Using SalesLeader™, this manufacturer boosted average customer revenue by 60% and cut new customer churn in half.

The uniform industry is highly competitive with a field of well-established players. Our client couldn't afford to market as an also-ran. They needed tools to give them a competitive advantage. They found such a tool in SalesLeader™.

To begin, Market Intelligence Group analyzed five years of historical sales data and developed a segmentation scheme that weighted products according to strategic importance. The analysis revealed seven market segments that reflected product usage, cost of service, and future revenue potential. We called prospects in these segments the "sweet spot".

The workable segmentation scheme then gave direction to the entire prospecting effort. Using the business intelligence built into SalesLeader™, marketing resources could be focused on those segments proven to be strong purchasers, cost efficient to service and strong likely future purchasers.

Market Intelligence Group regularly procures lists that match sweet spot criteria. We then pre-qualify the leads with telesurveying and launch them into the SalesLeader™ system, ensuring that the sales process is continually renewed with new qualified leads.

New customer conversions from the sweet spot prospect file have a 60% higher average revenue than non sweet spot prospects. In addition, we've discovered these prospects are 50% less likely to churn. Over a five-ear period, it is estimated that the contribution to profit of the sweet spot conversions will be 100% greater than the general new customer.