Background

CMP Products Ltd is a leading specialist manufacturer of Cable Glands, Cable Connectors and associated accessories used extensively for power, control, lighting and instrumentation cable applications. CMP offers a variety of solutions for Marine, Hazardous Area, On/Offshore applications and industrial products with worldwide certification for a wide range of cable types.

The Need

Up to 2001 CMP’s UK customer base comprised mainly of wholesalers, cable distributors and specialist distributors.  The sales team struggled to maintain contact and tended to work reactively.   Around this time market trends started to change with many wholesalers starting to import cheaper and sometimes inferior products and this led to a reduction in CMP’s UK sales. Knowing that it had to review and change its sales strategy, the company created a new role of Project Administrator to work alongside the UK field sales team, targeting companies involved in capex projects.  The aim was to create awareness of CMP’s products, to ensure that they were specified, and to do this at an early project stage to increase the chances of winning an order. The new Project Administrator recognised the need for help in identifying the companies involved in major projects and sought the services of a sales intelligence provider.

The Solution

The service CMP initially used was unsuccessful: the information was too limited and the time needed to gather additional data was too long. Towards the end of 2002 CMP looked to Protel to provide the required information and the potential could immediately be seen: the information was early; the key decision maker details were comprehensive; timescales and project scopes were clearly identified.  All the legwork was done for them. CMP took out an annual Project Bulletin subscription and has been successfully using the service ever since.

The Outcome

“We have used Protel’s services for a number of years now and the high quality of the information is second to none. Because of the detail and timing of the Project Bulletins we have been able to contact customers early in the project cycle and introduce our products before our competitors have even become aware of the opportunity. We had never been in this situation before and we can confidently say we now know everything we need to know about our target projects, and that is only because of the excellent information supplied by Protel. We have successfully won a number of large projects as a direct result of Protel’s Project Bulletins – it would have been extremely difficult to achieve what we have to date without Protel’s help.”

Heather Tyson – Project Administrator