Office Furniture Sector – Italy

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