St Mel’s Brewing Company is an independent brewery specialising in the craft ales.
As part of a government initiative, they were selected to explore the UK market with a view to creating a sustainable UK market share and generating B2B sales.
To achieve these objectives St Mel’s required support to understand the market feasibility, whilst gaining traction within their target audiences to build a sustainable sales pipeline.
JMB commenced the campaign by developing a sales pipeline of companies that reflected St Mel’s ideal B2B sales profile and buyer persona for B2B sales.
These targets ranged from independent FMCG retailers, hospitality groups, F&B distributors, wholesales and the UK’s largest supermarkets.
JMB’s inside sales team delivered a proactive outbound B2B telemarketing campaign to establish market appetite, gain insight and secure direct sales meetings with prospects.
The pilot was highly successful in securing a number of high-value meetings providing a direct route to market and access to the commercial opportunities required for growth.
Market insight into buying cycles and the value chain also enabled St Mel’s to schedule further lead generation activity in-line with market demands for optimum campaign ROI.
JMB have been working with the Victorian Government’s trade office, year-on-year since 2017, to deliver trade missions and meetings programmes during London Tech Week .
The objective of these international trade missions was for the participating organisations to extend their network and understanding of the UK market, whilst exploring the commercial opportunities through 1-2-1 meetings and sales appointments secured by JMB.
As a result of JMB’s work, this delegation was delivered:
Trade Victoria operate a global network; supporting state businesses to connect with overseas markets, sustain strong trading partnerships and capitalise on export opportunities – strategically aiming to create Victorian jobs, grow exports and strengthen the Australian economy.
For the first mission to LTW, Trade Victoria identified 24 high-potential tech organisations that were seeking to extend their international presence to the UK, and had selected London Tech Week as their destination.
Seeking an experienced partner to put together the meeting programme for delegates to attend during this week, Trade Victoria appointed The JMB Partnership.
JMB were tasked with Business Matching and Support Services pre, during and post-LTW.
Following a comprehensive briefing of each participating organisation to understand their specific needs and objectives, JMB delivered a highly-targeted calling campaign to gain market insight and secure a number of high-profile partner & direct client meetings for participants to attend during LTW.
Over 70 high-value 1-2-1 meetings per year were secured with relevant DMs from prominent organisations that spanned Baxter Healthcare, Continental, Xero, McLaren Applied Technologies and the LSE.
Furthermore, tailored event itineraries specific to each of the companies were developed and briefed to help delegates navigate LTW and maximise their time in the UK; incorporating the Business Matching meetings, key networking events and any other suggested onsite or offsite events to ensure delegates maximised the time whilst in-market.
JMB also conducted pre- and at-show seminars and events to provide insight into the UK market & LTW, and acted as the liaise-point with prospects during LTW to provide logistical support services and pro-active confirmation of appointments to fulfil a seamless meeting programme.
Following completion of the trade mission, JMB also delivered a full campaign report and post-conference reporting to Trade Victoria.
JMB has made our first step into the UK a smooth ride to success. James and Phil have provided me with professional support in all areas and dealt with customer inquiries on the phone and through e-mail.
Their pro-active approach has given me new business opportunities for future steps. I can rely on their knowledge about marketing and sales in the UK. All in all, a great partner, great support and the results speak
for themselves.
Maarten de Bakker, Staka Building Products Ltd.
Since establishing in India in 1997, iASYS have been making rapid strides in the area of knowledge-based engineering solutions – position themselves at the forefront of pioneering technology for automation and data management solutions for the automotive industry.
In 2010 iASYS appointed JMB to establish iASYS systems within the UK market through a comprehensive lead generation campaign.
Through a focussed programme the objective was to target key decision makers within the power train and emission testing community in the OEM, tier 1 & 2 automotive sector; with a view to arranging initial introductions where iASYS could demonstrate their systems to potential clients.
JMB held several meetings with iASYS to understand and define the proposition, identify the key systems iASYS offering. A key part of our process when planning any new client campaigns is to ensure the JMB team are fully equipped with knowledge of the product and services and enabling JMB to become an extension of the iASYS team.
JMB is a team of industry professionals with many years of experience across and range of sectors, including over 90 years combined experience within the automotive, engineering and manufacturing sector.
iASYS directly benefited from the JMB team’s industry experience within the automotive testing arena and attended the meetings alongside iASYS to offer support and market insight as required.
Within the first six months of activity in the UK iASYS had built an active client base and had provided on-site demonstrations to a number of global automotive and engineering companies.
Seven years later iASYS and JMB are still working closely together. iASYS are now supplying integrated systems to a leading UK OEM automotive manufacture on several sites and looking to grow their client base further in 2017 and onwards.
“We have been working with The JMB Partnership for over seven years, which has enabled iASYS to gain a major contract with one of the UK premier automotive manufactures within 12 months and grow a large pipe line of potential leads.
JMB has strong expertise and commitment; and has become an integrated part of the iASYS Technologies sales activity with a cost-effective solution. I would recommend JMB Partnership to any company looking for a partner that delivers. delivers.”
Puran Parekh, CEO, iASYS Technologies
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