Application Case Study

National Account Sales Implementation

Client’s Challenge

• Implement National Account agreements at the location level
• Field Sellers and Contracted selling resources (Mfg Reps) were focused on managing ‘key’ account relationships at distributor and end customer level

iac’s Solution

• Develop TeleSales and Direct Marketing program to sell product at the end customer location level
• Develop high impact, creative Direct Mail campaign to specific national account end users 
• Generate orders at end customer level with process linking in distributors and following up with customers to insure satisfaction

Results

• Extremely successful campaign, with mail recall rates over 90% and order rates over 50%
• Commitment by Client leadership to incorporate lead generation and telesales into the ongoing market access strategy