MARKET DEVELOPMENT
WITH AI

CONVEYOR TECHNOLOGY MANUFACTURER OPENS UP NEW MARKETS DRIVEN BY DATA

MARKET-LEADING MANUFACTURER

OF SCREW AND CHAIN CONVEYORS

CHALLENGE

For many decades, this medium-sized champion in the manufacture of screw and chain conveyors has been extremely successful internationally. However, business in the core sectors of sugar and grain is becoming more difficult, and there is a high level of dependence on planning offices for sales. It is necessary to find further areas of application for the existing products and to understand the typical customers and their needs in these areas. Furthermore, sales territories have to be defined and for this purpose the specific companies have to be identified, which should be won as target customers in the direct acquisition.

SOLUTION

The Neutrum TOPIC NAVIGATOR is used to determine worldwide which industries and types of companies would be interesting as potential customers of corresponding technology – and how to approach them in a meaningful way. To do this, target industries and potential use cases are identified, and aspects that are particularly important in that industry (e.g., particularly stable running at low speeds in mining) are crystallized. After assessing the fit with existing products, the Neutrum MARKET CHECK is used to determine for those segments with the highest match what exactly engineers and buyers are looking for when they are looking for new technology. On this basis, the tool evaluates how many of them are in the market, how the volume of demand changes over time (trend), and how intensively competitors are courting prospective customers. With this information, the most attractive target countries and regions are defined and, with the support of the Neutrum KI Targeter, competitors within these markets and their market strength, sales channels and budgets are analyzed in more detail. For the most promising regions – with high demand and beatable competition – Neutrum B2B CLIENT FINDER identifies suitable target customers: Companies with the right industry and use case profile, to which measured local demand is most likely to be attributed, and which have not recently attracted attention in connection with competitors.

Route calculation Google Maps

CUSTOMER BENEFITS

Based on the analyses with the Hase & Igel solutions, the manufacturer completely realigned its sales with its existing product range within twelve months, acquired identified target customers with high sales efficiency and built up references in the new target industries with new use cases. As a result, the company has succeeded in continuing to grow profitably despite declines in core segments and in building up more of its own sales expertise instead of facing constant price competition from planning offices.

THANKS TO HASE & IGEL’S VARIOUS AI APPLICATIONS, THE CONVEYOR TECHNOLOGY MANUFACTURER CAN OPEN UP NEW MARKETS AND GROW PROFITABLY.

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