bright start for brittain and SCA
Tuesday, 11 January 2011 14:00
SCA is Europe’s largest supplier of consumer tissue. The SCA Group develops, produces and markets personal care products, tissue, packaging, publication papers and solid-wood products, and sells products in more than 100 countries.SCA delivers complete hygiene concepts to institutions and companies alike. These include tissue products for various models of dispensers, as well as soap and services.
SCA has a global strategy and a global brand platform – Tork. Tork is active in such areas as healthcare, industry, offices, hotels and restaurants. In collaboration with their customers, SCA develops complete service offerings, products, a broader range, design, marketing and logistics solutions that are cost effective and add value for suppliers and retailers. SCA is the market leader in innovation and product development.
SCA has aggressive growth plans. They required a company that could support their sales teams across the country with qualified sales opportunities and appointments. With that in mind, Brittain and SCA compiled a list of strategic priorities from which to focus;
• Continue to strengthen the global Tork brand
• Strengthen SCA’s brand positioning
• Provide an added-value offering for retailer brands
• Raise SCA’s company presence in the emerging UK market
• Embrace and consolidate partnerships with leading wholesalers and retailers
We assigned SCA with a dedicated calling team who operated a highly structured engagement approach. This initially involved in-depth Research and Profiling, high-level Telemarketing and an integrated e-marketing campaign.
Transparent campaign management and an ongoing communications plan with all of the sales and management team along with a strong ROI has embedded Brittain as an integral part of SCA’s sales pipeline.
The comprehensive database ensures that all key data is captured and measured against specific criteria. Short, medium and long term prospects were identified and nurtured according to their procurement processes and contract review dates. Meetings are then secured.
The value of opportunities we were tasked to achieve for SCA was £30k per annum but often were in excess of £4 million.
“I have found Brittain Marketing to be very professional and attentive to the needs of our organisation. Working with Brittain has enabled us to focus our new business activities in a smart and efficient way. The appointments that have been generated so far have been relevant and with organisations in the buying cycle.
Working with Brittain has been very easy. The experience that Brittain have, allowed them not only to challenge our conceptions of what a telesales campaign was about – but also to work with us to create an efficient and effective campaign. As with all campaigns like this, results are what we measure.
I thoroughly recommend Brittain as a marketing partner to work with.”
SCA Hygiene Products (UK) Ltd
