SICK was looking for a reliable partner for market research and reaching out to dormant customers. The salespeople at SICK Netherlands are more technical advisors than acquirers. Cold calling dormant customers is not their primary expertise.
SICK started a pilot with Sélectif, which later merged into Skondras. This pilot focused on market research for a new product group and increasing the brand awareness of SICK, potentially leading to an appointment. This resulted in high-quality appointments. The field sales team responded enthusiastically.
“The collaboration with Skondras is of high quality. There is a continuous exchange of ideas. Skondras is a real partner; they think along.”
Action SICK Netherlands
Since 2014, SICK Netherlands has been working regularly with Skondras for relationship management and filling the agendas of the eight field sales representatives. SICK itself provides the address lists: the field sales team selects companies from its own ERP/CRM system. These are customers that the field sales team has not had enough focus on due to prioritization.
These customers are often familiar with SICK and also place orders, but were not actively visited to introduce new products and inform them about solutions that SICK offers in the respective industry. Additionally, Skondras was also regularly engaged for market inventories around new products.
