Client:
$12B+ Global Compressor Manufacturer
Business Challenge:
Underperforming sales regions and new sales representatives need a source of leads for their pipeline to increase sales immediately.
DataLink Solution:
Identify and qualify leads, so the sales team members could maximize their time by focusing on potential customers who have identified need or interest in the product.
Results:
Over 28,000 calls were made over a 7 month period, generating 3,500 leads for their sales team, resulting in over $915k in quotes.
Lead Generation Tech Support

Client:
$40B+ Battery Manufacturer
Business Challenge:
Develop a competitive program to launch automotive batteries successfully into the traditional warehouse distributor market.
DataLink Solution:
Our team worked with the client to develop a qualitative market research project that targeted buyers and decision markers at the distributor level. This included members of the top 9 program groups in automotive & heavy duty segments of the automotive aftermarket.

A 20 question survey was created to gather information on current supplier’s program details:

  • Coverage
  • Standard Terms
  • Delivery/Returns
  • Feedback on how to make it better
Results:
A complex analysis was delivered to the client outlining the competition landscape:
  • Competition's market share split
  • Competitive price points
  • Identified opportunities
  • Promotions/Incentive Programs

Information was used to develop a full scale program and marketing strategy for the launch of the category into this new segment.


Client:
Top U.S. Fortune 100 Company
Business Challenge:
Client needed to present a plan to increase sales and customer satisfaction at all levels of distribution for a national distributor.
DataLink Solution:
Our team worked with the client to develop a qualitative market research project that included in-depth interviews, both in person and over the phone. These nationwide interviews covered 3 levels of distribution: sales team, stores & end users.

The surveys were designed to reveal customer satisfaction with the product, challenges with sales, issues with distribution and information regarding the competitive landscape.

Results:
Our detailed research analysis was presented in a workshop format that allowed many levels of management to review and brainstorm regarding a long term strategy with the distributor, as well as short term program adjustments. Accurate information directly from their customers allowed for issues to be revealed and solutions to be formulated.

Vehicle Industry Market Research

Client:
Top 5 Major Chemical Supplier
Business Challenge:
Annual Promotional campaigns with a top distributor had very little participation and buy-in from the customers. Communication regarding the promotion was dependent on distributor and printed materials.
DataLink Solution:
DataLink proposed a promotional awareness blitz that included calling each store to explain the promotion's benefits and also taking orders over the phone.
Results:
This 5 week program yielded a 50% increase in promotion participation. Agents had a 40% close rate per presentation. Overall, customers were very interested in the special, but had largely been unaware of the program.

Promotional Campaign Strategy

Client:
Global Automotive Aftermarket Supplier
Business Challenge:
The client placed new equipment in over 4,000 stores nationwide. They did not have in-house resources to handle the increased call volume regarding the units.
DataLink Solution:
A DataLink team was trained and available from 8am – 10pm weekdays to help answer stores questions, problem solve their equipment issues and place orders for replacement units.
Results:
DataLink provided world class service with 97% of store calls answered and resolved immediately. The client was provided reporting that included number of calls received, orders placed, and all equipment issues that were reported.

Inbound Customer Service Case Study

Client:
Fortune 250 Automotive Aftermarket Distributor
Business Challenge:
New product software was being launch and the implementation would affect store operation and sales reporting if procedures were not followed correctly.
DataLink Solution:
Have a team of DataLink representatives call the client’s 4,700 stores within a 4 day window prior to implementation to survey their readiness and to give them important information.
Results:
All 4,700 stores were contacted within 4 days. The stores all received the necessary information and the client was able to determine that 80% of their stores were ready. They were also able to identify the 20% that needed additional assistance prior to the implementation date.

In Store Support Case Study

Client:
$500M+ Autmotive Parts Manufacturer
Business Challenge:
The Client's premium product offering was losing marketing share to imported, low-cost competitors due to a higher retail cost.
DataLink Solution:
Education and product training at every level of distribution was proposed. Product samples and marketing materials needed to be distributed to inform the end user of the benefits & cost savings with using a quality product. The distribution sales team needed to be coached on how to sell the product and understand the features/benefits.
Results:
An ongoing training program has been put into place. Exclusive trainers are in the field 5 days a week, as they train sales teams and make calls on the end users. A customized program is developed for each customer and implemented in 4 week blocks. Awareness has increased and resulted in a shift in market share and increased sales.
Product Training Case Study