Biffa’s Integrated Waste Management division (IWM), which treats waste for the commercial and industrial sector, increased its new business revenue tenfold during 2010.
Last year, IWM attracted over £5m-worth of new contracts from seven new customers, which include Gatwick Airport, Drax power station, Sheffield Forgemasters, Burton’s Biscuits, Maple Leaf Bakery, Moy Park and paints and coatings manufacturer PPG.
IWM general manager Edward Pigg puts IWM’s success down to its improved sales approach. He told MRW: “IWM has always been a successful business but we decided to change the sales approach and become more pro-active than reactive.
“Our strategy is to build a partnership with our clients so we can add value to the service we offer.”
Now, IWM offers a more hands-on approach, with members of its team directly managing its customers’ waste by occupying positions on their sites instead of simply taking their waste away each week.
“In terms of the future, we have a very strong pipeline of activity for 2011-12. So, we hope this year will be as good, if not better than 2010,” added Pigg.