STAKA is a leading supplier of high-quality roof access hatches and has been supplying a range of products for over 50 years.
At the early stages of their UK growth, STAKA required a physical presence to enhance credibility and their accessibly to their UK audience. This required a UK sales office.
Opening an in-market office can be costly and time consuming. It requires careful consideration and investment into premise, equipment and the recruitment of experienced staff.
To overcome these risks, in May 2014, JMB Partnership was selected to act as the inbound sales office to increase revenue growth, act as a technical help desk and the UK sales office for STAKA.
A full understanding of STAKA’s product range was fundamental. In the early stages of any project we ensure meetings are held between both parties to establish clear goals from the start. In STAKA’s case, this was inclusive of product training in the Netherlands.
The information agreed in these meetings formed the basis of the Project Initiation Document; a repository of relevant information including company background, their product/service, project goals and targets; ensuring that all work is carried out in line with client expectations; providing peace of mind to all project stakeholders.
The project was to ensure that incoming calls, emails and online enquiries were dealt with. Providing technical assistance, quotations and subsequently processing orders in a professional manner in accordance with STAKA® internal processes.
In addition, JMB also to followed-up quotations both from manual and online enquiries. This was to ensure that quotations were being tracked as to their “live” status to enhance sales conversion.
JMB conducted this activity, whilst simultaneously targeting the wider market place to increase STAKA’s market reach and increase UK sales.
Within 6 months the number of UK inbound telephone enquires had increased 10 fold – simply by having a direct UK telephone number and providing greater accessibility for STAKA UK clients.
Due to the success of the model, STAKA doubled their investment in the UK Sales office within 6 months of implementation.
Today, the JMB Team is the face of STAKA UK and manages all UK sales enquires, sales generation, technical support and operations; and is an integral element of STAKA’s business model and international operation.
One of Turkey’s largest and most prestigious Chambers of Commerce appointed JMB to deliver a 3-day mission for a select consortium of 15 of their members.
Focusing on the textile and fashion sector, the mission’s objective was two-fold. Firstly, to educate and immerse the delegation in UK’s buying culture, the buying process and enhance the delegation’s understanding of how to do business in the UK.
The second objective was to create a tailored programme for each delegate to meet with UK buyers whom were fully qualified and presented a viable opportunity to do business.
Working closely with our client, JMB devised a highly targeted agenda.
As a first phase JMB conducted a thorough Market Insight report to identify key opportunities and illustrate the marketing landscape.
JMB then travelled to Istanbul to present these finding and conduct a workshop session to educate the delegation and enhance the development of their export strategies.
During this trip, individual briefing sessions with each participating company were conducted.
These 1-2-1 briefing sessions defined individual objectives and the company’s prospect profile, thus ensuring that each delegates requirements were addressed and matchmaking activity as effective as possible.
Once the briefings and market research had been conducted, JMB initiated an outbound telemarketing campaign to recruit prospects that matched the delegate criteria.
Prospects were approached to establish suitability, interest and level of commercial opportunity. If prospects met the specified criteria, they were offered the opportunity to meet with the relevant delegation during the match-making event on day 2 of the mission.
The mission agenda was designed to be educational whilst presenting direct commercial opportunities for the delegation to capitalise on.
Day 1: Introduction to the UK
A series of presentations and seminars were held discussing the opportunities within the UK and how to capitalise on them.
The afternoon included a site visit to London Fashion Centre, the incubation centre for London fashion design, followed by a networking session with relevant trade bodies and associations.
The day was concluded, with a drinks reception & dinner with the Turkish Ambassador.
Day 2: “Meet the Buyer” Meeting Programme
Located in Central London, delegates had the opportunity to showcase their products whilst conducting pre-arranged meetings with potential buyers. This enabled the Turkish delegation to gain direct feedback and develop 1-2-1 relations with the prospective buyers.
Day 3: UK Wide Meetings
Delegates had the opportunity to meet with other potential buyers situated throughout the UK dependent on their individual plans and programme. This was facilitated through tailored logistical support, prior to returning to Turkey.
The Rubicon Centre is one of Ireland’s leading business innovation hubs, located on-campus in the Cork Institute of Technology.
As an innovation centre, Rubicon provides help & guidance to high growth potential organisations, entrepreneurs and SME’s at various stages or growth.
Since early 2014, The JMB Partnership has been working in partnership with CIT and the Rubicon centre to support their clients accelerate their business growth and optimise their business efforts in their home markets, as well as how to successfully penetrate the UK.
The progressive programme of activity adopted was designed to not only equip participants with the skill set required to accelerate growth, but to provide tailored consultancy and delivery solutions to achieve their growth objectives.
Phase 1: Workshop & Knowledge Sharing
In partnership with The Rubicon Centre, UKTI and European Enterprise Network, JMB conducted a workshop session, to provide advice and guidance on the opportunities the UK presents, how to access support and tactics on how to capitalise on the market opportunities – whilst acquiring practical advice and learning from industry peers.
Phase 2: 1-2-1 Consultancy
Following the group session and Q&A’s, JMB held 1-2-1 meetings with organisations providing consultancy and mentoring advice based on their specific offering, sector and growth stage.
The consultancy outcomes and ultimate growth recommendations were tailored to the needs and market position of the participant.
Since the initial sessions, JMB continued to work with a number of organisations on a 1-2-1 basis in a consultative manner and also through devising and delivering UK market feasibility and business acceleration campaigns.
The results of these campaigns have provided participates with market validation, identification of potential customers and sales pipelines for prospecting, direct meetings with potential customers and establishing effective sales channel.
Simultaneously, the market research obtained provided insight to guide and aid participant’s proposition and/or product service development – thus equipping the participants with the insight, skill set and the stepping stones to drive the business forward.
Australian company, MC Global, have been developing and delivering Computerised Maintenance Software (CMMS software) solutions since 1999.
Looking to explore the market, MC Global appointed JMB to launch the brand and gain a foothold in the UK and Europe through a comprehensive lead generation campaign.
Through highly targeted research and data collation the objective was to create engagement with potential clients with a view to introducing the MC Global brand.
Simultaneous to outbound activity, JMB managed all inbound web and telephone enquiries to provide a UK base and instil trust and authenticity with their potential clients.
JMB held several meetings with MC Global to define the proposition, identify the key objectives and to ensure the telemarketing team were fully equipped with knowledge of the product – enabling JMB to become an extension of the MC Global team.
Our next step was to commence a comprehensive lead generation campaign to communicate MC’s capabilities and gain initial sales introduction.
The initial campaign consisted of a pre-arranged meeting programme for the Managing Director of MC to attend during a UK visit. During this trip, the members of the JMB team attended meetings alongside the Managing Director.
Following his departure, equipped with the knowledge and product expertise, JMB attended and represented the meetings of behalf of MC Global.
Acting as the UK Sales office this flexible and transparent approach ensured the MC brand could continue to effectively develop meaningful relationships and business opportunities despite being based overseas.
JMB successfully secured a number of high profile meetings through an integrated approach of telemarketing, lead nurturing, inbound management and trade show attendance.
This approach was highly successful and secured two active clients, one of which is still MC’s largest account to date.
Since project inception MC Global have gone from strength to strength.
By year 2, JMB had helped identify and recruit their initial full time sales staff for their dedicated UK office; and following this JMB has enjoyed a long relationship with MC Global who now have 4 members of staff, 15 clients in the UK and Europe and are continuing to see growth throughout the UK and Europe.
Cristalinas is a Spanish Company specialising in home fragrances and natural air fresheners. Having become one of the market leaders in Spain, Cristalinas appointed The JMB Partnership to build their UK presence and penetrate the home-fragrance market.
The JMB Partnership launched Cristalinas’ UK market entry strategy, with a comprehensive lead generation strategy, including highly targeted meeting programmes with FMCG buyers at leading UK Supermarkets.
Adopting an integrated approach, JMB delivered a series of comprehensive meeting programmes and B2B sales appointments, which were attending by Cristalinas and JMB.
In addition, JMB managed the Cristalinas stand and trade show presence at the Autumn Fair, conducting activity both pre, during and post-show activity to optimise marketing efforts.
Cristalinas products are now stocked by a leading UK supermarket and sales continue to grow in the UK.
To date, JMB has enjoyed a strong relationship with Cristalinas for over 6 years and continue to provide outbound sales support and continued market growth.
“Cristalinas are proud to have been working with James and the team at JMB Partnership for over 6 years. The JMB Partnership provide excellent services as our UK office providing both sales and support staff to our major UK retail targets. Through our joint work with JMB we recently signed a contract with one of the world’s largest supermarket groups. We would have no hesitation in recommending JMB partnership to other companies looking to target UK retailers.”
Gonzalo Morillo, Key Account Director, Cristalinas
Patties Foods Limited (PFL) is a leading branded frozen food company in Australia, with market leadership in the frozen savoury, dessert and fruit segments. Founded in 1966, the company has its main operations base at its production facility in Bairnsdale, Victoria, Australia and employs around 650 employees.
Products are available throughout Australia via an extensive network of Food service and Retail outlets, they also have sales offices located in many of the major cities in Australia.
Patties were keen to expand into the UK market, however, prior to launching in the UK Patties approached JMB to conduct a feasibility study.
The objective was two-fold firstly to test market traction through direct introductions with potential clients and secondly to gain valuable insight into the UK market place to ensure success and identify the most appropriate business model to adopt.
After initial product training was agreed that JMB would target 2 groups:
JMB’s Lead Generation consultant established direct contacts with key prospects in the market place, introducing the brand offering, increasing recognition and securing high profile meetings.
JMB conducted a full meeting programme with leading UK retailers, including TESCO.
This activity and the market insight obtained during this campaign was crucial to helping shape Patties Foods longer term strategy into the UK.
The insight they gained also enabled then to refine their UK market strategy prior to launching operations and a HQ. An exercise which would otherwise increase risk and expenditure.
JMB were approached by a leading customer insight agency, based in the US, who were looking to penetrate the UK market.
With little brand recognition and no client base the challenge was to develop a new lead generation and sales & marketing initiative.
The target market was easily defined; the top 200 UK high street retailers, hotel groups and restaurants.
Our role was twofold. Firstly, to book face-2-face sales appointments for the agency’s Managing Director. And secondly, although equally importantly, to educating the market on a new way of approaching customer insight.
Historically, top brands and retailers gained customer insight via mystery shopping programmes – a dated and ineffective service in comparison to the analytical insight acquired through digital technologies. Despite retailers wanting to know what their customers were saying, very few knew how to go capture this. With the majority of them not having dedicated insight departments or knowledge of the types of software services that were now becoming available.
JMB held several meetings with our client to fully understand our clients proposition and build a communication strategy.
Our next step was a calling campaign to identify the relevant contact, whilst bolstering brand awareness of our client and positioning as a “industry thought leader” with a view to identifying commercial opportunities and securing direct sales meetings.
In addition to outbound telemarketing, our Client regularly takes part in a number of industry events and JMB’s telemarketing skills have been used to optimise their at-show presence.
Trade show exhibitors and attendees were identified prior to the events and outbound calls were made to book meetings whilst at the show. JMB also followed up on leads generated by our Clients’ staff at the show, securing additional post-event meetings.
Fast forward 7 years and our client has doubled their investment in telemarketing and lead generation activity. Meetings have been secured with a significant number of top retailers and brands, many of which converted into valuable business wins.
The impact of the sales activity is evident. Since the partnership began, our Client has grown from a small home-based operation with one member of staff, to a 50 plus team member operation with state of the art offices just outside of London.
“The JMB team has fully understood our business and continues to play a vital role in our overall sales & marketing strategy. To this extent, we have recently doubled our investment in them.
I would have no hesitation recommending the team at JMB to help you on way to making your investment in the UK successful” – Managing Director, Customer Insight Service Provider.
The JMB team has fully understood our business and continues to play a vital role in our overall sales & marketing strategy. To this extent, we have recently doubled our investment in them.
I would have no hesitation recommending the team at JMB to help you on way to making your investment in the UK successful.
Managing Director, Retail Customer Insight Service Provider
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