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Challenge: Improve
the database of information on Tier 1, 2 and 3 supplier
customers of vehicular components as the cornerstone for
developing a more effective marketing communications program. |
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Solution:
Design and conduct a systematic
calling program to uncover detailed information from the chief
design engineer for each supplier. Capture information
electronically for porting back to the company’s in-house
sales automation program. |
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Results:
Incorrect telephone numbers, duplicate records
and unqualified buyers were scrubbed from the database, and
updated, valid records were merged with the in-house database.
The completion rate of verification and qualification was
significantly higher than what the company was attaining from
their own previous efforts. |
