• case #1

context & challenge

Our client is one of France's main leaders, with over 50 yrs experience in marketing of automatic dispensers. The company, operating in the private and public sector in all of France has recently rebranded.
The client wanted to differentiate themselves from their competitors and stay ahead by optimising their sales reps tour management.

Goal: the Sales team must spend less time prospecting to maximise their presence on the field.

methodology

Our first approach was based on the verification and quality of the database via our data cleansing tool, in order to give our client a maximum of potential firms to contact. We removed companies and contacts that were outside the target, and removed duplicate entries.
Once cleaned , the database is segmented and integrated into our CRM software.
Our prospectors take over the file, and have the objective to take 4 appointments per day and per sales representative of our client's company. Thanks to the geo-location tool integrated in our CRM, we are able to optimise the route of the commercials. The appointments are directly added in the sales representatives planning and communicated to the zone managers via premium accesses to our CRM.

results

• 10 meetings p/day, 200 meetings p/month
• The number of meetings booked has doubled
• Creation of an extremely qualified file with names and details of the decision makers
• More than 34 counties covered
• APM has asked to do the same operation for the private sector by the same client.