RS’s thousands of partner suppliers rely on its Supplier Marketing Team as a vital distribution partner to drive sales. But managing expectations and supporting its supplier needs with its existing manually-oriented approach was becoming increasingly complex and difficult.
The level of support in terms of responsiveness and empathy from Epsilon for what we're trying to achieve for our suppliers is a real differentiator for me. I love working with Epsilon because they challenge us in a way that makes us think about what we’re doing, transforms our approach, and keeps us moving in the right direction.”— James Fordham, Supplier Marketing Manager at RS
• Prove the value of RS as a supplier distribution channel by reporting on revenue generated.
• Finding ways of increasing automation to reduce the time-consuming nature of supporting them to scale its marketing programmes.
• Use its clients’ budgets effectively to drive ROI.
• Grow RS’s revenue by offering more client options and working with more partners.
• Expand its advertising beyond its website and trade sites to deliver more partner sales.
• Epsilon streamlined its processes using automation and standardisation, allowing RS to spend larger budgets better while lowering its entry point to attract smaller suppliers.
• Using and enhancing its first-party data allowed RS to deliver more impactful advertising by putting the correct message and creative in front of the right audience and drive more buyers to its site.
• Accessing new, rich data insights from Epsilon meant it could better understand its customers and identify them on the open web.
• Expanding its distribution beyond its website enabled RS customers to be targeted off-site.
In consolidating its activity and removing traditional fragmentation, Epsilon ensured RS could accurately report revenue numbers to its suppliers, allowing them to recognise the value RS delivered.
Providing this in conjunction with automation has changed RS’s supplier relationships by allowing it to develop and invest in a longer-term programme. By doing so, they have tapped into more of their current suppliers' marketing spend while accessing additional revenue by working with 138 new suppliers.