Introduction
Introduction
Kärcher is the market leader in cleaning technology and employs more than 15,000 people worldwide.
In addition to its home and garden products, it supplies a wide range of industries with professional cleaning equipment, including commercial sweepers, scrubbers, and municipal equipment.
Campaign Overview
Kärcher wanted to break into a new market – the Food and drink Manufacturing industry – where there are exacting hygiene standards and pressure to minimise production downtime.
It recognised that one of its traditional lead generation methods for B2B sales to the SME market, door-to-door canvassing, wouldn’t be effective for the Food & Drink industry.
With 2 new BDMs for this sector to cover the entire UK, Kärcher needed a way to generate qualified face-to-face meetings with Heads of QA, Operations, or Production.
Campaign Overview
Kärcher wanted to break into a new market – the Food and drink Manufacturing industry – where there are exacting hygiene standards and pressure to minimise production downtime.
It recognised that one of its traditional lead generation methods for B2B sales to the SME market, door-to-door canvassing, wouldn’t be effective for the Food & Drink industry.
With 2 new BDMs for this sector to cover the entire UK, Kärcher needed a way to generate qualified face-to-face meetings with Heads of QA, Operations, or Production.
The Process
Beanstalk sourced a database of food & drink manufacturing businesses, asking Kärcher to highlight any existing customers or prospects.
The data was then segmented into 8 geographical locations, enabling the telemarketers to cluster appointments by geography to minimise journey time. The telemarketers could see the BDM’s availability via Calendly and would book appointments directly into the BDM’s calendar as they were generated.
The call recording was provided to Kärcher for each appointment, along with previous contact history.
A three-stage pre-campaign brief process was undertaken to ensure Beanstalk’s team understood Kärcher’s product range and its application in different production environments.
Throughout the campaign, Kärcher’s BDMs and Beanstalk’s telemarketers met weekly to provide two-way feedback.
After an initial trial of 3 months, Kärcher extended the campaign for a further 3 months.
The Process
Beanstalk sourced a database of food & drink manufacturing businesses, asking Kärcher to highlight any existing customers or prospects.
The data was then segmented into 8 geographical locations, enabling the telemarketers to cluster appointments by geography to minimise journey time. The telemarketers could see the BDM’s availability via Calendly and would book appointments directly into the BDM’s calendar as they were generated.
The call recording was provided to Kärcher for each appointment, along with previous contact history.
A three-stage pre-campaign brief process was undertaken to ensure Beanstalk’s team understood Kärcher’s product range and its application in different production environments.
Throughout the campaign, Kärcher’s BDMs and Beanstalk’s telemarketers met weekly to provide two-way feedback.
After an initial trial of 3 months, Kärcher extended the campaign for a further 3 months.
Enquire Today
Let us share our experience generating leads in your sector and provide a bespoke proposal for delivering an ROI-focused lead generation campaign.
Enquire Today
Let us share our experience generating leads in your sector and provide a bespoke proposal for delivering an ROI-focused lead generation campaign.
