Optimize your sales and marketing in China

Dr. Xiaofeng Ma CEO, BI-Globe

Xiaofeng.ma@BI-Globe.com

www.BI-Globe.com www.ChinaGeomarketing.com

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● 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

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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

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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

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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

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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

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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