04/05/2020 0 Comments
Cambridge Mask Company - Case Study
Business Development Campaign for a British Manufacturer and Retailer of Pollution Masks
Having worked on a business development campaign for Cambridge Mask Company previously, I was asked to come back on board to develop their distributor model as the previous incumbent had left the company and this was a function they wanted to outsource.
Given their global reach and limited resources, the global distributor model was identified as the best way to meet the demands of the market.
The challenge was to process the number of enquiries coming in as a result of their successful marketing efforts, prioritising the leads most likely to convert in the shortest time possible to facilitate their cashflow performance.
This required developing an inbound business development process to screen the enquiries so that we could identify the best ways to serve the prospects and shorten the sales pipeline accelerating those meeting the distributor criteria and converting them into orders.
The result of our collaborative efforts in the first quarter was to implement the process which resulted in:
• Separating the sales function into clearly defined roles increasing the B2B sales team to 2 additional members, which facilitated the
• Generation of US$25,000 revenue, from a
• Sales pipeline of US$100,000 in
• Territories including SE Asia, North America & Europe
These figures exclude the customer lifetime value which we worked on to develop in the first 6 months in addition to further improving the distributor proposition to maintain and grow their customer base.
Furthermore I was involved in developing the outbound business development strategy which resulted in supplying high street retailer Cycle Surgery as well as initiating discussion and trial with Brompton Bikes (a global manufacturer and retailer of their patented bike designs for urban commuters).
What they said:
"Sian worked with Cambridge Mask Co for several years as a key part of our hectic B2B sales team. She has an incredible tenacity - politely yet firmly getting engagement from prospects and closing them. She on-boarded Cycle Surgery as well as many other international distribution partners from all over the world. Our investment in her services generated returns in excess of 10x for the business. Highly recommended.
Chris Dobbing, CEO, Cambridge Mask Company