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Case Studies

Now TV

CPM Ireland provide a full time field sales team for Now TV

The challenge

CPM provide a full time field team across Ireland for NOW TV in leading Electrical retailers. The full-time field team drive in store sales by training staff and ensuring stores are merchandised with stock and the latest POS.

CPM also provide additional tactical staff for larger or ad-hoc campaign activations.

Our Solution
  • Team in place since launch, extensively trained and deployed across top Irish retailers representing NOW TV.
  • Team concentrate on training & relationships in store to drive advocacy.
  • The team deliver insights from their experience in retail to support NOW TV strategy.
  • A flexible merchandising team nationwide when required.

Results

  • All stores supported via a monthly call file.
  • Leading nationwide grocery retailer merchandised for a promotional launch.
  • Key retail stores staffed with tactical blitz staff on weekends throughout June ‘17 to support NOW TV launch.

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Case Studies

Microsoft Field Sales Team

CPM Ireland provide a dedicated, full-time field sales team across Ireland for Microsoft

The challenge

CPM provide a full time field sales team across the Island of Ireland for Office, Surface & Windows in Harvey Norman, PC World, Independent Retailers and xBox in Smyths & Gamestop.
CPM also provide a Digital resource, a SME Business Development resource and a Breadth account Manager for Microsoft.

Our Solution
  • Team in place for 10 years, extensively trained and deployed across top Irish retailers representing Microsoft
  • The team are tasked with delivering across the key pillars of retail execution in all Microsoft product categories.
  • Priority focus -attach, product sales & delivering messaging on the Modern PC.
  • Team concentrate on training & relationships in store to drive advocacy.
  • The team deliver insights from their experience in retail to drive Microsoft strategy.

Results

All KPI’s achieved in FY16.
2,300 calls completed, 2,369 RP Training Impressions, 137% achieved on Expertzone.

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Case Studies

Eir

CPM Ireland manage eir SMB Inside Sales Team

The challenge
  • Customer acquisition for eir business providing fixed line, mobile, Broadband and Wi-Fi to SMB customers.
  • CPM’s field sales team support new customer acquisition through the provision of Sales Management, Digital Executives and Lead Generation Executives.
  • CPM also provides account management services for a portion of high value SMB customers.

Our Solution
  • CPM provide an outsourced telephone account management team of 10 full time permanent sales professionals dedicated to Inside Sales for eir.
  • CPM manage all recruitment, HR, staff management and performance of these staff on behalf of our client in the eir SMB business channel.

Results

  • Digital Executives increased Sales volumes by 200% compared to previous outsourced partner.
  • Lead Generators cost 57% of a Field sales resource and have improved the channels sales performance by 12% by having quality appointments set for the field teams.
  • Each Telephone Account Managers proactively manages a base of 400 SMB accounts along with dealing with inbound care queries and upsells to both groups of customers.

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Case Studies

Eir

CPM Ireland delivers Direct Sales for eir in the Consumer Market

The challenge

eir and CPM’s consumer sales relationship has existed for over 16 years. CPM currently recruit, train, and manage over 80 full time field sales representatives nationwide in a tough sales and regulatory environment. We also provide excellent operational support in terms of HR, order processing, complaint handling, data management and customer Insight. CPM regularly utilise venue and event marketing to increase eir sales opportunities on a campaign basis.

Our Solution

The CPM/eir consumer sales team provides a flexible and dynamic channel to market consisting of 1 Client Service Manager, 1 National Sales Manager, 6 Regional Sales Managers and 80 Field Sales Representatives. Activity covers all 26 counties and a lead base of over half a million potential customers in every city, town and village in Ireland.

eir Consumer Markets & CPM Management teams work in partnership to develop strategies and action plans that deliver business objectives.

Results

  • 2,080 calls (per day)
  • 900 customer contacts
  • 100 sales closed and processed on site
  • Average 2.4 products sold per customer
  • Detailed tactical information collected from every sale
  • Daily product and customer insight provided to client from 6 regional hubs

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Case Studies
Federal Mogul Sales Force

CPM Germany increasing brand awareness and raising demand within the independent automotive workshop sector

Federal-Mogul is a global automotive supplier with two  independent business parts. Federal-Mogul Motorparts delivers a huge product portfolio with more than 20 worldwide known brands to the global automotive aftermarket. Furthermore the company supplies the producers concerning the OEM division with products like brake linings, chassis parts and wipers.

- Collecting and checking data of independent automotive workshops (target group)

- Generation of Insights based on the needs of the target group

- Sensitization of independent automotive workshops for existing OEM-Status

- Presentation of FM4ME-program within the target group

- Registration of workshops to FM-CAMPUS

- Recruiting experienced sales reps with automotive experience

- First contact to workshops is initiated through our International Contact Centre in Barcelona

- Client visits and interviews about current market situation based on questionnaire with approximately 50 questions on parts usage, current wholesaler etc.

- Participating in wholesale fairs with Federal Mogul sales team

- Registering Leads & Cases and immediate delivery to Federal Mogul

- Weekly supervision through team leader incl. progress reviews and handling of individual cases

- Digital daily reporting via Retail Motus

50% initial visit success rate in regard to 100% questionnaire completion!

- Total numbers of independent automotive workshops: approximately 5.700

- Total number of planned visits: 3.780

- Total number of field staff: 3

- National team leader

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Case Studies
Chep

Field Research team provide Auditing and Service visits for Chep across Europe
The challenge

CHEP is a global provider of supply chain solutions serving in more than 60 countries. CHEP offers a wide range of logistics and operational platforms and support services that are designed to increase performance and lower risk while improving environmental sustainability. CHEP’s 12,500 employees and approximately 300 million pallets and containers deliver comprehensive coverage and exceptional value, supporting more than 500,000 customer touch-points for global brands such as Procter & Gamble, Sysco and Nestlé. These products can generally be recognized by their blue colour and CHEP logo.

Our Solution

CPM provides a range of services to support CHEP with locating, auditing and recovering their assets. Field research agents ensure the location behaviour adheres to CHEP policy with the aim of improving flow in the CHEP distribution and return model.

Results

  • Improved turnaround time for returning empty pallets to CHEP
  • Real-time monitoring about pallet status/situation

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Case Studies

SSE Airtricity

CPM manage SSE Airtricity Field Sales

The challenge
  • To provide a high quality ethical sales solution to acquire new customers for SSE residential market. Selling Electric and Gas.
  • To capture tactical information from all customer contacts that is submitted to SSE to support enhancement of customer product & service propositions.
  • To provide the sales support function that allows for timely order fulfilment for customers.

Our Solution
  • CPM have built an outsourced team of 40 full time permanent sales professionals.
  • The sales team is supported by a National Sales Manager, Regional Sales Managers and Team Coaches.
  • Ancillary support is provided by a Learning & Development Specialist and a Sales Support Executive.
  • CPM manage all recruitment, HR, staff management and performance of these staff on behalf of our SSE Airtricity client.

Results

  • CPM acquired 5,300 customers for SSE from May – December 2016
  • Forecasting acquisition of over 12,000 customers in 2017

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Case Studies
LoveScout24 Meetic

Consumer Activation, Events and Promotions
The challenge

CPM assist in identifying and selecting the venue, then make an appointment with the owner. Once we verify that the venue meets the criteria of Meetic we will present the concept to the owner and negotiate the best offer in a face to face meeting. We will validate all the contractual terms and conditions and proceed to book the venue for the event.

CPM will collect all data elements needed to validate the activation.

Welcome drink offered to all first time attendees as an icebreaking mechanism.

Our Solution

To fulfil the clients requirements we have taken the following steps:

  • 2 Events per month in Bern and Zurich.
  • 2 Field Sales Mangers for each city.
  • Venue selection, negotiations and activation – relationship with 3 bars per each city.

Results

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Case Studies
Aviva

Consumer Activation, Events & Promotions
The challenge

As a CSR initiative, Aviva wanted to create book wall to collect old books, recycle it and distribute new books to under privileged children.

Our Solution
  • Create India’s longest book wall at Ansal Plaza ampetheatre using iron structure and flex branding.
  • Larger than life size dummy of the logo.
  • Using street play to communicate how education is important for under privileged children

Results

  • More than 130,000 books collected
  • The effort was graced by Education Minister of Delhi and Cabinet Minister, Govt. of India and appreciated the cause

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Case Studies
Danone

Consumer Activation, Sampling
The challenge

Danone along with CPM decided to launch ‘Smoothie’ a fortified flavored milk with nutrition in competition with Amul Kool and Nestle Fun Shake. A product sampling activity was conducted to create product visibility and improve brand awareness.

Our Solution

To fulfill Clients requirements we took the following steps:

  • Distribution of engagement activities like coloring sheet, puzzle etc.
  • Explaining importance of milk by distributing product literatures.
  • Magic shows to engage children.

Results

  • 122 schools covered
  • 127,000 product samples distributed

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