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ThyssenKrupp Elevator
This is a case study by CMG members 'Results Global'.
Company Overview
ThyssenKrupp Elevator is one of the worlds leading elevator and escalator organisations serving all market sectors.
Relevant Target Sectors
Commercial Office, Retail, Hotels, Healthcare, Education, Government, Local Authorities, Housing Associations, Property & Facility Management, Lift & M&E Consultants
Our Remit
Results has represented ThyssenKrupp Elevator since 2002 and we have a full time agreement that takes us through to February 2008. Our role for ThyssenKrupp has evolved over the years and we now provide sales and business development support to all of the Southern sales teams on a full time, 5-day per week basis. Our role is to identify and develop new business opportunities centred on the service, modernization and refurbishment of existing lift portfolios throughout all market sectors. In addition to the targeting of end user clients we have also worked with ThyssenKrupp to help identify and develop high level opportunities with some of the UK's leading property and facility management companies, this approach has lead to relationships that have created significant 'channels to market', generating repeat business opportunities over longer period of time.
Results has also worked with ThyssenKrupp in other areas as follows:
Throughout 2004/5 Results worked with ThyssenKrupp Europe to build on the results achieved in the UK by delivering a similar level of service on behalf of the European divisions of ThyssenKrupp Elevator. The project was rolled out in 6 European cities and Results employed the relevant linguists where required. The European market is quite different to that in the UK however in general it is less competitive and less aggressive and as such our proactive and disciplined approach to targeting new business was very successful.
In 2006 Results delivered a 9-month project for ThyssenKrupp Escalators that was designed to identify and develop new business opportunities for new escalator installations. The project was successful and opened many news doors for ThyssenKrupp, however due to the relatively small size of this market it was decided that financial resources would be better applied elsewhere although this is something that may again be visited in the future.
Target Sector & Sample of Opportunities Created:
Commercial Office
British Airways PLC, Astra Zeneca, Merrill Lynch International, HSBC Group Property, Deutsche Bank AG Ltd, Investec Bank UK Ltd, Deloitte & Touche, BDO Stoy Hayward, Classic FM Ltd, Securicor PLC, Abn Amro Bank NV, Scottish Life Assurance, Bloomsbury Publishing PLC
Retail
Harrods, Selfridges, Sainsburys Supermarkets Ltd, John Lewis PLC, Woolworths Group PLC, Iceland Foods PLC, William Hill Ltd, WHSmith, Debenhams PLC, JD Sports Ltd, Lidl Group UK Properties, Habitat UK Ltd, Courts PLC, Signet Group, MFI Furniture Centres Ltd, Fenwick Ltd
Hotels
The Ritz London, Crown Plaza Hotels, Renaissance Hotels, Radisson Edwardian Hotel Group, Marriott Hotels, Holiday Inn Hotels, Great Eastern Hotels, Conrad International Hotels, Clarion Hotels, Pavillion Hotels, Baileys Hotel London, Millennium Hotels, Quality Hotels Group
Healthcare
Bupa Group Property Ltd, Barts & The London NHS Trust, Nuffield Hospitals, Royal Marsden NHS Trust, Sutton & Merton PCT, Newham NHS Trust, St Georges University of London Hospital, St Pancras Hospital, Kings Oak Hospital, Bupa Care Services, Birmingham PCT
Education
Imperial College London, London Metropolitan University, Middlesex University, Southgate College, South Thames College, Southwark College, London Universities Purchasing Consortium, Dulwich College, London Business School, University of London, Bath University
Government
Ministry of Defence Estates, ODPM, DEFRA, Government Offices London, Department for Transport, Belgium Embassy, Swedish Embassy, Barbados High Commission, HM Prison Wandsworth, Food Standards Agency, Botswana High Commission, Singaporean High Commission
Local Authorities
Croydon Borough Council, Hounslow Borough Council, Islington Borough Council, Bromley Borough Council, Milton Keynes Council, Hackney Borough Council, Enfield Borough Council, Merton Borough Council, Barnet Borough Council, Greenwich Borough Council
Housing Associations
Hanover Housing Association, The Sir Oswald Stoll Foundation, BCHT, Presentation Housing Association, The Industrial Dwellings Society, Hanover Property Management, Shian Housing Association, Embridge Housing Trust, Community Housing Association, Excel Care Holdings
Property & Facility Management
Planned Maintenance Engineering, Mitie Group, Norland Managed Services, Amec Property Services, Emcor Facilities Services Ltd, Broadgate Estates, The Mall Corporation, Nelson Bakewell, Ecovert FM, Landmark FM, Dalkia, Sears Group Property, Blair Estates Ltd
Lift & M&E Consultants
Lerch Bates, Dunbar & Boardman, Building Design Partnership, Hilson Moran Partnership, FHP Consulting Engineers, Watkins Payne Group, George S hall, Delrac Limted, Mala Engineering Ltd, FHP Consulting Engineers, John Bashford & Associates, Jenks Associates, ETA Projects
Other
Luminar Leisure, London City Airport, London Underground Ltd, BAA PLC, The Royal Albert Hall, Royal National Theatre, National Archives, BAE Systems, St Mowden Properties PLC, St Martins Property Corporation, Peer Group PLC, The Natural History Museum, Channel 4
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