of market sectors.
  • Created a prioritised sales target prospect list based on carefully considered target criteria identified during the planning stage
  • Quantified the potential sales opportunities to meet growth targets
  • Redeveloped an existing customer management system to increase efficiency

Outcome

  • Eight sector plans were developed and were implemented by the business development team
  • Sales targets were set up for each sector and the sales programme implemented
  • Established an existing customer contact programme to exploit organic growth

Wincanton: Creation of sales and marketing collateral

Creation of sales and marketing collateral.

Challenge

Wincanton needed to create a wide range of sales support material for several new initiatives but had limited resources.

Actions and Outcome

The following material was researched and written:

  • A white paper on Collaborative Logistics
  • A series of thought leadership newsletters aimed at the FMCG market
  • A package of product sheets each defining the service offered
  • A winning entry for the SHP IOSH health and safety award