Case Studies

Founded in 1989, our client provides its customers and prospects with a broad range of insurance and risk management solutions for Employee Benefits, Professional Employment Organizations (PEO’s), Captives, Voluntary Benefits and Surety.  In 2014, our client partnered with the now 7th largest independent insurance agency in the country.

CLIENT CHALLENGES:

This Benefits Consultant had an immediate need to adopt lucrative B2B strategies, with methods to:

•  Identify and develop value proposition statements
•  Target key markets
•  Pre-qualify a business
•  Secure and manage a targeted prospect list
•  Schedule/manage appointments for their sales representatives

Throughout their near 30 years of operation, they have employed a strong team of sales representatives.  In the third quarter of 2017, after the growth experienced from their network partnership, they recognized the need to target new opportunity. They did not have a targeted list or the resources to draft value proposition statements for the opportunity at-hand.  Like most insurance agencies, they made some prospecting calls in-house, but lacked the resources (time, staffing and management) required to execute an effective outreach program that would generate the amount of appointments and activity required to regularly close new business.

TERMS OF CAMPAIGN:

This full-service Benefits Consultant launched a year-end appointment setting campaign with MarketReach with the following parameters:

TARGET MARKET(S):

This campaign operated with strict targeting parameters.  MarketReach acquired a targeted list from a 3rd party, that required clean-up and ongoing management.

176,256 PREMIUMS CLOSED
335,000 ACTIVE PENDING IN PIPELINE
$23,000 closed in ANNUAL COMMISSIONS
$64,000 projected 3 YEAR COMMISSIONS NOT INCL PENDING

“Great Success”
“Great communication throughout the lifecycle of campaign”
“High attention to detail”
“Detailed reporting and Leadsheets”

A family-owned, Wisconsin-based Catering Company (deeply-rooted in Milwaukee’s food and beverage industry), boasts over 60 years of operation.  This company distinguishes itself with food that is locally-sourced and made fresh daily, along with their impeccable service.  They expanded their business to include micro market, coffee and vending services, and immediately recognized a need to adopt strategies for B2B marketing, sales and lead generation.

CLIENT CHALLENGES:

This Catering Company had an immediate need to market their micro market, coffee and vending services and build effective programs for:

•  Lead Generation
•  Outbound Sales and Marketing
•  Qualifying businesses as a sales target, in specific geographies

Throughout their 60 years of operation, their exceptional reputation had enabled their catering business to flourish from customer referrals without any outbound marketing or sales strategies.  After launching new services for micro markets, coffee and vending they immediately experienced barriers to entry (such as difficulties in reaching key executive-level decision makers). They identified B2B Telemarketing, Appointment Setting and Integrated Marketing as solutions to expand their business and enter new markets.  However, their attempts to manage these efforts in-house yielded unqualified leads and poor growth due to lack of experience.

TERMS OF CAMPAIGN:

Catering Company launched a campaign, featuring integrated marketing solutions with direct B2B outreach.

TARGET MARKET(S):

This campaign operated one integrated B2B program to focus on the launch of their micro market, coffee and vending services.  The target definitions to pre-qualify each business included:

Has Earned OVER 60 TIMES the cost of the campaign!
$1.2+ MILLION CLOSED SALES 
$1.5+ MILLION in PROJECTED SALES

•  120 in-person appointments scheduled to-date
•  40% closing ratio from high quality appointments
•  450+ warm prospects in pipeline 

Founded in 1945, this Transportation Company is a multi-million dollar enterprise, and among the largest revenue-producing agents in the nation for UniGroup, Inc. They deliver tailored logistics solutions while adhering to a consultative, market-driven approach.  They are a privately held company, with over 1,000 full-time employees throughout 16 strategically located full-service facilities. Their unique brand is built upon flexible solutions, quality service, safety, efficiency and speed.

CLIENT CHALLENGES:

This Transportation Company had an immediate need to adopt lucrative B2B strategies, with methods to:

•  Target key markets
•  Pre-qualify a business
•  Manage prospect list
•  Schedule/manage appointments for their sales team

Throughout their 72+ years of operation, they have employed a strong team of commercial sales representatives.  However, they identified challenges with pre-qualifying leads and maintaining a strong sales pipeline.  They recognized the need to develop programs for Lead Generation and B2B Telemarketing.  However, there were multiple barriers for them to execute a telemarketing program in-house (including time and money required to hire, train and manage the program).

TERMS OF CAMPAIGN:

Transportation Company launched a pilot campaign, featuring integrated marketing solutions with direct B2B outreach.

TARGET MARKET(S):

This campaign was contracted through the corporate office to service specific facilities nationwide, with one integrated B2B program. The terms of this campaign include:

Has Earned OVER 16 TIMES the cost of the campaign
$450,000.00 IN CLOSED SALES
$750,000.00 IN PROJECTED SALES
OVER $2,500,000.00 SERVICE QUOTES DELIVERED

•  110+ in-person appointments scheduled.
•  9+ appointments scheduled per month (average).          
•  30% close ratio from high quality appointments.

A regional Dental Lab in business for over 25 years, was seeking new relationships with Dentists across the Tri-State area. This Dental Lab provides the highest quality in fabrications, with service that provides their clients (Dentists) with both the personal attention of a small dental lab and the efficiency of a national laboratory. This lab not only offers dentists the full suite of dental laboratory services – but is also a leader in New Jersey dental practice continuing education.

CLIENT CHALLENGES:

This Dental Lab had an immediate need to market their:

•  Dental Lab Solutions
•  Educational Seminars

Throughout their 25 years of operation, they had employed multiple marketing strategies with a declining rate of success.  They identified telemarketing as the most efficient strategy for B2B engagement.  However, there were numerous barriers for them to execute a telemarketing program in-house (including time and money required to hire, train and manage the program).

TERMS OF CAMPAIGN:

Dental Lab launched a pilot campaign, featuring integrated marketing solutions with direct B2B outreach.

TARGET MARKET(S):

This campaign operated two programs, with two key target audiences:

Earned close to FOUR TIMES the cost of the campaign!
$40,000.00 – $50,000.00 in CLOSED SALES
$65,000.00 in PROJECTED SALES
DOUBLED EVENT ATTENDANCE

•  55 total in-person appointments scheduled over the 6 month campaign.
•  9+ appointments scheduled per month (average).
•  40% close ratio from the high-quality of all appointments.

*The pilot campaign performed so well that this client has renewed services with MarketReach on an annual basis, and has been an active client for the last 7+ years.  Every year, MarketReach delivers the same results!