Case Studies


Blended Field and Phone

The challenge

Our clients ambition is to grow sales of their brands and to partner with an agency that bring experience & expertise to drive sales. Having worked together since 2006, we work with our client to deliver an integrated field and telephone sales support team – supporting bars, restaurants and licensed café’s to increase brand visibility, drive ROS and identify new opportunities.

The blended field and phone solution provides a cost effective approach to managing the call files, reducing the cost to serve lower value and geographically hard to reach outlets. The cross trained flexible Telephone Account Managers also provide tactical callage to drive NPD and data cleanse within the dynamic on trade market.

Our Solution
  • We provide a team of 18 Customer Development Executives and 5 Telephone Account Managers providing support to outlets to retain our clients brands, ensure sufficient stock of branded glassware and improve visibility of brands to drive ROS.
  • Promotion of dual stocking and identify prospects for new brand sales.
  • Telephone team also provide vacancy coverage for internal regional field sales teams for high value call files, attend new business days in trade and make transfer orders.
  • Driving sales of new brands via sampling evenings and marketing promotions supporting bar/club staff in understanding how to ‘sell’ the brands we introduce.
  • Working to ensure quality of product is delivered to the end consumer by effective training and brand activations in a B2B approach.


  • Brand retention across outlets at 97% v Target of 91%.
  • 2400 outlet training sessions run each year with a 92% mystery shop pass rate.
  • Yearly increase in ROS with 80% of outlets achieving ‘Fair Share’ or higher of projected sales.
  • Increasing dual format listing across country by 5% YOY, generating an additional £720,000 in revenue.

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