Case Studies

The Client

 

Alamein, based in Berkshire, provide intelligent mobile data solutions to meet the challenges of today’s mobile workplace. Using satellite navigation and tracking technology Alamein offer the most comprehensive range of mobile solutions to fleet operators today including data despatch solutions, online bookings and fleet management systems.

 

With customers in the UK and internationally, Alamein solutions keep organisations in control of their mobile workforces delivering optimized fleet efficiency and improved customer service.

 

The Challenge

 

After establishing the business in late 2000 and appointing key Partners as Solution Providers, Alamein embarked on acquiring a customer base that would deliver a strong revenue stream and profitable recurring revenues, typically from the passenger transport and courier sector of the market. As their business grew the co founders Aston Clarke and Douglas Kearney recognised that in order to achieve their goals they couldn’t just rely on their core competences of technical expertise and partner relationships. They recognised that Alamein required a stronger sales and market presence in order to succeed.   

 

In 2006 Alamein contacted Terry and for his assistance in helping them set up their Sales / Business Development function and define a strategy that would deliver sales from lead generation through to fulfilment.

 

The Solution

 

Terry was appointed to support Alamein initially over a 12 month period on this project which he delivered in two phases.

 

The first phase focused on establishing a strong sales resource which had the capability to deliver the required growth in sales. This included managing the recruitment process of Alamein’s sales function by briefing recruitment consultants, defining the sales role, advising on remuneration levels and defining sales targets. Once a salesman was appointed Terry worked with the Directors to develop and monitor a 12 month business plan to achieve their goals, advising on any specific sales opportunities over the duration of the project.

 

To support the new sales function and ensure they were equipped to succeed Terry proposed a 12 month Marketing Plan with the key objective of generating leads and building credibility to ensure Alamein was on the radar of larger more profitable organisations. Within this second phase was the provision of collateral such as brochures, web content, presentations etc.

 

After the first 12 months Aston Clarke, Managing Director of Alamein commented on the achievements, "The figures speak for themselves! Since Terry joined our management team our sales have risen 50% and our whole sales and marketing function is increasingly strategic, organised and professional."

 

The Next Steps

 

The support that Terry provided to Alamein continues, with Terry being retained as Sales and Marketing Non Exec within their business. Over the last 3 years Alamein has doubled in size and they are now better equipped to achieve larger and more strategic sales. Terry not only gets involved internally but also represents Alamein in strategic negotiations and is a valued member of the Alamein Executive Team.

 

Terry has contributed to the company strategy and direction which now sees Alamein competing for business in a much wider market which includes patient transfer, community transport and freight logistics. Alamein are strengthening their product range via product suites and bespoke solutions to meet the requirements of larger and more diverse operators within the mobile market place.

 

“Terry is a great asset and complements our 'techie' bias with no-nonsense commercial acumen," concluded Aston Clarke, Alamein.