Bürkert-Contromatic

 

”Valeur’s knowledge of our industry is crucial for building new customer relations”

 

Bürkert-Contromatic does not want to spend all the time of their Sales Representatives on appointment setting. This task is better off in the hands of experienced specialists. Valeur’s industrial consultants are known for having the technical knowledge about the industry, the products and the market.

Herlev, Denmark

25 employees

Private Company

Fluid Control Systems

Technical insight creates essential openings

For industrial companies, like Bürkert-Contromatic, it often takes longer time to establish a good relation to the costumers. Mostly because, these companies supply technical complicated products and unique systems, which you cannot take any chances with. Before the first order is given, it is crucial to have complete faith and trust in the product and the supplier. In order to engage in a dialogue with potential clients it requires a profound knowledge of the specific industry.

“Our consultant from Valeur possess deep knowledge of our industry, which is crucial for the quality of our sales meetings”, says Aage Dam, CEO of Bürkert-Contromatic. “The consultant was capable of absorbing a profound understanding of our company and products. He knows exactly in which circumstances it makes sense to book a meeting and he speaks our technical language – he is very trustworthy.”

 

Long-term costumer relations

New Costumer Development is a central focal point for Bürkert-Contromatic, and in 2011, the company decided to strengthen this area by outsourcing the task. Valeur’s industrial team contains highly skilled consultants with many years of experience in outbound sales for industrial companies. The partnership with Valeur was the ideal match for Bürkert-Contromatic:

“Valeur understands our way of running a business, which is built upon quality and long-term costumer relations. We need to nurture and expand our existing clients, while slowly generating new clients.”

 

Direct two-way communication

“Appointment setting functions like everything else – the result depends on what is invested in the process”, states Aage Dam. “We invest a lot of time in creating a relevant gross list in cooperation with Valeur and we have an effective and direct communication between our sales team and Valeur’s consultants. Valeur are experts in lead generation and creating a good dialogue with potential clients. They are professional from beginning to end – and we never waste our time with unnecessary meetings. We recently hired a new Sales Representative and it was a perfect beginning for him. Instead of spending all his time on appointment setting, he started meeting new clients right from the start. The collaboration with Valeur is a perfect supplement for our own set-up.”

 

Plenty of quality meetings

After initiating the cooperation with Valeur in 2011, Bürkert-Contromatic has experienced a positive development in their customer base: “We are slowly expanding our network and we established good relations to potential clients. We are very satisfied with the results of our partnership with Valeur. Their consultants are capable of booking all the necessary meetings, so we just set the limit for what we can manage.”

 

Continuity is alpha and omega

Right from the beginning, it has been the same consultant on the project for Bürkert-Contromatic. In addition, the consultant has been working 27 years in the same industry, and that is very important for Aage Dam:

“It is alpha and omega that it is the same person that calls potential clients on our behalf – and even more important that is a person that is familiar with our business and market. Valeur is famous for having a reasonable continuity and many experienced consultants. We have complete faith that this stability will continue to benefit us in the future.”

 

Bürkert’s results from appointment setting

Establishment of new
customer relations

A full pipeline with
relevant leads

Optimal planning of the
Sales Representatives’ time

No wasted time on
irrelevant meetings

Improved logistics
with a minimum of
transportation time

Appointment setting – Your way into the market

Do you have a product or a service, which is eligible for the market? Then appointment setting is a suitable strategy for interacting with potential clients.

Valeur pursues a certain strategy in order to book high-quality meetings. This strategy revolves around the policy that it is not a matter of calling as many leads as possible, but calling the right leads at the right time.

 

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