Export Business Development Plans

De La Rue Cash Processing needed to differentiate itself from the competition and develop more compelling commercial propositions to its cash-in-transit, commercial bank and central bank customers. In addition, it wanted to exploit opportunities in two large markets: India and the USA.

IMM undertook a range of marketing and business development activity to grow export sales.

IMM developed cash processing value propositions for central banks, commercial banks and cash-in-transit companies. These were used to develop key messages to underpin all marketing communications and sales support material.

Analysis was done of the American and Indian markets, covering their size, segmentation, structure, competition and customer requirements. Market development strategies were developed for both the USA and India.

IMM worked with the sales teams to develop key account plans for the major European cash-in-transit companies to build closer client relationships and sales.