Altares Dun & Bradstreet's Marketing Insight solutions have increased conversion from 'suspects' to 'prospects' tenfold in the Benelux. And also an enrichment of 60 to 80 percent of the business data of the current worldwide customer base.
The fact that we were going to use a new system and modified processes led to some natural resistance,” That didn’t take long, because it soon became clear that Market Insight, in combination with the new way of working, leads to more ‘golden’ leads: a higher conversion and therefore more customers.”
"We knew that Market Insight could help us to gain more insight into the international market and its potential.”
TNT Express, now part of FedEx, is a provider of global courier and express services for the business market. Every week, they take to the road 55,000 times and to the air 700 times to connect Europe. The company has the largest land and air infrastructure for the delivery of door-to-door express services. Altares Dun & Bradstreet's Marketing Insight solutions have increased conversion from 'suspects' to 'prospects' tenfold in the Benelux. And also an enrichment of 60 to 80 percent of the business data of the current worldwide customer base.
TNT Express has been a customer of Altares Dun & Bradstreet for almost 15 years. Globally, several of its locations purchased their own marketing, sales and risk management services. “We were familiar with the possibilities of Market Insight,” says Liezenberg. “We knew the application, but at that time we were still using the simpler GRS tool. However, it was no longer adequate. To make our way of working smarter and more effective, we decided over a year ago to switch to Market Insight worldwide. We knew that Market Insight could help us to gain more insight into the international market and its potential.”
The company’s own systems were linked to Altares Dun & Bradstreet’s database, which has significantly increased the insight into current and new customers and markets worldwide. In addition, TNT Express tightened up its own processes. Since then, the use of Market Insight has been implemented worldwide as an integral part of the marketing and sales procedures. For example, the tool is used to obtain more synergy in data and processes from the offices. The implementation of Market Insight is progressing well and has already been completed in 15 of the 22 operating units. As a result, data analyses obtained from Market Insight can be used in more than 37 countries.
Liezenberg is responsible for the international implementation of Market Insight. “Implementing the tool within the organisation was easy. The Altares Dun & Bradstreet database is accessible worldwide via an online portal. Adapting the TNT IT systems and processes to Market Insight was a somewhat bigger challenge.”
"To make sure we are sourcing good, reliable dealers everywhere, we need the expertise of Altares Dun & Bradstreet.
'We can now act proactively when it comes to credit risk.'
"We had another business information provider, but in testing, we found that with their data, we were only covering 45 percent of our customers.
'Doing business based on current, complete and accurate data.'
'Only by automating can we make substantial gains.'
'Improved customer insight and optimal service'
'For Barco, it is important to support your strategy and your decisions with market data.'
'Altares Dun & Bradstreet's Marketing Insight solutions have provided ten times higher conversion from 'suspects' to 'prospects' in the Benelux'
'Altares Dun & Bradstreet understands the data and the business. Together we will take steps toward the sustainable future.'
"We obviously don't want to do business with individuals or organizations that are subject to sanctions.
'In the past, we used to spend a ton, or as much as a ton and a half, annually writing off accounts receivable.'
"Our data partner therefore needed to have international data.
Altares Dun & Bradstreet
Otto Reuchlinweg 1094
3072 MD Rotterdam