Following the February 2017 merger between the Shanks Group and Van Gansewinkel Groep, the Belgian company achieved the scale and capability to deliver waste management service to about 200 sites in more than nine countries.

However, the ambitious merger and expansion required a rebranding. Despite already operating in Belgium for 50 years, long-time customers and potential prospects would not recognize the new Renewi brand name. Sales reps needed up-to-date documents with not only the new logo and company information, but that reflected the company’s newly expanded mission to reduce waste, avoid pollution, and prevent the unnecessary use of finite natural resources.

It was also an opportunity for the new company to showcase its leadership position in sustainability with the rebrand. An overhaul of Marketing content and delivery strategy was required, including how Sales positioned Renewi’s services.

Showpad allowed Renewi to deliver rebranded assets in real time to the sales team. The Marketing team was also able to see its new content in action with live analytics.

“We started to build up an inventory of content. It was easy to make the changes,” Van der Stede said. Accessing relevant content online was revolutionary for salespeople who formerly worked with paper catalogs and other documents. An integration with also allowed customers to sign contracts directly in Showpad.

Sales people no longer worried they were using price lists or brochures that may have been several years old, and there was no longer a need to create documents like contracts on the fly.

The Sales team also uses Showpad to help prospective clients visualize the full potential of Renewi’s services. Articulating the value of the portfolio of services was a significant problem in the past. Previously, customers mostly thought of waste management as a one-step service: Removing trash from a container and hauling it away. Sales people did not have dynamic content to reimagine this story; there were only images to sort through which had limited impact for customers. Renewi’s goal was to illustrate to customers that they not only remove debris, but have the capabilities to positively impact the environment.

Through videos, infographics, and other visually-enhanced content, reps show how Renewi reduces CO 2 emissions and offers recycling service. Customers can zoom into details of a container and get specific data about the fleet. The dynamic presentations reveal how the company offers services that are “much more than just throwing something away,” he said.

“Now [customers] understand the entire process. They see that if they work with us they make a contribution to the environment,” he said.

Showpad is credited for increasing on-site visits by 10 percent, Van der Stede said. Sales people simply have more time. They no longer need to return to company headquarters to pick up paper brochures or to get updated information they may have missed while in the field. Everything they need is now at their fingertips and product and service information is always up to date, in real time.

More visits mean more offers and therefore, more deals. Sales are up 10 percent, which indicates that exposure to Renewi products and services is widening across Europe. Renewi is growing its reputation for solving challenges for its customers, and is earning rewards. Van der Stede credits the boost in sales to the fact that Showpad is always there when reps need it in the field.

Not only are customers happy, but the Sales team is feeling more confident. Every quarter Renewi hosts sessions where sales people share Showpad best practices with their colleagues. This extra training is encouraged through gift bags and a competition to encourage greater interaction with the platform. As a result, Sales teams now have a newly-designated Showpad expert and ongoing training.