Once they had a clear picture of their activity, we turned our attention to the file and the quality of both existing and new clients. After lifestyle profiling and penetration analysis, we designed a simple three-dimensional segmentation matrix to identify the buying characteristics and the quality of the customers. We were then able to specifically target the customers who had a higher propensity to purchase on a particular style of mailing and thus increase the margin per message. Moreover, with the clear understanding of the "best" customers, and by calculating life-time value by source, the prospecting of good new clients became evident and cost-effective. Result
TDM Solutions identified the need to have clear and accurate results for each campaign. As such, we created a set of reporting templates to follow the results of individual campaigns and more specifically the all-important test cells, enabling them to understand and move forward their activities. These result sheets provided the management with accurate reports of their individual campaigns, and had the additional functionality of being able to simply merge all the results for the year, facilitating reporting, forecasting and the budgetary procedure.
The overall effect of these developments was to reduce the size of the active database, but increase the profitability per customer, and turned an overall loss to a profit!
Once they had a clear picture of their activity, we turned our attention to the file and the quality of both existing and new clients. After lifestyle profiling and penetration analysis, we designed a simple three-dimensional segmentation matrix to identify the buying characteristics and the quality of the customers. We were then able to specifically target the customers who had a higher propensity to purchase on a particular style of mailing and thus increase the margin per message.
Moreover, with the clear understanding of the "best" customers, and by calculating life-time value by source, the prospecting of good new clients became evident and cost-effective.
An American-owned multi-national company, Bradford Exchange Ltd is predominately a mail order organisation, that specialises in collectibles, ranging from plates and dolls to music boxes and teddy bears. They had a vast collection of results by campaign in various files and formats, which had developed over the years. The task of researching and consolidating particular results was both complicated and prone to error. Moreover, these files required regular time-consuming updates from the live data created by their in-house system.
TDM Solutions took the latest version of the Bradford Exchange campaign results, and cleaned and sorted the current data; removing obsolete information and standardising the layout. To relieve the updating process, additional data and formulae were then appended, in order to automatically update the records from the live system. This new datsheet was then further enhanced with selection criteria to enable better targeting and result analysis. Historic data was then imported into these standard templates to facilitate faster and more accurate reviewing of results.
The comprehensive results data is now in a suitable format to create instant ad hoc reports on request, assisting greatly with reporting, forecasting and budgetary consolidation and drammatically reducing the time spent sifting through the historic records. In addition, we linked the data with their live system giving Bradford Exchange the real benefit of true, up to date results for their campaigns, reducing the time spent updating by almost 75%!
Once the data was in this format and suitably updated, we were even able to perform an in-depth bad debt analysis down to mailcode level!
FPS International Back to top <<
A small Import / Export Agency with offices in London, Madrid and New York, sourcing products from South America and exporting to the rest of the world. With only a small team of four in the head office in London, the challenge was to reduce the administration function significantly, permitting a change of focus from paperwork to sourcing and selling the products. FPS International needed to have precise and accurate documentation for presenation to the banks in order to secure payment for all their transactions, working on a "Letter of Credit" basis.
TDM Solutions designed and installed a database to assist in the smooth running of the Company from initial contact through to completion of sale. All the Supplier and Customer addresses and past shipment information were loaded on to the database. By linking the Suppliers, Customers and shipping details, we were able to automatically create Purchase Orders, Sales and Shipping Confirmations and Invoices from the standard templates and maintain a comprehensive and up to date historic paper trail for the accountants!.
By automating the administration process, the sales team were able to produce documentation quickly and efficiently with a much more professional corporate approach. Having drastically reduced the time spent on their creation, they also noticed a significant improvement in the quality and accuracy of their documentation which proved vital for the successful presentation of their "Letter of Credit" transactions.
Moreover, we were seconded by the New York office to implement complimentary office procedures and provide technical training on the software and its applications.