Couche Tard – Topaz Energy

Box clever to drive sales and profit

  • Sector: Energy – Home Heating Oil
  • Services: Sales & Service
  • Client since: 2016

SalesSense get everything right: the scripts, the calibre of people, the management. And they’re serious about targets. They’re so good at what they do and aligned for the long term.

Liam Mulcahy, CEO, Topaz Energy

A partner to drive sales

Topaz Energy needed a partner to drive sales of their home heating oil product. A seasonal commodity, with high volume demands in the winter versus low demand in the summer, Topaz needed a flexible, collaborative, agile team that could quickly react to market demands. After a poor experience with another provider, Topaz were looking for a deeper, more fruitful partnership, and were really focused on the quality of the team they were engaging with. “Second time around we zeroed right in on the capability of the team, we wanted a real partner, not just a cookie cutter solution” Liam Mulcahy, Topaz Energy.


increase in margin versus average target


point increase to Net Promoter Score


new customer sign-ups

An adaptable sales and service model

SalesSense initially built a field-sales/telesales model and team for Topaz. Our team immersed themselves in the Topaz brand before embarking on a target driven, very successful, sales campaign. Daily KPI reports on the lead generation services kept Topaz fully up to date with progress. In our monthly meetings we delved deeper to keep uncovering insights and new opportunities, and establish clear plans for the upcoming month. To maximise value, during the summer season, we moved resources to customer service activities, including data clean up and fee collection.

Leaning on technology to drive sales and profit

With our advanced technology, we drilled into the data to determine when a customer on a specific route would likely need a tank refill. Our team called these customers in advance of the tanker departing the depot to offer a tank fill at a discounted rate. This element of the campaign helped to increase both sales and profit, with Mulcahy noting that “in terms of technology, SalesSense are way ahead of others I’ve worked with, and they use it to drive significant value.”

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