Overview:

Arco are the UK’s leading supplier of personal protective equipment (PPE). As they have a wide product portfolio that spans across a number of industries, they have a variety of routes to market and a number of sales teams handling their customer relationships nationwide.

The Challenge:

Arco needed a clear acquisition strategy that would deliver sales qualified leads within the business’s key verticals. To do this, they needed a B2B sales growth partner that could optimise their sales channels, build relationships with prospective customers, and deliver the best chance of converting qualified leads into sales.

The Solution:

We created a plan to gather intelligence on Arco’s key prospects and build relationships that could deliver qualified opportunities. By engaging and profiling data, we were able to understand their prospects’ characteristics and future-proof Arco’s new business model. 

We allowed for a responsive approach to key learnings within the programme and this enabled us to deliver a well-targeted, consistent nurture programme that formulated the framework for timely lead generation.  

This is now a key pillar within Arco’s acquisition strategy, allowing us to effectively manage prospects as well as dormant and lapsed customers to ensure they are fed into a well-structured engagement programme.