Search for furniture retailers in France and Belgium

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.