Our client, Vending Machine Services Ltd (VMSL) was a technology and manufacturing company, operating successfully in New Zealand but looking to expand overseas. In addition, VMSL had clear objectives to acquire a number of large corporate clients to help facilitate their international expansion. Standing in their way was a lack of sales and marketing expertise and VMSL recognised that they needed to focus their limited cash resources in areas where they would receive the best return.

Their goal of winning large corporate clients required complex ‘solution selling’ and a new level of marketing intensity unfamiliar to them. Igniter was engaged to assist in closing their marketing and sales gap in the wake of the major proposed changes.

 

Igniter's Approach

We began by performing a sales diagnostic to uncover and prioritise VMSL’s major sales and marketing hurdles. This allowed them to prioritise best bang-for-buck spend that would project the company on a sustainable growth path. 

Following the diagnostic, Igniter redeveloped VMSL’s value proposition along with a complete set of sales collateral to assist with the sales process and international expansion.



Outcomes For The Client

The value proposition and sales collateral developed by Igniter assisted VMSL to win a major off-shore corporate account (Coca-Cola Amatil) and helped to facilitate their successful international expansion.

Coca-Cola Amatil was so impressed with VMSL’s successful implementation that they later bought the company.