Formation of a database of target customers

Services for finding and providing general information about potential customers.
Services to find and provide details of purchasing leads.
Services to identify current and potential demand for equipment.
Services to identify and study prospective customer groups for new products.
Identification of the current need.

1. Prospecting and Generic Lead Information Services

In accordance with the characteristics of the products and the market, together with the Customer, criteria for selecting customers are formed, which can be used as the following:
- location of the company;
- activities;
- form of ownership;
- the presence of the production of certain products or the provision of certain services;
- scale of activity (number and/or revenue of the company, area and/or number of facilities);
- financial indicators (profit, profitability, etc.);
- availability of certain technological processes;
- affiliation with other companies;
- implementation of direct purchases of foreign-made goods;
- supply of manufactured products to other countries;
- availability of public procurement of certain products, incl. from specific competing companies.

As a result, within the framework of the report, the following information can be provided for each enterprise:
- company name;
- his address and contact details;
- the values of the selected selection criteria (see above);
- persons influencing purchases, their current telephone numbers and/or e-mail addresses;
- other necessary information.

2. Procurement Procurement Detailing Services

At the first stage, in accordance with the characteristics of the product and the market, criteria for selecting customers are formed together with the Customer (see the section above) or the Customer provides a list of companies of interest to him.
At the second stage, data is collected from the identified companies through negotiations with various competent representatives of this consumer company.

As a result, within the framework of the report, the following additional information (in addition to the general information) can be provided for each enterprise:
- compliance of the purchased products of the consumer and the products offered by the Customer;
- volume of consumption of specific products;
- the purchase price for the product or its level;
- current supplier and conditions of work with him;
- conditions for switching to another supplier's products;
- the need to go through the accreditation procedure and other barriers to start cooperation;
- modernization plans that may affect the likelihood of purchasing from the Customer;
- other tasks depending on the features of the products or services of the Customer.

3. Services to identify current and potential demand for equipment

Procurement of products such as equipment is not carried out regularly, so identifying and tracking demand from hundreds and thousands of consumer companies is a laborious task.

At the first stage of providing this service, a list of all potential operating companies of the equipment under study is formed and information is collected from all available databases on equipment purchases for previous years and up to the present.
At the second stage, taking into account the available information, the selection of companies with the highest probability of current or potential demand for equipment is carried out.
At the third stage, for the selected companies, additional data is collected on current or planned purchases of equipment through negotiations with competent representatives of the operating company.

As a result, within the framework of the report, the following additional information (in addition to the general information) can be provided for each enterprise:
- availability of current demand for equipment;
- parameters of the purchased equipment;
- status of current demand (decision making, supplier selection, announcement (planning) of a tender);
- the need to go through the accreditation procedure and other barriers to start cooperation;
- plans for the purchase of equipment in the future;
- modernization plans.

4. Services for identifying and studying promising groups of customers for new products

In the event that the Customer evaluates or plans to market a new product or service that has no direct analogues within the framework of this service, the following work will be carried out:

At the first stage, together with the Customer, a list of nearest substitute goods or processes will be determined, where a new product or service can be applied.
At the second stage, a list of criteria and groups of potential customers and a list of companies that meet these criteria will be formed.
At the third stage, data is collected from the identified companies through negotiations with various competent representatives of this consumer company.

As a result, within the framework of the report, the following additional information (in addition to the general information) can be provided for each enterprise:
- the level of interest in using a new product or service;
- information about the parameters of the products currently used (characteristics, price);
- conditions under which we are ready to consider the possibility of using new products (approvals, testing of a trial batch, etc.);
- requirements for the characteristics/parameters of new products;
- assessment of the potential volume of purchases of new products;
- obstacles to the use of new products at the moment (if any).

5. Identification of the current need

Identification of the current need for products or services can be carried out both during the formation of databases or the study of potential customers, or it can be provided as a separate service.
At the same time, current demand is identified both for the Customer's products and for similar goods and services.
The key element of the service is operational reporting — at the moment of identifying the current need, without waiting for the completion of all work.

Methodology:
- conducting telephone surveys of informed persons of potential customers;
- organization of personal (nominal) mailings to target customers with feedback;
- monitoring of public procurement (including non-state consumers);
- selection and hiring of sources of information about rare and expensive purchases.

You can find out more about the service by contacting us by phone +7 (495) 777-91-87 or by e-mail api@gossnab.ru

We invite you to familiarize yourself with our experience in the ready-made research section.