All cases

Mundipharma Nordic

Unites through
internal app

See more

TELIA ERHVERV

Content Marketing
on B2B

See more

MAN PRIMESERVE COPENHAGEN

Digital driven and individual
sales of genuine spare parts

See more

STRUERS

Cutting Edge
Lead Generation

See more

TELIA ERHVERV

Digital Lead
Generation

See more

CASE STUDY: MAN PRIMESERV COPENHAGEN

Digital driven and individual sales of genuine spare parts

BACKGROUND

MAN Diesel & Turbo design and build marine engines – and know exactly which spare parts each engine needs. MAN decided to introduce customers to tailor-made spare parts sets, consisting of all the necessary parts for a specific engine part.

"It's in the bag"


CHALLENGES

But customers are used to buying spare parts only an ad hoc basis. And the industry is conservative and slow in adopting changes, only repairing what is broken here and now.

The challenge was to convince customers to buy original spare parts packed in an entire set – while saying goodbye to simple repairs made with cheap copy goods.

SOLUTION

We invited them on a digital journey. This started by selecting the exact ships their customer owns and operates, and making only the spare part kits for their available ship. By combining the data of the ship, engine and customer, we created an individual touchpoint.

It's not just a collection of spare parts. It’s a tailor made service, presented with tailor made digital communication.

Results

27,3%

conversion rate
to leads

100%

local sales rep
engagement

350%

rise in sales!

The case won Gold in Effectiveness
at the Danish Digital Award 2017.

If you want the full story and how to activate your customers on a digital journey, contact Client Service Director Camilla Spliid.

Camilla Spliid

Client Service Director

+45 30 86 10 45
cs@kogp.dk