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CMS is a well-established and reputable manufacturer and installer of PVC-U windows, doors, and conservatories to the commercial, trade, and retail sectors. Our reputation is earned from the delivery of quality, service, and value; not the rhetoric. It is a difficult telemarketing "sell" when pitched at the trade sector that is increasingly price-driven.
We have contracted with DJR Marketing for two campaigns (in 2004 and 2007), following an initial trial, to generate appointments for our trade accounts manager.
DJR were prepared to take the time to ensure that they fully understood and then tested their understanding of the brief. They also actively sought feedback on the quality of leads generated, during the campaign, in order to improve the standard of the service delivery.
Clearly, as with all contracts based on payment for time input rather than appointment outcome, there is concern for the value of the delivery. We were pleased with the flexibility shown by DJR in agreeing evaluation criteria based on appointments actually generated with an opt-out after an agreed period. We did not need to consider the opt-out because DJR were successful in their delivery and exceeded agreed targets.
Further, the quality rather than quantity of appointments is an important consideration and depends on the leads having been properly qualified. We were satisfied that the majority of appointments met this quality test.
DJR Marketing, from our experience and evidence, is a professional company that communicates well, works closely with and for the client in a responsive manner, provides comprehensive activity records, and is both reliable and successful.
DJR have secured repeat business from us. We would be happy to engage them again in the future. That is the acid test in any business relationship.
Phil Bray
General Manager |
