37point5 provide specialist Sales and Marketing support to Businesses.

37point5’s experience stems from over 10 years dealing with Businesses needing accelerated growth and changes in strategy.

Their range of services include:

• Strategic Planning
• Performance Benchmarking
• Targeted Marketing Programmes
• Business Opportunity Analysis
• Sales force Business Planning
• CRM Implementation.

Kimal plc choose 37point5 to help drive improved sales processes throughout their organisation

“What really swayed us was the combination of 37point5’s Business experience and what we were getting for our investment.”

Established in 1964, Kimal develops, manufactures, markets and distributes innovative medical device technology across the healthcare market. Their expertise covers specialist Healthcare sales as well as manufacturing.

Since their inception they have grown to encompass the global healthcare market with both own manufactured products and representing Global Leaders in their field of expertise. Their philosophy of service excellence and cost effective innovative product
supply has made them the first choice for many NHS Hospitals.

Improving the formula

With the need to improve the Business Planning skills of their field force and gain more visibility on the activity with their customers, Kimal plc invited 37point5 to propose a solution that would meet their needs whilst remaining cost effective. After meetings with senior management, 37point5 proposed the implementation of their Customer segmentation tool along with Business Planning and call reporting tools.

This involved analysis of the market in which Kimal’s three sales teams operated in namely, Filtration, Imaging and Intervention and Endovascular. Interviews were conducted with key personnel both within Kimal and their key customers to facilitate tailoring of the sales tools . A training day was then conducted for each of the teams on strategy and the use of the tools which all operate using Microsoft Excel.

A cost effective solution

Alan White, Sales Manager for Imaging and Intervention said: “The tools are excellent. Not only can our salespeople properly record how they are going to manage their accounts, but the customer segmentation tool gives them guidance on what strategies to use for different account types.”

David Jones, Sales Director, continued: “The 37point5 initiative has been very well received and I know the teams are now actively populating their territory files. We now have much better control of how our sales activity will translate into results.”