TTMC’s multilingual appointment setting achieves 201% of target for Ansell Healthcare Europe.

Ansell is a global leader in safety solutions and personal protective equipment, operating in more than 100 countries. The company’s mission is to protect, enhance and improve people’s lives by providing innovative, sustainable products that anticipate and prevent workplace incidents. Through continuous research, in-house material innovation and a data-driven approach to safety, Ansell helps organisations stay ahead of emerging risks, improve worker performance and support a safer, more sustainable future for industry.

Campaign objective and project background.

Ansell had previously worked with The Telemarketing Company (TTMC) on a UK campaign and was aware that the agency offered multilingual capabilities. When the need arose to increase sales activity in Czechia therefore, the company selected TTMC to deliver a targeted appointment-setting campaign with native-language support.

Overall, the goal was to adopt a more targeted, insight-led approach to business development, generating high-quality, face-to-face appointments for Territory Sales Managers with key decision-makers such as Health and Safety, Production, and Procurement Managers. The campaign aimed not only to increase visibility and brand awareness in new verticals, but also to re-engage end users operating through Ansell’s distributor network. This involved establishing direct dialogue to gauge satisfaction and identify unmet needs that the distributor may not have addressed.

Quality was the primary focus. Meetings needed to represent genuine opportunities where Ansell’s solutions could provide clear value. Success would be judged by the quality of appointments secured, with an initial benchmark of one result for every 10 hours of calling.

Project execution

As a result of a decline in the automotive sector, the focus of the campaign was on diversifying into new verticals including transportation and warehousing, energy, military, aerospace, basic metals, electronics, furniture and wood industries. Ansell supplied data covering the relevant sectors and key decision-makers in companies with over 200 employees.

A briefing session covered the brand’s product portfolio, including its newest innovation, the world’s thinnest cut-protection gloves and the AnsellGUARDIAN® safety assessment service. TTMC was also briefed on the competitive landscape and key competitor positioning so they could clearly communicate the client’s core point of difference: exceptional protection combined with comfort and usability. By explaining how hand injuries often occur when workers remove uncomfortable or bulky gloves, or gloves lacking touchscreen compatibility, agents would be able to position Ansell’s ultra-thin cut-protection range as a breakthrough solution.

Calling activity was delivered using a consultative, insight-led approach. Data was segmented by job role and conversations tailored to each persona group: focusing on injury prevention, compliance and worker comfort with Health and Safety Managers; productivity and downtime reduction with Production Managers; and cost efficiency, SKU reduction and product durability with Procurement Managers. Profiling questions were embedded throughout to gather structured insight on existing PPE usage, suppliers, selection criteria and areas for potential improvement. The aim was to uncover needs around risk reduction, cost efficiency and worker comfort, while identifying opportunities for product trials, on-site safety assessments and follow-up discussions with Ansell’s technical team.

The data varied in quality and was incomplete in some areas, so calling focused on validating information, filling gaps, and identifying the correct decision-maker contacts to create an accurate, high-quality database. This required multiple touches and careful nurture over the phone combined with email follow-ups to warm interest and keep hard-to-reach individuals engaged.

Appointments were recorded directly into the client’s CRM, supported by call recordings and detailed lead notes. TTMC’s real-time reporting portal provided full visibility of performance, while ongoing communication between client and agency created a strong feedback loop. The client and agency worked closely, sharing insights and intelligence from calling to help maintain alignment with objectives and continuously optimise the approach.

Results

The campaign has generated a steady stream of fully qualified appointments for Ansell’s Czech sales team, enabling engagement with senior decision-makers across targeted verticals. Outcomes include face-to-face meetings, discovery calls, and a warm pipeline of future opportunities, such as interest in trials, risk assessments, and product innovations.

The client’s initial KPI was one result every 10 hours, but TTMC has achieved one every 4 hours and 59 minutes, delivering 201% of the agreed target. Ansell has been impressed with lead quality and fit, reflecting the agency’s native-language skill, as well as rigorous qualification and QA processes.

Beyond appointment generation, the campaign has provided a cleansed, profiled database with over 3,000 database updates, including validated decision-maker details and email opt-ins for ongoing engagement. Structured profiling questions have provided detailed market intelligence, including:

• Current PPE suppliers, contract status and end dates.
• Satisfaction levels with existing distributors.
• Frequency and types of hand injuries reported.
• Factors influencing PPE selection and purchase decisions.
• Worker comfort and compliance challenges.

This insight has enabled Ansell to refine its strategy, understand local customer priorities, and identify opportunities in high-growth sectors such as energy, basic metals, and advanced manufacturing. The campaign has proven the effectiveness of a native language approach and provided a benchmark for expansion into other European territories, which will now form the next stage of calling.