Sales outsourcing boosts medical
An engineering sales outsourcing package benefitted a medical engineering company by providing an efficient way to target customers having difficulty in locating specialist, intricate products.
Attica’s customers in the medical device, scientific instrumentation, electronics and other technology industries benefit from our enhanced capability and enjoy quality and reliability in our products By a studied selection of available techniques we utilise the appropriate manufacturing technology to deliver components made to the highest possible accuracy
As Attica provide specialist services they felt the FI Engineering sales package would benefit them as they considered it to be, according to Amanda Cullup, Sales: "An efficient way to target those customers who were actively seeking specialist suppliers and having difficulty in locating specialist, intricate products with a high level of quality and attention to detail." Having previously relied on word of mouth and Web advertising to generate new sales, Attica had considered employing an additional sales person.
They found however that this was difficult as it was hard for them to find a suitable candidate with the right level of experience, so FI Engineering seemed a good way of generating suitable leads at a cost effective price.
Initially Cullup and Jim Fife - director - were unsure as to how good the leads would be for them.
However they found that the right level of information is normally available to qualify whether and enquiry is suitable for Attica’s capabilities.
In the first month of membership Attica won their first contract after quoting on around 20% of the leads.
They used the other leads to gather information and gain awareness of potential customers and other manufacturers in the domains they were already supplying, for example medical and aerospace.
Amanda also explained they have gained several more contracts through the service, some of which have ensured repeat business.
"FI Engineering have been very successful at making a simple, easy to use service.
Once we see a drawing or specification (online) we have a good idea as to whether we can be competitive, which is why this method is as good as, or sometimes better than traditional sales techniques," said Cullup.
If the requirements don’t match Attica’s capabilities they will approach the buyer at a later date to see if they can assist with other products in the assembly they may require.
Attica’s advice to other companies using the service is as follows, "Every company is different but FI Information have always taken the time to listen to our feedback and are constantly updating the service.
We have spent time at FI Information’s offices explaining our products know how and services to the researchers enabling them to qualify the leads." * And to companies considering the service - "It is a service (that is) beneficial in many ways, providing sales leads and also customer track records, as FI often have an existing relationship with a buyer that is new to us".
"(We have also been put in contact with) customers from industries that we might not have thought of targeting - it is a good way of finding new customers," said Attica
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