CAMPAIGN MEDIA AWARDS: The Zelus Award - Outdoor Sales Team of the Year - JCDecaux

JCDecaux launched a strategic business unit in 2002 headed by Katie Robbins and Yoko de Souza. The idea was to devote more time to interpreting client briefs and upgrading the service offered to JCDecaux's advertisers.

The team has built consultative relationships that have uncovered business unidentifiable through outer channels. A notable result was the Budweiser campaign across JCDecaux's large format portfolio.

In 2001, JCDecaux's commitment to regional sales was highlighted by the appointment of a regional sales head, John Wolstenholme. Regional revenue for the past year has increased by 30 per cent. The company, playing on its initials, has also introduced an innovative approach to selling outdoor called Just Creating a Difference. Its flagship brand, Premiere, is worth more than £6 million a year. Its value is evident: 6 per cent of London's population saw Mars at Clapham Junction - a total of 550,000 people.

Advertisers are clearly impressed with the quality of service they receive frome the team headed by the sales director Spencer Berwin.

John Blakemore, the UK advertising director at Glaxo SmithKline, comments: "JCDecaux has a highly professional proactive media sales operation who rightly pride themselves on their level of key client contact. By keeping Glaxo SmithKline abreast of development and innovation in the marketplace, they put themselves in a highly advantageous position when we are considering investing in the outdoor medium. Besides this, they're nice people to do business with."

Niamh Corcoran, the media manager at Lever Faberge, echoes this sentiment: "JCDecaux's creative testing service is something we have now introduced across all Lever Faberge brands. By driving it through across the company, JCDecaux has provided us with a way to ensure we can capitalise on the value from out outdoor advertising, something we very much appreciate."

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