GEOMARKETING

Locate potential customers to increase

sales performance

GEOCOMGEOCOM

1. WHAT IS GEOMARKETING

2. LI TO IMPROVE MARKET KNOWLEDGE

3. CASE HISTORY: THE AUTOKRANE MARKET IN ITALY

4. RESULTS

HOW COULD WE SELL MORE?

SELL MORE TO CUSTOMERS WE ALREADY HAVE

HOW COULD WE SELL MORE?

SELL TO NEW CUSTOMERS

TO IMPROVE SALE FORCE EFFICIENCY

HE NEEDS SUPPORT!!

GEOMARKETING

• Geomarketing introduces a new methodology based on a clear territorial analysis of our potential market opportunity answering the well known questions that every business has:

1. WHO ARE OUR CUSTOMERS?

2. WHAT DO THEY NEED?

3. WHERE ARE THEY?

GEOMARKETING...

• For Geomarketing we intend the use of location technology to support market knowledge and particuarly the acquisition of potential customers datas. Geomarketing provides a valid help to the Sales Department giving a clear analisys of the real market.

• With Geomarketing companies are able to evaluate and use a large number of marketing databases and informations produced by different segments of business activity with ease and immediacy.

Geomarketing Components

1- STATISTICAL AND

MARKETING KWNOLEDGE

2- GIS

SOFTWARE

5- MAPS

4-ESTERNAL

DATABASE

Es.CENSUS

GEOCOM

3-INTERNAL DATABASE:

ERP

CRM

GEO

GEOMARKETING DEMO

Italian Autokranes Market

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GEOMARKETNG investments & results

• INVESTMENT: 30.000 US $

• RETURN extra sales: (New customers acquired) 420.000 US $• TIME: 6 months• ACTIVE CUSTOMERS ( Italy): 4.850• POTENTIAL CUSTOMERS ( Italy) 88.500

• Sales results in the italian market underline an extraperformance of + 33% sales in 2005with a turnover in 2005 of 140 Millions US $ .

POTENTIAL CUSTOMERS:

BUILDINGS INDUSTRY ITALY

Fonte dati: SDA BOCCONI, GEOCOM ITALIA

CATEGORIES

FROM 1 TO 10 FROM 11 TO 20 MORE THAN 21 TOTAL

BUILDING COMPANIES 66.780 12.534 3.560 82.874

BUILDINGS MATERIALS 7.893 2.359 1.250 11.502

TRUCKS DEALERS 1.456 629 349 2.434

AUTOKRANES DEALERS 1.298 349 125 1.772

ROOF MAINTANENCE 4.589 2.746 498 7.833

MARBLE TRADE / PRODUCTION 2.192 623 145 2.960

GLASS TRADE 2.302 879 234 3.415

BUILDINGS TECH SUPP. 5.678 1.249 450 7.377

ELECTRICAL SUPP. 7.823 2.387 934 11.144

TOTAL 100.011 23.755 7.545 131.311

NUMBER OF EMPLOYEES

GEOMARKETING...where

• From a theorical point of view Geomarketing translates basis concepts of market strategy into simple datas ready to be used in every day working life by sales directors and vendors:

Marketing Strategy Marketing Operations

Geomarketing

GEOMARKETING:

POTENTIAL CUSTOMERS / region

GEOMARKETING:

Potential Customers / Province

GEOMARKETING:

Potential Customers / Zip Code

GEOMARKETING:

Drill Down Pushpins

Customers & Sales Zones

Active customers VS. potential customers

Sale Force Support

Sale Force Support

POTENTIAL CUSTOMERS ITALY

Geo Database

Geo Database

Thank youfor the attention

GEOCOMGEOCOM

Q & A?