Company overview
The company runs cold storage and refrigerated transport for food, pharmaceutical and retail customers across Java and Bali.
The challenge
Leads came from static lists and cold calls. The team had no way to know which shippers were opening new plants or store networks in its regions.
Static lead lists
Lists did not show who was growing.
Regional competition
Competitors opened hubs city by city.
Infrastructure changes
Port and road projects changed routes and costs.
The solution
The team watches the industries it serves, its competitors and infrastructure topics. New facilities, store openings and market entries in its regions appear as sales signals with the reason they may need cold-chain capacity.
Expansion signals
Facilities and store networks of shippers in the regions served.
Competitor activity
Hubs, partnerships and acquisitions of competing providers.
Who is becoming more active
The companies list shows which watched companies are picking up speed.
Impact
| Impact highlight | Description |
|---|---|
| A living lead list | Prospects appear when they grow, with the source. |
| Better territory planning | Investment decisions consider where customers and competitors are expanding. |
| More relevant sales calls | Calls start from the shipper's own announcement. |
Conclusion
Sales now follows the market's own expansion signals rather than a list that ages the day it is printed.