Background
One of our clients had made an investment of over $400K in advertising and promotions in last 12 months and was generating around 75 new sample requests a month. While most of these samples were being supported, feedback on what happened with the samples shipped was available only in 10 – 20% of the cases.
Problem
What happens to the samples that were being shipped?
Beganto solution
- Beganto set-up component engineering team to itemize, study and follow-up on these opportunities
- Each design opportunity was studied and outbound calls made to extend component engineering support on the parts sampled
- Program designed to capture feedback on results of part evaluation
- Team established operating processes and obtained buy-in from reps
Results obtained
EAU worth $8 million that had not been followed up and reported on by reps were qualified as parts being designed-in. 4 separate multimillion dollar opportunities with leading OEM manufacturers in Aviation industry were qualified. Over 185 new opportunities where client’s parts were designed in each with an EAU less that $100,000 were identified. These added up to $1.35 million a year EAU. |
