INDACO

Direct marketing for business clients since 1982

INDACO was founded in 1982 to answer companies' needs for business communication and commercial growth, using the direct marketing tools in an integrated way. The firm now plans and runs campaigns for companies, state and private organisations, institutions and associations that want to grow and keep close relationships with chosen target customers. Its work runs from building a marketing database through to qualifying prospects, booking commercial meetings and checking customer satisfaction.

Customer relationship management as the core idea

The company says customer relationship management has always been the basis of its philosophy. It combines operational marketing tools to narrow the distance between a client and its customers, both new and existing. The firm argues that a steady balance between developing new customers and keeping the current base is what shapes a company's commercial results.

Support across pre-sales, sales and after-sales

INDACO supports companies in the commercial activities that sit before a sale, during it and after it. It stresses that these three stages run through every sector, so any organisation has to plan them. The company organises a client's commercial schedule and, through its web platform, lets the client follow in real time how effective each planned campaign is and whether it meets its service levels.

Prospecting and B2B appointment setting

Prospecting is described as the foundation of any marketing or sales effort, and the first task is knowing, profiling and contacting potential customers. The company says prospecting can target suspects who might be new contacts, unusual customers who could open new market areas, and existing customers whose potential is still untested. INDACO combines database marketing, B2B telemarketing to qualify leads and introduce a product, and e-mail and web marketing that sends relevant material to a named contact.

Lead nurturing and appointments for sales teams

Sales support aims to equip a client's sales force with contacts already briefed and ready for a visit. The company says it can add appointment scheduling, up-selling and cross-selling campaigns, and e-mail sends for buyers who are not yet ready to meet but want to stay in touch. It also offers on-the-job training and coaching, so that each salesperson's strengths are identified and developed.

Retention and win-back campaigns

The firm also runs loyalty, churn-prevention and win-back campaigns, sometimes called reconquest campaigns, which are designed to stop customers leaving a product or service. It treats these as part of the same integrated set of tools rather than a separate service.

Tracking campaigns on the Prospecta web platform

Every campaign and activity that INDACO carries out is described as easy to monitor through its Prospecta web platform, which records and reports results so that a client can judge them. The company presents this traceability as the reason its approach can be measured against clear targets.