Valneva is a fully integrated vaccine company that specializes in the development, manufacture and commercialisation of innovative vaccines with a mission to protect people from infectious diseases through preventative medicine.
Valneva’s UK commercial arm provides products to help protect travelers against Japanese encephalitis and cholera. Valneva UK also markets the company’s DEET-free insect repellent Moskito Guard®.
Valneva aims to improve awareness, advice and access to travel health to better protect travelers through working in partnership with healthcare providers.
Valneva had recently begun distributing its products directly in the UK rather than through a third party. The primary campaign objective was to ensure that all customers knew of the change of supplier and set up accounts with Valneva.
To achieve this, the campaign was split into two parts. Firstly, Lingo called to identify the correct contact at each customer and checked that the addresses held were correct. This clean data was then used by Valneva’s marketing agency for a direct mail piece with details of the new distribution arrangements and an account set up form.
The second part of the campaign a telephone follow-up to the direct mail with the following objectives:
- Ensure that the direct mail piece had been received
- Encourage those who had not already done so to complete and submit the account set up form
- Where possible, to walk health care professionals and practice managers through the Valneva UK website to show how to order the vaccines
- Answer any questions and, if appropriate, set up appointments for larger accounts to meet with Valneva team members
- Lingo also provided, and continues to provide, inbound call services to Valneva for those with queries relating to account set-up and the ordering process.
Graham Thoms, Valneva UK’s Head of Commercial Operations UK, Ireland & Southern Europe, said “We were delighted with the way Lingo handled this crucial campaign. It was so important to us for all potential customers aware of the change in distribution and Lingo worked to take this worry from us. Lingo did a great job in a professional and seamless way”.
BMG LABTECH is a leading global developer and manufacturer of innovative, high-quality, and reliable microplate reader instrumentation. Based in Germany and offering a worldwide sales and support network, the company has been committed to producing microplate readers for twenty five years and their innovative products have earned a strong reputation as technology leaders in the field
The UK division has a mission to become the first choice supplier in the UK for competitively priced multimode microplate reading technology, of the highest quality and technical excellence, backed by outstanding service and support.
Working from the client’s data, Lingo was tasked with focusing on one particular UK sales territory with the following objectives:
- Generate new leads
- Re-qualify old prospects
- Restart lapsed client relationships
BMG LABTECH’s data was a mix of organisational types – research labs, universities and hospitals. Each organisation had multiple contacts listed and these covered a myriad of departments. The first task, therefore, was to ascertain which contacts were in which department. Lingo used web research to match the names to specific departments so as to avoid multiple calling to the same department – this would have been time wasting for Lingo and, more importantly, deeply annoying for the department concerned! The focus, once it was ascertained who was who in each department, was towards the lab leader as this would normally be the decision maker.
Where lab personnel were not listed on websites, Lingo called labs to find a friendly contact with whom they ran through the names they had to ascertain those in the same lab and identify the appropriate lab leader. In doing this, Lingo was delighted to find that lab people are (mostly) a friendly and helpful bunch!
Once calling began in earnest, Lingo secured seventeen appointments, most of which were face to face and some were with several contacts in one visit. They also unearthed seventy five requests for further information.
BMG LABTECH’s UK Managing Director Robert Mount says “Lingo did exactly what we asked of them and achieved excellent results. Not only that, their reporting and other communication during and after the campaign was excellent too”.
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