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THE CLIENT



Business Stationery Direct is a Leicestershire based stationery company, selling stationery direct to businesses, either via their website or via the telephone. BSD currently operates inbound and outbound activity as part of the customer services team role. Agents are responsible for generating sales from existing customers and also new customers.

THE CHALLENGE



With the launch of the new website and the drive to increase cross selling opportunities, BSD looked into outsourcing the new business generation. BSD were resellers of a variety of accounting software systems, and initially wanted to promote the relative consumables to each business that they had sold the software into.

The outbound sales campaign has proven to be a great success as DDC OS not only delivered the required results but also over performed against targets thus allowing us to increase the number of seats and in turn, increase our sales.

THE SOLUTION



DDC OS spent an initial period of time working with the internal BSD team to see how their processes worked. Once they had this information, they built a bespoke process for using here at DDC OS. We used the BSD sales scripts, but built our own systems in house using our internal IT team.

Initially, Data was provided from BSD and was a mixture of lapsed customers and also some new prospects. The data base was split into campaigns depending on the accounting software that the prospect had, so they could sell the appropriate consumables in to the business, and then upsell any other stationery items required.

Although the outsourced telesales team was initially quite small, it very soon doubled in size, due to the success of the campaign.

THE BENEFITS



  • DDC OS has a fully skilled outbound sales team available to contact specific data sets for Business Stationery Direct. This has left the team at BSD free to deal with more complicated, client specific enquiries and available to focus on other sales.
  • A close working relationship and the ability to offer a bureau service meant a cost effective and scalable solution was available to the client.
  • The solution had the flexibility to cope quickly with changes in data sets and allows the ability to respond to the client’s requirements in a timely fashion.

SUMMARY



DDC OS designed and built a successful, end-to-end, outsourced business telemarketing campaign for BSD. Both parties monitored and reviewed the performance of sales revenue to date. The results showed a significant increase in the revenue and a constant upward trend. The DDC OS Team consistently exceed the targets set by the client.


The outbound sales campaign has proven to be a great success as DDC OS not only delivered the required results but also over performed against targets thus allowing us to increase the number of seats and in turn, increase our sales.

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DDC Outsourcing Solutions,
Manton Wood Enterprise Park,
Worksop, Nottinghamshire S80 2RT