FIB Industries is a leading manufacturer and supplier of customised stainless steel and alloy products, including cellar equipment for pubs and clubs. However, with some 70 percent of sales being generated through engineering firms, growth opportunities lay in moving away from these anonymous channels and selling directly to end users.
But this new marketing strategy meant suddenly having to manage relationships with a large and growing number of clients.
“Instead of just twenty clients, now we have to manage hundreds. That means not just recording their names, but also accurate details of the nature and history of our relationship with them. What we have supplied in the past, the agreements we have entered into with them, and who we need to talk to about an order. We can do that with Act! in a structured and professional manner.” says International Sales Manager Ruurd Schut.
