Challenge
An international manufacturing company acquired a smaller competitor, inheriting a yellowed list of customers dating back to the 1930s. With current contact profiles, the company could sell retrofit solutions to this customer base - but the current list contained out dated and incomplete company and contact information.

Solution
ResponsePoint configured and populated a database with available customer information. Then we built-out each record with the correct address, phone, contact name, and title information. Using outbound telemarketing, our contact center team engaged senior engineers, responsible for maintaining the equipment, in a lead-developing dialogue. At the end of the project, we delivered the updated database to the client for use in future targeted communications.

Result
By developing a new, detailed database of previously unknown customers, ResponsePoint helped the client access an untapped market for retrofit upgrades and add-ons. At a success rate of one per hour, our team identified and pre-qualified sales opportunities within the database and passed them to the client to close. Qualified customers who were not ready to buy retro-fit or add-on solutions were identified as well. The complete database was delivered to the client for ongoing email and direct mail market development activities.

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