Atlas Copco

Atlas Copco is an industrial group with world-leading positions in compressors, construction and mining equipment, power tools and assembly systems.

The Group delivers sustainable solutions for increased customer productivity, through innovative products and services. The Atlas Copco Group is a global company, with its headquarters in Stockholm, Sweden. Their UK office is based in Hemel Hempstead, Hertfordshire.

CAMPAIGN BRIEF AND TARGETS

Atlas Copco commissioned Prospect Research to undertake a telemarketing campaign to increase their share of the generator market. They were keen to capitalise on their recognition within the compressor market to make significant inroads into generators.

The main objective of the campaign was to ascertain the generator requirements of prospects and, if appropriate, arrange a site visit for the Atlas Copco sales team.

BRIEFING AND SETTING UP

After an in-depth briefing, Prospect Research created a call handbook to confirm our understanding of the brief, define the criteria for a qualified opportunity, and to use for training the telemarketing team.

The first stage was to build a database of generator requirements of prospects around the UK as this is not a data set that can be purchased from data brokers. The database was added to throughout the campaign.

The data was imported into our CRM system that was customised to incorporate the required data fields. This ensured that the data was always kept in a format that could easily be transferred back to Atlas Copco for use in marketing campaigns.

“Having looked at a number of providers we decided to go with Prospect Research due to their experience within the construction sector and their knowledge specific to our product range.”

David Fitzgerald, Marketing Coordinator, Atlas Copco

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