FMCG
Eden Springs is part of COTT CORPORATION which is a leading global organisation within the beverage service industry. Eden Springs supplies integrated water and coffee service solutions to more than 2.3 million customers worldwide. Eden Springs is placed in the number one position across the European market in more than 18 countries including Netherlands, Spain, Portugal, Poland, Finland, France, Germany, Latvia, Lithuania, Luxemburg, Norway, Estonia, Denmark, Sweden, Switzerland, Russia and more.
Background
One of the main sales and marketing strategies from Eden Springs was using Digital Marketing, therefore they had to take a leap of faith using ‘Sales4Results’ outsourcing sales services.
Eden Springs, in addition to having corporate clients such as HSBC, Halfords, John Lewis, RBS, NHS, DHL, , ISS among others, decided to target medium and small sized businesses such as barber shops, beauty salons, accountants, IT services, property sales and leasing agencies, recruitment agencies, gyms and others, also private customers in their homes. The big question was – how did we achieve the success?
Strategy
Sales 4 Results understood and learnt Eden Springs brand values and their working culture, we also carried out a competitor and market research analysis, and the BRAND AMBASSADOR PROJECT was born!!!
We recruited and selected a team of individuals who came to believe in and were instilled with Eden Springs’ brand values. Most of our ambassadors are experts with many years of combined experience between them in sales and marketing.
We believe that every client project we take on deserves customised training to develop a winning sales team.
Training and Development
Our sales team is at the frontline of our business and our proven “In-house and Field Training Programme” has delivered results for Eden Springs. This programme includes buyer insights, market-driven best practices, and rapid feedback to improve and sustain sales results.
In-house Training has enabled our team to embrace revenue responsibility and build a real love for Eden’s products and services. The team has gained valuable knowledge about the industry, Eden’s brand values and products. Through our ‘Art of Selling’ plan our sales team improves and adapts their behaviour to the buyer’s situation and executes value-based sales conversations, which allows them to discover and address customer need. Moreover, they learn very practical techniques for maintaining urgency, handling objections, negotiating, and closing out deals.
Our Field Training consists of pairing experienced sales members with our new joiners on a recurring basis. This is a great way for our team to learn from past victories, how to generate leads, close deals and accelerate revenue. By actively selling with an experienced member they can sharpen their skills, openly ask questions, and identify causes of inefficiency on sales to dramatically increase the sales team’s satisfaction, efficiency, and results.
Throughout this methodology Eden Springs has benefited from a highly motivated and genuine team of salespeople who naturally represent Eden Springs and create valuable connections everywhere they operate, helping extend Eden Springs’ reach.
THE RESULTS!!!
As they say – the numbers do not lie!!!
In the first year of working with Eden Springs we achieved 1,820 contracts. The second year we took it up to – 2,680 contracts. In this third year of 2020, only 3 months into the year, we have already 1,430 contracts. And this is just the first quarter!
So, if your organization is looking for an effective yet affordable strategic team to take them to the next level -we are just a call away!!!
Company overview
GLACÉAU vitaminwater is a range of low-calorie flavoured spring waters with added vitamins and minerals. The idea started in 1996 when Darius Bikoff was on his way to yoga class and he started to feel run down. He had a quick stop to get some vitamin C and a sip of water. This sparked his idea for the now well-known drink!
Plan
Coca Cola Co planned a campaign over the summer and contacted us to give them a hand for improving brand awareness of their Vitaminwater. We trained a team of brand ambassadors and devoted an entire field sales team to increase the distribution across independent retailers. Our campaign involved hiring sales vans to carry the products and spreading them across London.
Result
The result? We managed to improve their sales by over 30% in London Area, which in turn increased the amount of recurrent orders from retailers and independent establishments. Looking forward to a hot summer again!
Evodes is superb extra Virgin Olive Oil with a unique taste, aroma and nutritional value, the key to Evodes is the process in terms of cultivation, crop and press process. We supported Evodes UK launch across specialised food retailers, delicatessen, high quality restaurants. We recruited, trained and managed a group of Field sales specialist who had to call upon Evodes target market and initially get business to try out the Evodes product. A promotion pack was put together and our pitch was around the quality of the Olive Oil and the country of Origin (Greece). The great Evodes packaging also facilitated our salespeople to sell the promotional packs.
At the end of three-month campaign, we sold out the stock used for of promo packs and extra two more pallets of Evodes had to be delivered from Greece. In total, we managed to place the Evodes product in approximately 500 new stores in the UK.
Valrhona has been producing the world’s finest chocolate in the small village of Tain L’Hermitage, France since 1922. They have been perfecting their recipe ever since and they have opened multiple Chef schools around the world. Their aim was to increase their UK presence through main retailers for premium products.
Campaign
We have delivered a B2B campaign across departmental stores like Harrods, Fountain and Mason, Partridges. This campaign involved speaking and making presentations to Senior Executives about Valrhona brand and chocolate delicacy. This campaign was backed up by an experiential team across all the departmental stores.
Results
We were very proud to have worked with a specialty chocolate brand and to learn about the world of haute gastronomy. The results were splendid as we managed to secure commercial deals that has gained Valrhona a strong presence across big-name retailers!
We increase their sales by 100%. Go Coco initially only sold their products through the large supermarket chains and exclusive food shops. Sales 4 Results developed a new sales channel through the small independent retailers, bars and restaurants. We carefully selected experienced field salespeople who would call upon the smaller shops and use a van to deliver the drinks. This was an amazing experience to work with such a great brand as Go Coco and to brand it.