Customer Profile
Dexion provides storage, archiving and logistics solutions for use in a wide variety of industries and applications.
Challenge
With a strong brand in quality racking products, Dexion wanted to reposition themselves as a storage solutions provider.
The driving aim was to differentiate in order to fulfil their growth ambition, and to reach influential commercial buyers ahead of specification. Target markets included food & drink, e-commerce and retail.
Solution
As a first step, Fast Track Solutions designed a prototype approach for generating leads and securing sales meetings with top decision makers in the food and drink sector. Success here led to an extension of the programme into large e-commerce and retail companies, and then the ambition stepped up.
Dexion identified 35 top UK companies they wished to secure as major accounts, so the strategy was adapted, focusing more on high level intelligence gathering and account mapping prior to first introduction.
Results
- Introductions with companies including Arcadia Group, Home Retail Group, British Airways, Nestle, Arla Foods
- Pipeline revenue potential generated £8.9 million
- New business contracts secured including Laura Ashley and Norbert Dentressangle
- Database rich with intelligence on “right” contacts and market triggers
