Outsourcing sales functions helps press shop

A dilemma facing subcontract sheet metal press shops is that of searching for new customers while caring for existing ones - but outsourcing of some sales functions solved the problem.

Friary Metal products is a family run business that started trading in 1932 - four years ago Benjamin Smith (group sales director) felt it was important to develop their new sales strategy.

Whilst it was important for Friary Metal Products to generate new business the company ethos is based heavily on customer service.

"We believe in building long lasting relationships with both our customers and suppliers which allows us to deliver the high quality of both product and customer service which we are so proud of," and to this end it was important to Smith that their existing customers were not ignored.

Previously Friary Metal Products had solely relied upon 'cold calling' as a means of generating sales prospects, this however proved to be a problem due to time constraints.

Using FI allowed Smith the time he required to continue relationships with customers, as he felt the service took away the need for him to cold call.

By using the FI leads service, sourcing advisors at FI were continually working to generate opportunities to quote for Friary Metal Products on Benjamin's behalf.

In addition to having sourcing advisors generating Requests For Quotes, Friary Metal Products have also created a company profile that can be viewed by buyers on the FI Informnation Web site, providing them with information about the type of work Friary Metal Products can do, a plant list, specialist services that can be provided and a short company history along with contact details and links to their company website.

Friary Metal have won some good business through the service, in particular, one high value contract that has contributed significantly to Friary Metals revenue.

Smith feels their success in using the service is being selective about the tenders they quote on and using the information provided in other requests for quotes to build a database of potential prospects, to whom information is sent about the services Friary Metal Products are able to provide.

When asked what advice Friary Metal Products would give to other companies using or considering using the FI Information sales leads service, Smith said: "It is a worthwhile service as long as the companies are dedicated and work the information provided, don't expect instant results, but rather gradual growth.".

Back to top