Page 18 - BOSS Today Issue 10

BOSS Award Winner

THE

DEVON

APPROACH

Just Office may be a small company based in Devon. But it’s

success in winning this year’s Reseller Marketing Excellence
Award shows it has much to teach larger firms

he winner of this year’s companies it is happy to go for. “and we have now worked out processes set up in the past 12
Reseller Marketing “We are very keen to serve local that 48 per cent of those are months for netting prospective
TExcellence Award, Just businesses,” he says. “The cost of being landed.” new customers that has done
Office, is based way down sales is low.” That is a return record even most for the company. The ‘6
in Barnstaple in Devon. But Just Office would appear the most sophisticated agency Pack’ process is designed to
anyone who is surprised at that to be serving those customers in Soho would be proud of. take each customer from being
statement shouldn’t be. particularly well. Unstead Unstead says the company “wanted” to being “loyal” within
To start with, Devon isn’t that and Rostock, who set up tries to stay in their prospective 12 months.
sleepy. “Within a 25-mile radius the business after they were customer’s minds with a huge
of our offices there are no less both made redundant by the emphasis on brand awareness Popping in
than 9,500 businesses,” says Think Office Products Group, and by being quirky. “We ran a “We start by sending each
Andy Unstead, who founded incentivise the seven staff who campaign for lapsed customers wanted customer a ‘Just
the company ten years ago with work for them very heavily – based on a ‘Baby Come popping in’ letter,” he says, “and
Mark Rostock. And although the something they have learned to Back’ theme that involved a come in with some catalogues
£1.3m turnover company does do after 25 years in the business. boomerang being sent out to to drop off. Then we wait a
have nationwide customers “Our sales team are targeted to them,” he says. “It was still a very couple of days before following
among its 500 active accounts, get me in front of 40 prospect soft sell.” up with a direct phone call.
Unstead says that 9,500 are accounts a month,” says Unstead, But it is probably the Once we have spoken to them,

18 BOSS TODAY | November/December 2011

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