Metalwork – Italy

The project’s objectives:

The client is one of the most important companies in steel processing in Europe, specializing in the production of complex semi-finished products that are successfully used in the following sectors:

Truck Cranes, Mobile Cranes, Port Cranes, Special Vehicles, Earth Moving Machines and Concrete Pumps.

The customer contacted us to identify manufacturers of lifting equipment and metalwork with a turnover exceeding 3 million euro in Central and Northern Italy, to whom we can offer the special steel processing services offered by the client.

In these companies, the contact person to propose steel processing services to is the Purchasing / Production Manager, and with whom we can arrange an in-depth meeting.

Database creation and Geo-referencing:

During the process of creating the database we carried out the search and selection of contacts, identifying only potential partners in targetwith the client’s services.

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 size, type of production and other important details that enabled us to start the Contact Management phase in the best way possible.

Outcome of the Contact Management activity

1,338 prospects were identified.

Out of the 1,338 contacts identified during the creation of the database, all those found not in target or not reachable by phone were eliminated during the Contact Managementactivity.

For the remaining 1,098 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 meetings.

At the end of the first phase of the project, 18 meetings were arranged with contacts interested in an in-depth analysis and 28 requests for quotations emerged.

After the last phase of the project, our Client had acquired 2 new important business partners.