Analyses and more effective segmentation

Intrum Justitia Sverige AB improves its clients’ cash flow and profitability.

”Our solutions help companies earn money more efficiently. The dialogue is also about how they can free up their resources and reduce the risks in the credit management. For example, we can advise them on how they can improve their routines and trim their organization by outsourcing elements, or even their entire credit administration,” says Håkan Bennetoft newly appointed Marketing & Sales Director of Intrum Justitia Sweden.

Intrum Justitia contacted PAR when they wished to develop their sales and marketing efforts towards small and medium sized companies.

To sum up, we needed to find an effective way of approaching the market in an automated and qualified manner. In the category of small company, it was about increasing the mechanical approach and with medium sized companies it was about finding qualified client subjects.

Easier follow ups and 100% control

Another thing we needed was to be able to follow up the results of the marketing and sales efforts more easily.

”We had a number of meetings with PAR. Our ideal situation was to have 100% control of our clients and be able to segment the entire market based on our own data, which PAR could help us with,” explains Håkan Bennetoft.

A match with Intrum’s client database was carried out and their data was quality controlled. Once this was done, they began using AnalysOnline, an analysis tool to which Intrum themselves had access, in order to divide their market into three segments: small, medium and large. In addition, the company started using the tool for campaign management. In the end, through a learning process based on experience of previous marketing activities, they could successively improve the targeted activities.

Probability of doing business

”We have started seeing the effects of our efforts, but as the work began fairly recently, we can’t see the full picture yet,” says Håkan. ”But I can already say that we have better control of which clients we want to contact and how we should follow them up. Being able to enter our own data into the system means that we can see straight away how probable it is we will do business with a certain client, how high the response has been and how much we have made on a certain campaign.” 

”In addition, we have found a range of other advantages with AnalysOnline, as the tool contains so much exciting information. Sales management has become more efficient and we give our sales managers an unbelievably good overview of which companies we are approaching. The tool also gives us the opportunity to carry out different kinds of analysis, both with regard to our own client base, but also the overall market. Having all of this together in one tool is really great,” concludes Håkan.

Would you like to find out more?

Contact PAR today on +46 (0)8-775 36 00 or send an e-mail.