Customer Profile
A designer and operator of smart globally integrated supply chains.
Challenge
APL Logistics enjoy a strong brand worldwide, one associated with service quality, reliability and operational excellence.
They needed a trusted partner to help them to expand their market place by identifying potential buyers and arranging for them to meet with their new business development specialists. This would free up their team to convert new opportunities into sales and to attend to the smooth transition of new accounts.
APL Logistics’ driver for change was a desire to accelerate growth in the UK – particularly among the more prestige FTSE brands – and at the same time raise sales their game to lower the overall cost of sale.
Solution
Working in partnership, Fast Track Solutions drew up a specification of likely “best-fit” buyers and sourced suitable contact data.
Using a research-led approach Fast Track Solutions identified the buying team members within strategically-targeted organisations, and began a regular communication programme to introduce APL Logistics’ value proposition to them.
Along the way, they sought to uncover any concerns, needs and goals, planned reviews and interest in market benchmarking.
In addition, the two companies worked together to review and improve the overall sales process and practices, to ensure alignment and optimisation throughout. This included running process and skills workshops, attending sales meetings and providing individually tailored coaching.
Results
- Sales appointments arranged with qualified buyers in three of the UK’s top retailers, as well as globally renowned automotive brands, technology and manufacturing companies
- New business wins with potential account values of £1,200,000
- A robust sales pipeline which will generate opportunities for the next three years
