Gilbarco Veeder-Root (Multinational company in the Oil & Gas industry)
Greensboro, North Carolina

Mandate:

  • The client wished to develop a new sales channel that would cost effectively target small-to-medium sized businesses for their product services line.
  • DemGen was selected as the client’s first outsourced sales team. We began with one database, one service offering in a single state for state compliance upgrades.

Action:

  • DemGen set up a CRM, implemented the process and paperwork required to renew services.
  • Intensive training was required to gain in-depth knowledge of the whole gas station operation, what each piece of equipment does, and what each service offers to customers. We have also trained and contracted with several of their contract service providers to better understand the full end to end offering.
  • Provide sales support and customer service to customers across North America.
  • Track all sales, renewals, feedback on various campaigns, as well as complete bi-monthly reporting.

Results:

  • Sales have increased ten-fold since the initial campaign in 2006.
  • Developing the processes and procedures is a fine art, we have tested and measured to reach the point we are at now – less calling on our end and a better closing rate of 75-80% of all accounts we handle.
  • DemGen has developed excellent relationships with key internal contacts and we continue to develop rapport with customers, who call us in many cases rather than the corporation because they have been so pleased with our level of customer service.
  • DemGen now works three to five campaigns simultaneously, and works closely with help desk, finance, processing and accounts receivables.

Ecoscapers (Mid-sized enterprise in the landscaping industry)
Scarborough, Ontario

Mandate:

  • To provide marketing, sales, operations and administration to help with growth.

Action:

  • Qualified clients so the owner could close the sales
  • Performed administrative tasks including quotations, scheduling and staff pre-interviews, saving precious time for the company.
  • Provided coaching support on a regular basis and goals were set as a team.
  • Planned marketing ideas ahead of the season, and we continuously tweaked them as the season moved on.
  • Communicated with in-field team daily; timelines are set to ensure tasks are being realized regularly. Ideas spring up everyday, and we implement the ones that we agree will work best without delay.
  • Everything except the Landscaping is completed by our remote team, which keeps us in line with our Environmental Conscience mantra. No wasted paper, less traveling, and most importantly, “We Think Outside the Flower Box” with everything we do!

Results:

  • Business has tripled in sales because of the leverage with DemGen, and the type of customer has developed to attract higher end clients
  • The owner can focus more on the details of Landscaping (her unique ability) and the opportunities within, while DemGen focuses on the technical side of running the business!

Koolu (Small enterprise in the computer hardware industry)
Toronto, Ontario

Mandate:

  • To establish rudimentary sales/operational processes for this green computing company

Action:

  • Key members of the DemGen team that worked on this project educated themselves on ALL aspects of this industry and became experts with this new computer and its operating system.
  • Provided sales, technical support and customer service to customers from around the world.
  • Created Marketing, Lead Generation and Sales/Referral programs.
  • Managed email marketing campaigns, gathered survey results, set up a CRM and tracking system, and assisted with order processing and administration.

Results:

  • Throughout the growth of the company we secured 3 Distribution and Strategic Partnership agreements as well as extended distribution reach to 26 countries!
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