Kiyokuni Europe Ltd
Kiyokuni Europe Secure Contract with Major Tier 1 Automotive Supply Chain Manufacturer Looking to Become 1/3 of Kiyokuni’s Annual Turnover
- Heavily reliant on several divisions of one major automotive customer
- Growing need to identify opportunities within the UK to win new customers, decreasing its dependence on existing customers by widening customer base.
- No central point for recording & managing customer, lapsed customer or prospect data
- To establish & maintain a comprehensive sales & marketing strategy to support Kiyokuni Europe in securing new business
WHAT WE DID
The primary activity of the partnership is to identify potential new customers that have a requirement to subcontract pressed components, continue to build and maintain a database of prospect information and create opportunities for Kiyokuni to attend sales appointments with decision makers or complete request for quotations.
RIGHT PLACE RIGHT TIME RESULTS
When a major tier 1 automotive supply chain manufacturer was looking to change their metal pressing supplier, Momentum Partnership ensured Kiyokuni were in poll position to compete for the business.
The prospect had been receiving the Kiyokuni email produced by Momentum on a monthly basis, for over two years, along with regular courtesy calls to keep up to date with business activity and any impending requirements.
Positive email interaction tracked by Momentum triggered a telemarketing follow up call made to the Managing Director. The call was well-received because the manufacturer had been experiencing issues with the existing supplier and had a genuine need to source a new supplier.
Consistent communication over a long term period had ensured Kiyokuni was in the right place at the right time to gain the opportunity to win the business. The prospect was already aware of the Kiyokuni name and service profile, the foundations of a business relationship had already been laid and therefore the prospect was willing to attend an appointment to discuss the possibility of changing supplier.
Following a successful appointment, the prospect was then converted into a customer that is looking to develop into 1/3 of Kiyokuni’s annual turnover.
“In this industry, timing and who you know is everything and we just don’t have the internal resource to be continuously talking to our prospects. Through Momentum Partnership we can uncover and seize opportunities to win new business, which we may not have heard of otherwise.”
– Sean Davies, Managing Director.