Customer success story

Zehnder Clean Air Solutions Case Study



Consultative approach and proactive management of telemarketing campaign leads to high conversion rates and dramatic growth in orders.

Zehnder Clean Air Solutions provide solutions for environments with especially high dust levels in sectors such as logistics, manufacturing, food production, warehousing and recycling.

The company produces high performance and energy efficient air filtration units which remove and control high dust concentrations by 60-80% within industrial applications. They can benefit customers by reducing cleaning costs, assist in meeting health and safety and hygiene standards, and generally enhance the overall working environment for employees. Additional benefits include decreased machinery maintenance costs, reduced product contamination and the improved performance of HVAC and dehumidification equipment.

Zehnder Clean Air2

Project background

Zehnder Clean Air Solutions approached The Telemarketing Company as they weren’t satisfied with the performance and reliability of their existing UK agency. They had used telemarketing successfully across Europe but were struggling to gain traction in the UK. The project had halted on several occasions due to sickness and general resourcing issues and the company was, therefore, looking for a more reliable, consistent service and an agency with the agility to scale up and down as required.

The Telemarketing Company and one other agency were invited to take part in a 12 week trial to generate face to face appointments with decision makers including Health and Safety Managers, Operations Managers and Maintenance Managers for the regional sales team in the West Midlands. Superior results achieved by The Telemarketing Company during the trial period, in addition to the agency’s highly consultative approach, led to the decision to appoint them to the project.

Project execution

Data was supplied by Zehnder Clean Air Solutions and a briefing session set up to train telemarketers on their proposition, target audience and overall strategy. To avoid previous issues with resourcing, additional telemarketers were trained to ensure there would always be back up in the case of sickness or absence. Call recordings in the early stages of the campaign ensured that the campaign performance was refined and optimised early on. Call recordings were provided with each outcome, together with proactive suggestions on how the call could be improved and an invitation for feedback from the client, which was readily reciprocated. This consultative approach very quickly established a solid process of continuous improvement to campaign performance.

Following the strong initial results, the campaign has now been extended to cover three sales territories in the UK, with further extensions planned during 2016. The initial relationship with the client’s Senior Consultant has been broadened to include the National Sales and Regional Sales Managers, with the agency now working as an extended part of the sales team. There is a solid flow of communication between both teams, sharing of new contacts and a clear escalation process for issues encountered to ensure speedy resolution.

Results

Telemarketing is an integral part of Zehnder Clean Air Solutions’s strategy to develop the previously untapped potential within the UK market and the strong working relationship with The Telemarketing Company has been fundamental to the success of the campaign and the strong results achieved to-date. Decision makers in these industries are generally harder to reach as they are not typically desk based, but once they are reached, conversion to appointment at 20% has been very high for the campaign to-date and, from having little traction in the UK, orders are now growing dramatically. An investment of around £22,000 has resulted in 155 appointments and average cost per appointment of £142.00.

“We are very happy about having found a valuable partner in The Telemarketing Company and we plan to increase the engagement with them in the near future. We see telemarketing as a key part of our strategy and so far we value The Telemarketing Company as one of the best examples we have in Europe of successful cooperation with such a partner.”
Senior Consultant, Zehnder Clean Air Solutions

Our full range of telephone services

Data Services

Do you want to improve data quality, increase marketing ROI, and ensure GDPR compliance?

Data Cleansing
Data Cleansing
Expert data cleansing creates clean, accurate and compliant data that matches your target audience
Read more
Data Enrichment
Data Enrichment
Data enrichment delivers the insight needed to connect better with your target audience
Read more
Email Opt-ins: GDPR
Email Opt-ins: GDPR
Boost engagement and ROI with consent based communications
Read more

Pre Sales Research

Do you need actionable insight to inform your sales and marketing strategy?

Pre Sales Research
Pre Sales Research
Arm your sales and marketing teams with clear customer intelligence and accurate data.
Read more

Telemarketing

Want more opportunities to drive revenue?

Lead Generation
Lead Generation
High-quality lead generation at every stage of the customer journey
Read more
Call Handling
Call Handling
Professional outsourced customer service. We can provide your customers with an expert, personalised service – making every interaction count
Read more
Appointment Setting
Appointment Setting
Successful appointment setting requires meaningful human interaction with senior decision makers
Read more
Lead Management
Lead Management
Drive value by improving lead flow, quality and conversion
Read more
Event Marketing
Event Marketing
Strategic event marketing can generate higher demand and deliver greater value.
Read more
Lead Qualification / Nurture
Lead Qualification / Nurture
Move leads through the funnel more strategically with our expert lead qualification and lead nurturing services
Read more

Sales

Is your sales strategy driving the results you need?

Telesales / Inside Sales
Telesales / Inside Sales
The quality of your Inside Sales skills can be a key differentiator in a competitive market.
Read more
Account Based Marketing
Account Based Marketing
Smart account based marketing helps to increase profitability, reverse churn and increase customer lifetime value.
Read more

Post Sales Research

Is your customer intelligence keeping pace with your business goals?

Welcome Calls
Welcome Calls
Read more
Customer Satisfaction
Customer Satisfaction
Measure customer satisfaction and gain a more nuanced view of your customers’ experiences through phone-based surveys.
Read more
Treating Customers Fairly / Compliance
Treating Customers Fairly / Compliance
An FCA authorised and regulated business, our expert team can help you meet your TCF compliance needs with greater confidence and increased customer insight.
Read more

Related success stories

Awards and Accreditations

AA-ISP
Financial Conduct Authority
ICO
Investors in People
IQCS
ISM
ISM Recognised Centre
ISO 9001
Level 4 PCI Compliance
MRS Evidence Matters - Company Partner
DMA member
The Business Marketing Club
Brighton Living Wage
B2B Marketing - Top B2B Telemarketing Agency
TPS

Make an enquiry

The Telemarketing Company can help with all of your sales and market research needs. We look forward to hearing from you.

Call us on 01273 765 000
or email us at info@ttmc.co.uk

Visit us at:
The Telemarketing Company
26-27 Regency Square
Brighton
East Sussex
BN1 2FH