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Overview
A leading global financial services brand needed to expand its merchant client base across Australia, acquiring local businesses spanning retail, restaurants, healthcare, professional services, travel and hospitality.To achieve this, they needed a field sales partner capable of delivering a face-to-face, merchant-centric acquisition program nationally. Retail Safari was engaged to build, deploy and manage a dedicated outsourced field sales team to drive merchant acquisition and support businesses through activation following set-up.Solution
Retail Safari developed an optimised field sales program, launching as a 12-week pilot with six Business Sales Representatives before expanding into a national program of over 70 BSRs.A data-led approach equipped BSRs to present category-specific insights making a compelling case to each merchant. A custom-built CRM provided real-time visibility into visit outcomes, merchant data and sales performance, enabling AI-powered route optimisation that allowed field teams to prioritise high-value visits and tailor each interaction to the merchant's context.Result
The pilot's success saw the program grow into one of Retail Safari's longest running field sales partnerships, now in its eighth consecutive year.The program has delivered tens of thousands of new merchant acquisitions since launch, with BSRs continuing to exceed acquisition targets in field. The expansion from a six-person pilot to a national team of over 70 reflects sustained program performance and a client partnership built on consistent delivery.Anything is possible when we work togetherContact us
