Newland AIDC EMEA
Direct access to the logistics market through targeted telemarketing
Newland AIDC EMEA is a manufacturer of barcode scanners and scan modules that are integrated worldwide into self-checkout systems, employee lockers, and delivery drivers’ handheld devices, among other applications. With this technology, both the recipient and the postal service always know exactly where a package is located. In this customer case study, Newland AIDC EMEA explains how the partnership with MisterSales came about and what benefits it has yielded.
The challenge: direct contact with the logistics sector
The sales team at Newland AIDC EMEA wanted to establish direct contact with companies in the logistics sector but wasn’t sure where to start in building those relationships. Emails and LinkedIn work well in many industries, but logistics is different. Decision-makers in this sector are often reached more quickly and effectively by phone, and calling proved to be the most valuable route to establishing concrete contact. Based on that need, Newland AIDC EMEA turned to MisterSales.
MisterSales’ Approach: Market Development and a Targeted Outbound Calling Campaign
MisterSales first took on the market development aspect for Newland AIDC EMEA: mapping out the logistics sector and compiling a targeted list of companies that align with Newland AIDC EMEA’s offerings. That was exactly where the organization itself had hit a roadblock. Instead of conducting its own research into relevant companies, Newland AIDC EMEA was provided with a clearly defined target audience. Based on that list, MisterSales then launched the outbound calling campaign, aimed at securing initial appointments within the logistics market.
An approach that aligns with what Newland AIDC EMEA sells
What stood out to Newland AIDC EMEA from the very beginning was that MisterSales communicates in a straightforward and transparent manner about its approach and what is possible within the available budget. Equally important: MisterSales took the time to thoroughly understand what Newland AIDC EMEA actually sells. A scanner on its own doesn’t mean much; it’s about hardware that fits into a broader solution, such as warehouse management and shipping processes. Because MisterSales understood that positioning, discussions with the target audience could be conducted appropriately. Newland AIDC EMEA gained confidence that the target audience was being approached in a professional and effective manner, without it coming across as a standard sales call.
Result: concrete agreements and valuable deals
The collaboration resulted in several concrete agreements for Newland AIDC EMEA, leading to favorable deals. The approach quickly found its rhythm, after which meetings and deals followed one another at a steady pace. Newland AIDC EMEA is currently compiling the exact figures behind the collaboration internally, so that they can be added to the client case at a later date.
The most important value: keen market insight and a smooth transition
For Newland AIDC EMEA, the greatest value lay not only in the agreements themselves, but above all in the keen insights that the collaboration provided. In a short period of time, MisterSales clearly mapped out all relevant logistics companies, including the opportunities they presented. This gave Newland AIDC EMEA exactly the clarity the organization was looking for. The most promising lead was then smoothly handed over to the company’s own sales team, which was able to further develop the deal. The communication between the parties was also considered very pleasant: emails were always answered quickly and clearly, which greatly contributed to the trust in the collaboration.
Why Newland AIDC EMEA Highly Recommends Telemarketing
Newland AIDC EMEA enthusiastically advises organizations considering outsourcing telemarketing that it’s definitely worth giving it a try—even with a smaller budget, if necessary—to see what results it yields. Newland AIDC EMEA is therefore very pleased with the decision to outsource this to MisterSales. The calls that Newland AIDC EMEA reviewed during the process gave the organization full confidence that the target audience was being approached professionally and in the right tone, as if their own team were making the calls.
Will you be our next success story?
Would you, like Newland AIDC EMEA, like to connect directly with new customers in your industry? Feel free to contact MisterSales with no obligation and discover what targeted telemarketing can do for your organization.
