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Craft Brewer Secures B2B Sales Opportunities with Leading UK Retailers and Distributors

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.

Securing the B2B Sales Appointment with Retailers.

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 Results.

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.

70+ Sales Meetings for Government Trade Mission during London Tech Week

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:

Project Scope.

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.

Project Delivery.

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.

Results of the Government Trade Mission & 1-2-1 Meetings Programme.

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.

 

UK Meeting Programme: Automation and data management solutions for the automotive industry

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.

The JMB Approach.

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.

Supporting with Industry Expertise.

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.

The Results.

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

Ultilising E-Learning for Accelerated Commercial Growth

Finish-born Altogame is an innovative organisation who have developed an agile e-learning platform.

Looking to explore the UK market and bolster their client base, Altogame appointed JMB to launch the brand and gain a foothold in the UK through a comprehensive lead generation campaign.

The JMB Approach.

As with any new client, JMB conducted a comprehensive briefing session, enabling JMB to become a vital extension of the internal team.

Our next step was to commence a comprehensive lead generation campaign to communicate Altogame’s capabilities and gain initial sales meetings.

This was conducted through telemarketing – building valuable relations with key prospects and extending Altogame’s reach whist identifying commercial opportunities.

Simultaneously to outbound activity, JMB managed all inbound web and telephone enquiries – providing a UK-base to instil trust and authenticity with their potential clients.

The Results.

JMB secured a number of meetings with high profile organisations, including Unilever, Debenhams, the University of Aberdeen and CGI Group, to name a few.

In addition to the face-2-face meetings, JMB developed, coordinated and recruited prospects to participate in an online training demo where potential clients were able to participate in game-play and explore the e-learning platform.

The campaign enabled Altogame to not only extend their reach to potential prospects, but build their UK network and accelerate the UK market penetration.

UK Growth for Financial Services BPO

SBS, Sundaram Business Services, is a global outsourcing company with over 1000 employees servicing over 100 clients across three continents.

Looking to bolster their UK market share, SBS appointed JMB to launch and establish the SBS brand within the UK market through a comprehensive lead generation campaign.

The objective was to target financial services and accountancy firms, to drive market engagement and increase uptake of a free trial, which would in-turn enable sales leads to assess the quality of the accountancy work undertaken.

Outsourced B2B Sales Support

JMB held several meetings with SBS and Senior Managers to define the proposition, identify the key objectives and gain knowledge of the organisation – enabling JMB to become an extension of the SBS team.

Our next step was to commence a comprehensive lead generation and outbound telemarketing campaign to communicate SBS’s capabilities whilst increasing uptake of the free trial with a view to converting to paying clients.

Challenging perceptions and overcoming barriers

Although a global organisation servicing clients internationally, many of SBS’s operations were preformed from India. Therefore questions were raised about the confidentiality of clients’ work once outsourced overseas.

The JMB team built a professional rapport with prospects, to instil trust and credibility which was reinforced by the experience of SBS and their existing partnerships.

The Results

Within a brief period JMB successfully secured over 21 free trials, which enabled SBS to demonstrate their capabilities and overcome any misconceptions.

This consequently lead to the direct sign-up of a number of key UK clients.

This activity not only accelerated their UK B2B sales acquisition, but enabled SBS to create a secure foundation and sales pipeline for their continued UK growth.

 

Commercial Flooring Sales Support

As a leading UK supplier of contract flooring services our client had experienced steady growth. However, they were struggling to maintain sales momentum as internal expertise was focused on project delivery rather than acquiring new business.

Requiring expert sales support and speed to market, they appointed JMB to support their sales process and generate new business opportunities to fuel their continued growth.

This would be achieved by;

– Managing the sales process and status for existing jobs which had been tendered for and nurture through to conversion

– The acquisition of new contract opportunities for completion

– Developing a meeting programme with key accounts and sales prospects to reinforce direct relationships

The JMB Approach.

As with any new client, JMB conducted a comprehensive briefing session, enabling us to become a vital extension of the internal team.

Working from our client’s internal system, JMB would then track and monitor each completed tender to understand the status, timelines for completion and if any re-quotations were required.

This enabled our client to remain in control of the sales pipeline, whilst proactively managing tender completion to gain a competitive advantage in a timely manner.

Through telemarketing, JMB’s objective was also to introduce our client’s capabilities and secure 1-2-1 meetings with potential clients, whilst also obtaining tenders, framework opportunities and completing PPQ’s to gain access to PSL’s (preferred supplier list’s).

This was achieved by building a direct rapport with relevant decision makers, seeking out the opportunities and subsequently securing the 1-2-1 appointments. This activity was optimised through the use of the Glengians portal to identify active and forthcoming tenders.

Through Glenigans, JMB would identify contract opportunities and consequently approach the prospect to acquire the relevant contact information for completion. An exercise which if managed internally can be a drain on management’s resource.

The Results.

Rubicon Heritage. Lead Generation & Tender Aquisition.

Rubicon Heritage is a major archaeological firm serving the UK and Irish markets.

Looking to accelerate their growth and capitalise on the construction boom, Rubicon appointed JMB as their sales partner to identify and secure new commercial opportunities, contracts and introductions.

The JMB Approach.

As with any new client, JMB conducted a comprehensive briefing session, enabling JMB to become a vital extension of the Rubicon Heritage team.

JMB then developed a comprehensive pipeline of targets including architects, planning consultants and developers.

Through telemarketing JMB’s objective was to introduce Rubicon Heritages expertise and secure 1-2-1 meetings with potential clients, whilst also obtaining tenders and framework opportunities for sustainable growth.

This was achieved by building a direct rapport with relevant decision makers and securing 1-2-1 appointment, but also by optimising the use of the portal Glengians to identify active and forthcoming tenders.

Through Glenigans, JMB would identify contract opportunities and consequently approach the prospect to acquire the relevant contact information for completion. An exercise which if managed internally can be a drain on managements resource.

The Results.

Within the first 9 months, JMB secured over 60 valuable meetings, along with multiple framework and tender opportunities.

The value created also supported Rubicon Heritages’ ability to open a further two UK regional offices to service their growing client base.

STAKA Building Products Sales Representation

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.

The JMB Approach.

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.

Project Scope

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.

The Results.

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.

Turkish Fashion Industry Bolsters UK Relations through Trade Mission.

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.

The JMB Approach.

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 Delivery.

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 Results

 

Cork Institute of Technology & Rubicon Centre: Internationalisation & UK Growth.

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.

The JMB Approach.

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.

The Results.

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.

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