Global Heat Transfer is the UK’s leading thermal fluid expert in heat transfer process applications for manufacturers throughout the world.
The business based at Cold Meece near Stone has been trading for over 25 years and success has been realised by innovating new products and services. Their latest Innovation was to offer a new contracted engineering support service. This would be a 3 -5 year plan to take complete ownership of the maintenance of a company’s heat transfer fluid.
With the support of the BIC’s SBIIS III programme, Global Heat Transfer employed the services of an experienced sales and marketing expert and together they devised a project to help create a sales and marketing strategy and plan, which would include the name of the new service, the IP registration, key message framework for communications, preparation of both on and offline marketing materials and the marketing activity schedule. The project also included the sales management process.
Over the course of 4 months a strategy and plan was agreed and the implementation of the sales and marketing plan begun. The sales team were reorganised to maximise individuals’ expertise and existing data was segmented. The marketing plan to generate new business opportunities was rolled out.
Global Heat Transfer can currently report an increase of 33% in contracted business under the newly created brand, Thermocare®, and this is set to continue.
The Company also achieved recognition at national level with a Queen’s Award for Enterprise for the Thermocare® innovation, which included a visit to Buckingham Palace and a celebration for the company’s staff.
The BIC programme has helped us bring in the expertise we needed to take our Innovation from an idea to actually impacting sales. Without this valuable support we wouldn’t have learned new skills, nor changed the way we worked and realised the success we have so far.
Clive Jones, Managing Director and Founder Global Heat Transfer