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Background
Logopak International is Europe's foremost supplier of industrial 'print and apply' labellers. The company produced its first automatic system for Polygram Records in 1983 and believes that theirs was the first ever print and apply application. Twenty five years on, Logopak is still designing, developing and manufacturing almost all of its equipment, electronics and software in-house and prides itself on its range of applications for print and apply labelling machinery.
The Need
Following the development of a number of new labelling applications, Logopak embarked on a review of its business development processes. The company realised that it needed to clearly identify opportunities to exploit the advantage that its unique, market leading products offered and needed to develop a more structured approach to sales development.
The Solution
Protel's Project Bulletin service immediately provided Logopak with early information on new factory builds, site expansions and equipment upgrades. This initial identification of sales opportunities within defined market sectors gave its sales force time to make early contact, match sales presentations to the clients' requirements and provide more detailed proposals illustrating the features and benefits of its products and services.
The Outcome
"Protel's project information has played a key role in our strategy to increase sales of new machinery. Over the last six years Protel has proved to be an invaluable service, helping us to establish over twenty-five new accounts and numerous industry contacts, and identifying many ongoing project opportunities. It is one part of many which makes up a successful sales and marketing portfolio and keeps us ahead of our competitors".