← Back to case studies
Case study/ Renault Trucks
Book a call EA
Case study
Renault Trucks · Electric vans and trucks for businesses, Denmark

101 positive conversations from LinkedIn outreach in 18 months.

Renault Trucks' Danish team sells electric vans and trucks to businesses with fleets. We ran LinkedIn outreach from its sellers' own profiles to owners, fleet and logistics managers across Denmark, offered a free test drive, and turned the replies into interested buyers, referrals and meetings.

  • 18 months
  • 5 seller profiles
  • Denmark
Services provided
  • LinkedIn outreach
  • Targeting and list building
  • Message copywriting
  • LinkedIn profile advice
  • Monthly reporting

Who we targeted

1Audience

  • Owners and executives
  • Fleet managers
  • Logistics and operations managers
  • Procurement
  • Sustainability roles

Each seller covered their own region and focused on either vans or trucks.

2Industry

  • Transport and logistics
  • Wholesale and distribution
  • Construction
  • Manufacturing and machinery
  • Food and beverage
  • Waste, utilities and renewable energy

3Company size

  • 11 employees and up

4Job titles

  • Owner
  • Fleet Manager
  • Logistics Manager
  • Operations Manager
  • Transport Manager
  • Procurement Manager

5Countries

  • DKDenmark

Greater Copenhagen, Aarhus and Central Jutland, and North Jutland.

The numbers

Fleet decision-makers who connected, replied and wanted to know more.

Results from Renault Trucks' LinkedIn outreach reports over 18 months.

101

Positive conversations

61 interested buyers, 31 referrals, 8 meetings and 1 new customer.

635

Replies

Conversations started with new connections.

47%

Reply rate

Of new connections, almost one in two wrote back.

1,337

New connections

Owners and fleet decision-makers added to the sellers' networks.

Message test across three sellers
51%reply rate on the strongest message

We tested three messages across three seller profiles. A clear question with concrete benefits and the test drive offer up front got a reply from half of the people who received it, well ahead of the other versions.

Lowest reply rate in the test33%
Strongest message in the test51%

Reply rate is replies divided by messages delivered for each version, as recorded in the outreach report.

ChallengeElectric vans and trucks, and buyers who take their time

Renault Trucks' Danish team wanted to sell more electric vans and trucks to businesses. Electric trucks cost more than diesel, and buying decisions can take months, so the sellers needed a steady flow of conversations with the people who run fleets.

The goal: more conversations with Danish fleet decision-makers about going electric.

SolutionLead with savings and a free test drive

We ran outreach from the sellers' own LinkedIn profiles to owners, fleet, logistics and procurement managers. Messages focused on lower running costs, range, green tax benefits and subsidy schemes, with a free one-week test drive as the main offer.

Over five rounds of message tests we moved the test drive into the first message, cut to one follow-up and asked to be pointed to the right person. Each seller got their own region and topic, and we gave each seller advice on their LinkedIn profile.

ImpactA steady flow of interested fleet owners

Over 18 months, 1,337 decision-makers accepted a seller's request and 635 replied. 61 said they were interested, 31 referred us to the right colleague, 8 booked a meeting and 1 became a customer. One seller's LinkedIn Social Selling Index doubled from 15.1 to 31 in a month.

101 positive conversations about electric vans and trucks.

How we helped

What we did, and when

A workshop in month 1, a first campaign in month 2, then more sellers, regions and message tests.

  1. Month 1

    Strategy and targeting

    Strategy workshop, audiences of owners and fleet, logistics and procurement managers, and messages built around savings and a test drive.

  2. Month 2

    Launch

    Outreach went live from two sellers' profiles, focused on electric vans. The first campaign brought the first customer and 8 meetings.

  3. Months 5 to 17

    Testing and optimisation

    Five rounds of message tests, a seller for trucks, three sellers from month 13 and a fourth in month 17, each with their own region and topic.

  4. Month 18

    Results

    1,337 new connections, 635 replies and 101 positive conversations, including 31 referrals and 8 meetings.

Month by month

More sellers, more conversations.

New connections and replies for each phase of the engagement, with the share of new connections who replied.

New connections and replies

All seller profiles, by phase.

New connectionsReplies
  1. 653366
    Months 2 and 356%
  2. 19583
    Months 5 to 1243%
  3. 489186
    Months 13 to 1838%

How we count. Months are counted from the strategy workshop. Requests, new connections and replies are the sums of the monthly figures for each seller profile in the outreach reports. Acceptance rate is new connections divided by requests. Reply rate is replies divided by new connections. Positive conversations, interested buyers, referrals, meetings and customers are the running totals in the final report. The message test rates are replies divided by messages delivered for each version. The Social Selling Index is LinkedIn's own score for the seller's profile.

Want your sellers talking to the right fleet owners?

Tell us who you sell to, and we will show you how we would reach them.

Book a call