Fixtures Sector
Business Development and Lead Generation in the HoReCa Sector
For a company specializing in the design and manufacture of PVC window frames, windows, and doors, characterized by high standards of design and technical performance, we have structured a business development plan aimed at the Italian hospitality sector.
The goal of the project was to assist the company in identifying concrete business opportunities, transforming product quality into qualified sales meetings with hotel industry decision-makers.
🎯 Goals
The project aimed to support the company’s commercial growth through systematic contact management. The initiative aimed to identify businesses interested in redevelopment projects, ensuring a direct relationship between the sales network and potential clients.
♟️Strategy
The research focused on a target of excellence:
Target: Hotel facilities (3, 4 and 5 star hotels).
Geographic Area: The Adriatic basin, with a focus on Romagna, Marche, and Abruzzo.
Data Enrichment: Each contact has been integrated with strategic information such as star rating, number of rooms and structural details useful for personalising the sales approach.
The inclusion in the digital map allowed the sales network to have an overview of the density of prospects by area, optimizing the logistics of future inspections.
⚙️ Activities
The market analysis identified 2,100 potential customers.
Of the 1,874 contacts validated after the screening phase, we initiated a professional telephone contact process aimed at:
Analyze the condition of the structures and any need for window and door renewal.
Present the company’s competitive advantages (thermal and acoustic performance and value for money).
Schedule introductory meetings with hotel owners or managers.
📊 Outcomes
The activity has produced a volume of very high-profile opportunities for the company’s sales funnel:
Prospects analyzed: 1,874
Qualified appointments scheduled: 92
Intelligence: Providing detailed technical data sheets for each lead to facilitate closing the deal.
Do you want to reach new market segments with a scientific and measurable method?
Scopri come possiamo supportartare la tua rete vendita