In a highly competitive industrial supply distribution industry, retaining and growing an overall customer base is mission critical. As part of their growth strategy, The Office Gurus®’ international client was mailing out over 100,000 catalogs annually. This annual, full color 1,400 page catalog is the client’s primary marketing and sales tool, but come with a high print and postage cost.
With a loaded cost of approximately $8.00 per catalog, the accuracy of the decision maker’s contact information is increasingly important to the bottom line. In terms of new prospecting, industry standards suggest 20 percent of the contact information procured from list vendors is inaccurate. This alone equates to $160,000 in undeliverable catalog expense.
The Office Gurus® combined its expertise in lead qualification and telesales to deliver a comprehensive low cost extended office solution for the client.
“The Office Gurus have consistently demonstrated their ability to improve our customer communication and database – directly boosting our bottom line. The decision to continue and expand our relationship with The Gurus is based on their ability to provide services with speed and reliability at the lowest cost.
– Director of Operations, Industrial Machine Distribution Client”
A savings of $230,400 was realized. This was generated from the cost avoidance gained from a reduction of undeliverable catalogs and generated appointments. The Office Gurus® outbound contact solution updated 11 percent of the new prospect file. Fully five percent of the new contacts were directly converted into sales opportunities.
About the Client
The client, with distribution centers throughout the US, Canada and France has experienced rapid growth over the last 25 years. They strive to be the preferred supplier to metalworking and industrial markets worldwide. By providing a comprehensive selection of products, services, technical support and timely delivery options, they continue to be the number one metalworking source.
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