Valuable assistance with sales and marketing  

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In the offices of W&D Vertriebsmanagement GmbH in Bersenbrück between Bremen and Osnabrück, a Babylonian confusion of languages appears to prevail at first. When one listens more closely, however, it becomes evident that an international team of over 30 native speakers from a variety of countries is organising telesales for the pet supplies sector. In one office, marketing staff are selling tick protection products from a Swiss manufacturer directly to the international pet product trade over the phone. In another office, route-optimised schedules for the field sales staff of an international aquarium manufacturer are being agreed. “Internationally active companies in particular often lack sufficiently effective marketing structures in the European market. Concentrated market cultivation rarely takes place,” comments Thomas Westfehling, managing director of W&D Vertriebsmanagement GmbH. “Telemarketing is well received” W&D regards supporting medium-sized pet product companies in the development of such a marketing strategy as its main job. Thomas Westfehling says: “The consistent implementation of an integrated sales and marketing strategy is the modern key to success.” W&D sees its services as a complement to existing marketing structures. The classic sales representative in the pet supplies business mostly works for several clients, and the cost of a classic field sales appointment at € 250 on average far exceeds the cost of telemarketing undertaken by qualified staff. “Experience shows that 80 per cent of sales to the speciality trade can now be generated over the phone. This form of marketing enjoys a high level of acceptance among pet product dealers.” In addition, W&D organises professional information management. Thomas Westfehling explains: “All marketing and discussion information is made available to our clients on a daily basis via an online database. Even if a pet product dealer is not interested in placing an order, this information is very important to the management of a pet product company.” However, W&D Vertriebsmanagement GmbH isn’t a type of call centre. Thomas Westfehling stresses that “We don’t just work our way through a list of phone numbers – we develop public relations management of an extremely high standard. We provide highly skilled marketing teams and work with our clients to ensure projects are professionally prepared, including intensive…