Case Studies
Case Study: In the Bag
The Client: UK Importer and distributor of environmentally friendly fibre jute bags
The ChallengeA small business with no sales force requires targeting local authorities that need to meet central government guidelines on recycling and reduction of plastic bags. For orders to be financially viable to the client, they would need to be in excess of 3,000 units. Client sought telephone appointments with budget holders with a recycling function, as did not have internal resources for face-to-face appointments.
The AQL Solution:AQL would determine and locate appropriate council official responsible for budget and control of environmental issues. Then explain the benefits of using our client’s product and how that would help the council meet government requirements and service interests of council residents. AQL would also provide market intelligence about the competition, including market penetration and pricing.
The Result:AQL consultants arranged 34 telephone appointments with decision makers in 40 hours. We also identified medium and longer-term prospects, linked to specific budget dates. Client immediately made sufficient sales to achieve a positive return on investment.