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          APPROACH

          We helped the client by building customer profiles for all customers who visited website on the basis of:

          1. Website activity
          2. Transactional behavior over a period of one year
            • Revenue generated prior to and post RFQ submission
            • Days taken to transact post RFQ submission
          3. Customer Demographics
            • Age of customer – New/Existing customers
            • Customer Type – Construction/Commercial customers etc.

          Customer profiles were then used to set up targeted digital marketing campaigns and implement bundling strategy to help drive sales over the digital sales channel.

          KEY BENEFITS

          • Helped client determine if their website is an alternate method to conduct their business
          • Enabled directed targeting by tracking customer behaviour on digital channels

          RESULTS

          • An increase in revenue generated from existing customers post RFQ submission leading to an improved relationship
          • ~83% of customers who submit RFQs are new customers, which confirmed that the web platform is an alternate way for client to conduct their business and acquire new customers

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