|
|
|
|
Client resurrection case study Client: London based Building Supplies Company A major force in the Building Supplies industry approached us after recognising that they had a considerable number of account customers who had not purchased for 12 months or more. Abtel were asked how we would address this issue for the company. We began by sending letters out to all dormant account holders and following this up with telephone calls to inform them of the benefits of purchasing from our client and any special deals on offer. 5% of the companies contacted ordered supplies immediately and 26% ordered supplies within six weeks - worth in excess of £350,000 with a projected annual value of well over £1million! Our client now has a process in place to ensure all accounts with no activity for more than three months are contacted by letter and telephone to maintain their relationship. |