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Help companies optimize sales and marketing in China market
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Optimize your sales and marketing in China
Dr. Xiaofeng Ma CEO, BI-Globe
www.BI-Globe.com www.ChinaGeomarketing.com
1
● Company Introduction
● Services & Solutions
● Products
● Reference Cases
PRESENTATION OUTLINE
We aim at helping our clients optimize their sales and marketing in China
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BI-Globe is the FIRST company dedicated on helping clients optimize their sales and marketing activities in China. We have provided solutions & services to companies, e.g. P&G, TOTAL, Kimberly & Clark etc.
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● Company Introduction
● Services & Solutions
● Products
● Reference Case
PRESENTATION OUTLINE
BI-Globe Service & Solution Overview
4
Real time Sales & Marketing Performance
Monitoring and Controlling
Sales Optimization
Market Development Optimization
Location Based Advertisement Optimization
Market Development Optimization
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Market development optimization aims at helping our clients 1. Fully understand market and
competitiors status in a visualized way.
2. Effectively define market expansion plan and
3. Optimize various marketing methods in order to effectively
4. Communicate with the target customers using the right message
Service Description
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Market geo-analysis
Market penetration geo-analysis
Market territory planning & optimization
•Competitive analysis in a selected territory • Thematic competitive impact analysis
•Sales & marketing territory planning and optimization, based on selected criteria
•Assess market potential in a selected territory •Calculate market penetration in a selected territory •Analysis of market coverage compared with competitors
Marketing Methods optimization
•Optimize marketing methods based on the market situation and distribution of the target customers M
arke
t Dev
elop
men
t Opt
imiz
atio
n
Service Description
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Geo-anaylsis of existing outlets
Target customer geo-distribution analysis
•Competitive analysis of selected (potential) outlet •Performance analysis of selected outlet
•Customer profiling •Analyze target clients‘ distribution in a selected territory
• Identify the customer concentration area
Site selection •Define area/point of implantation of a new site/sales representative based on a defined set of criteria
Mar
ket D
evel
opm
ent O
ptim
izat
ion
Sales Optimization
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Sales optimization aims at helping our clients 1. Comprehensively analysis sales
network performance, and
2. Optimize sales network , and
3. Achieve sales force optimization, hence
4. predict the sales performance
Service Description
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Sales network assessment & optimization
Sales resource configuration
•Analysis performance of a sales network •Optimize sales network to achieve business goals
•Calculate and optimize sales cost based on human resource costs, travel costs and efficiency etc.
•Sale team performance analysis •Plan and optimize daily workload of sales force, including appointments, routes, commuting time and patterns etc.
•Predict sales performance using our predictive decision making tools
Sales cost optimization
Sales performance prediction
•Arrange and optimize sales for a selected territory
Sale
s O
ptim
izat
ion
Sales team configuration
Location Based Advertisement (Billboard, Bus, out-of-home LCD advertising etc.) Optimization
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Location based advertisement optimization can help our clients
1. Identify the most appropriate site for
them to deploy the advertisement campaign
2. Calculate the real advertisement value of certain site.
3. Optimize their location based advertisement deployment.
Service Description
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Target audience geo-distribution
Advertisement value calcuation
Out-door advertisement site selection
•Analysis potential target audience geo-distribution.
•Optimize out-door advertisement network
•Find the most appropriate advertisement position based on the calculated advertisement value.
Out-door advertisement network optimization
•Calculate the advertisement value based on how many potential clients, competitors coverage in a coverage area etc.
Loca
tion
Bas
ed A
dver
tisem
ent O
ptim
izat
ion
Real time Sales & Marketing Monitoring and Controlling
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Sales and marketing executive can access the performance of each sales territory Any Time and Any Where!
• Monitor sales performance in a real time
•Monitor the market variation in a real time
•Set up an alarm alert for each sales territory
•Identify potential issues of Sales & Marketing as early as possible
Essentielles CommunesEssentielles Communes
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● Company Introduction
● Services & Solutions
● Products
● Reference Cases
PRESENTATION OUTLINE
Geo-Spatial Business Database
14 2010
We have access to about 20 Million B2B and B2C data record. We have been collecting, aggregating and consolidating the following sector- specific Geo-Spatial Business databases for China market
Industry & Services Retailing
Fast Moving Consumer
Goods
Financial Institutions
BI-Globe Geo-Spatial Business Databases
Data Products
15 2010
Industrial sector analysis, e.g. Bank sector
Micro-Geographic data, e.g. Purchasing Power, e.g. Beijing
Geographic Attractiveness, e.g. Beijing
Software Applications
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Marketing Optimization Network optimization, geomerchandising, direct marketing, Customer profiling and segmention, simulation of location,…
Sales Optimization Sales territory planning, Sales force optimization, Sales & technical geo-scheduling, fleet management,t ransportation management,call center reacting,…
GeoWeb Full web GIS solutions: mapping, geocoding, routing
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● Company Introduction
● Services & Solutions
● Products
● Reference Cases
PRESENTATION OUTLINE
Reference Case 1: Sales Optimization
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The Project Background: Every month, there are hundreds of new hyper/super markets starting to sell the company‘s product in China. The company wants to master the dynamics of the market and optimize its sales force planning The project objectives: 1. How to have the overview of hyper/super
market overview in real-time? 2. How to optimize sales territory and
optimize sales force planning and daily work?
The Project solution: 1. Data collection and consolidation 2. sales force planning and optimization The project Benefits: 1. Help the company master the market
dynamics 2. 30% increase of sales efficiency
Reference Case 2: Marketing Optimization
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The Project Background: The company plans to implement three times more oil retailing stations in China. The project objectives: 1. Where is the best location to
implement the new oil stations?
The Project solution: 1. Data Collection and Consolidation 2. Identify the best location for their new
oil stations 3. Identify the number of their competitors The project Benefits: 1. The pilot project was finished
Reference Case 3: Marketing Optimization
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The Project Background: The company plans to collect client data and identify the market potential of each region The project objectives: 1. Where is my target clients located? 2. What is the density of the clients
distribution in different area?
The Project solution: 1. Data collection and consolidation 2. Analyze the potential client geo-
distribution
The project Benefits: 1. The company has an comprehensive
overview of the market coverage and potential client distribution.
Reference Case 4: Sales network Optimization and Market analysis
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The Project Background: The bank has more than 80 branches in one municipality of China. The bank wants to optimize the branch network to increase the profitability of each branch The project objectives: 1. Optimize the branch network 2. Customer profiling and segmentation 3. Have an overivew of customers geographic
distribution
The Project solution: 1. Data collection and consolidation 2. Identify the best/worst performed branches 3. Optimize the network branch distribution
The project Benefits: 1. 25% branches are advised to move to new
locations
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Thanks!
www.BI-Globe.com and
www.ChinaGeomarketing.com