Somfy is now the world leader in door and window automation for the home and building industry. Created in 1969, Somfy is a French group originating from the Haute Savoie region, at the heart of the Arve Valley. Somfy is based in Cluses, a major site in the steel cutting industry. With over 100 million motors sold worldwide, you know you can trust in the Somfy name.
Whilst Somfy is a key player in the home automation market across Europe, the marketplace is overcrowded in Garage Door Openers (GDO) in the UK. Somfy’s main aim was to establish their presence in the ‘up and over’ and sectional GDO marketplace, by working to expand their current UK customer base.
Air’s initial solution was to work as an outbound sales team in the UK for Somfy. They worked on calling a database of GDO installers and suppliers, established their experience with Somfy products so far, then worked to upsell Somfy’s latest home automation product. Prospects that were interested in the offer would then be contacted by Somfy’s internal sales team to process the order. Air Marketing then followed up for their feedback and to upsell where possible.
However, due to the success of this and, therefore, to the amount of orders being sent through to the Somfy sales team, Air now has the responsibility of handling these orders in-house.
Air had to find a very unique list of installers, or suppliers, of ‘up and over’ and sectional garage doors based in the UK.
At the time this case study was written, Air had dialled just under 400 hours for Somfy, spoken to 548 decisions makers and generated 39 orders. That’s a conversion rate of 5.3%.