Background

Alfa Laval specialises in three key technologies: heat transfer, separation and fluid handling, and holds leading global market positions within its fields of technical expertise. Alfa Laval operates 50 worldwide sales offices, 20 production units and 70 service centres. The company currently employs approximately 10,000 staff worldwide.

The Need

During the 1990′s the various groups & divisions within Alfa Laval regularly held meetings where they would share market and project information to keep all areas up to date on current and potential developments. As the company continued to expand it considered that a market intelligence service might prove more effective and less costly. This information would need to provide early, accurate information within their core sectors to complement the activities of the sales force and to promote proactive sales efforts, and had to be cost effective.

The Solution

Protel’s Project Bulletin service was the ideal solution; the information was early, it included good contact details and the project timescales and scopes were clearly defined. The service covered the main core sectors that Alfa Laval wanted to continue to develop and the information was delivered weekly via email in a form that allowed easy filtering and distribution among the various divisions and offices.  Most importantly the annual fee was relatively small.

The Outcome

“We have been using Protel for seven years. The information we receive is timely, accurate and comprehensive, and the service definitely pays for itself each year. Without a doubt it provides us with new sales opportunities and also with regular updates on projects that we are working on. Protel is a valuable sales tool and we do not hesitate to approve the renewal year on year.”

Ian Forrester – Business Unit Manager