Successful pilot market approach Sinus Jevi with Skondras

Customer Profile

Challenge: Scheduling appointments for sales engineers with existing Sinus Jevi relationships that had not been contacted for 3 years.

Result: 55 appointments in 80 hours.

Industry: Oil and gas, food, construction, and chemical industry.

Company size: Over 17,000 employees (as part of parent company NIBE Group).

Location: Netherlands

Sinus Jevi Electric Heating is a specialist in electric heating systems for the industry. The company experienced significant growth in recent years. At the end of this growth spurt, Sinus Jevi decided to outsource market approach to an external party. In 2015, Skondras started a successful pilot.

“We are very satisfied with the collaboration with Skondras, the employees have quickly familiarized themselves with our organization and products.”

Action Sinus Jevi – Priorities

Sinus Jevi has experienced significant growth in recent years. The order portfolios filled up almost automatically. At the end of this growth spurt, in 2014, the company determined that it was necessary to become more proactive in the market if it wanted to consolidate the achieved growth. Additionally, the company aimed for more diversification into sectors other than oil and gas.

The internal sales team was formally responsible for acquisition, but due to a lack of time and other priorities, this was not done in a sufficiently structured manner. Therefore, they decided to outsource the market approach to an external party. “The contacts with our customers were conducted in a correct but also open manner, entirely in the spirit of our company. Several customers spoke positively about these conversations, although it was acquisition, it was done in a pleasant way.”

Result

In 2015, Skondras started a pilot for Sinus Jevi. The campaign focused on making appointments for Sinus Jevi’s sales engineers. The target audience of the campaign consisted of existing relationships of Sinus Jevi, with whom there had been no contact since 2012. The Skondras agents were tasked with gauging whether and what kind of need there was for electric heating solutions. The composition of this address list was very diverse: from wholesalers selling Sinus Jevi’s standard products to drilling platforms, contractors, project managers, and companies in the food sector. The pilot lasted 80 hours. During this time, the Skondras agents managed to secure 55 appointments. Sinus Jevi is very satisfied with this result. Whether and how the pilot would continue was not clear by the end of 2015: they wanted to first evaluate the effect of the appointments on sales before making a decision about a potential follow-up.

“The collaboration with Skondras has relieved our team from the normally time-consuming acquisition activities. Reporting of the conversations is brief and substantively to the point.”

About Sinus Jevi

Sinus Jevi Electric Heating is a specialist in electric heating systems for the industry. The company from Medemblik primarily serves the oil and gas industry. Additionally, Sinus Jevi also supplies electric heating products and associated control equipment to other sectors, such as food, construction, and the chemical industry. The company operates worldwide under the Swedish parent company, the Nibe Industrier Group, and through its own representatives and agencies.

31 (0)20 449 94 00

Customer Profile