Author: michele

 

Obiettivi del progetto:

1. Search in France and Belgium for potential resellers of the client’s contemporary furniture line.

2. Preference for PDV groups / retail outlets for the company’s own management, and any individual retail outlets for management by a French agent.

3. Search and selection of contacts, based on the brands handled and GDS furniture chains for unassembled furniture options.

4. A joint assessment regarding opportunities was carried out with the export manager and appointments arranged with the most important contacts, the interested contacts to be managed through meetings with sales agents were conveyed, or offers were made directly from the company’s headquarters.

 

Costruzione e Geo-referenziazione del Database

During the process of creating the database, we carried out the search and selection of contacts, identifying potential retailers on the basis of the brands handled in their stores, or in their distribution, also including the large-scale retail trade chains specialized in the furniture sector.

The contacts were placed on a digital map to analyze their distribution and optimize the profiling and appointment making activities.

The creation of a digital map is essential for the preparation of each trade mission and allows us to enter all the information required for each company in the following Contact Management phase, in order to always have available a precise and complete identikit of potential customers.

 

 

Esito dell’attività di Contact Management

After identifying 374 contacts and inserting them onto the database, Contact Management began through telephone interviews.

From the first contacts, 172 names were excluded, which turned out to be not in target for the client.

Regarding all the others, the process continued by segmenting more and more companies potentially interested in an appointment.

At the end of the first phase of the project, 17 meetings had been scheduled with companies interested in an in-depth discussion.

 

Selezione dei contatti interessati ad un appuntamento

Together with the client, we analyzed and examined each appointment to establish how to manage the trade mission.

The export manager arranged the appointments with the most organized contacts (large-scale distribution chains)

The regional sales agent, on the other hand, took over the contacts regarding individual stores and local businesses.

In this way, the client had the opportunity to work with the large-scale distribution market as well as with individual points of sale, all at the same time, organizing and making the best use of their commercial resources.

 

 

 

The project’s objectives:

The client is a company that deals with the supply of office furniture solutions, with the possibility of selling or renting the furniture.

In this way, the end customer can choose whether to buy the furnishings directly, or rent them and thus choose a flexible solution that better suits the company’s development.

We were asked to support their commercial development through a Geomarketing and Contact Management activity aimed at identifying contacts interested in a meeting or in-depth analysis with a sales representative.

 

Database creation and Geo-referencing:

During the creation process of the database we carried out the search and selection of contacts, identifying the prospects, based on the categories that the client wished to reach, specifically companies with numerous offices and meeting rooms in some provinces throughout Lombardy.

The contacts were inserted onto the digital map to better understand their distribution and to have a visual reference regarding the areas in which to work.

The individual contacts were enriched with information regarding their classification, the number of rooms and other important details that enabled us to start the Contact Management phase in the best possible way.

 

 

 

Outcome of the Contact Management activity

130 prospects were identified.

Out of the 130 contacts identified during the creation of the database all those not in target, or not reachable by phone, were eliminated during the Contact Management activity.

For the remaining 113 contacts, the telephone contact process continued to gain important details about their businesses, with the aim of providing useful information to the client’s sales network and arranging qualified appointments.

At the end of the first phase of the project, 12 appointmentswere organized with contacts interested in further information

 

 

Example of the form filled in for each lead:

 

 

 

The project’s objectives:

Our client is a company specializing in the production of products for refrigeration, cooking, washing and counter items for professional catering.

The customer contacted us to identify distributors working in this sector in Algeria, who are interested in expanding their product portfolio.

The entire project was based on a search for distributors only, due to the logistical difficulty in directly supplying individual points of sale and private stores.

 

Database creation and Geo-referencing

During the database creation process we carried out the search and selection of contacts, identifying potential resellers based on the items the client wishes to export.

The contacts were inserted onto the digital mapto better understand the distribution of retailers and to have a visual reference regarding the areas of the country in which to operate.

Also on the digital map, the individual contacts regarding the retailers were enriched with information regarding their size, type of items handled and other important details that enabled us to start the Contact Management phase in the best way possible.

 

 

Outcome of the Contact Management activity

47 operators in the sector were identified.

During the Contact Management activity all contacts which were not in target, or not reachable by telephone, were eliminated.

Regarding 47 contacts, the telephone contact process continued to gain important details about their businesses, with the aim of providing information to the sales network and making appointments for further in-depth discussions.

At the end of this phase, 12 appointments were arranged with companies interested in developing a partnership.

 

Organization of the Trade Mission

Organizing a trade mission requires careful evaluation to establish:

• At what timeof the year it should be organized
• Which companies to select first
• The course that the sales network will have to take to travel to and reach every potential customer

 

Working alongside the client, the most interesting distributors were selected and the sales network was formed to carry out the appointments with all the necessary information and materials needed to successfully conclude the trade mission.