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New FM agency Orchid is clearly proving itself for its resourcefulness. Their innovation was a surprisingly obvious one to outsiders to the FM industry but showed clear thinking for a an FM activity and delivered obvious benefits.

Kodak needed sales demonstrators fast in order to gain maximum advantage in terms of market share and incremental printer sales. Rather than trawl an existing pool of known field marketeers, Orchid contacted a recruitment agency that specialised in the technical arena. Orchid selected individuals who combined technical know-how and sales ability.

The effect of employing knowledgeable (and presumably more expensive) sales people was rewarded with coverage of 99.7% and sales at 48% above target.

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