Initial Situation

One of the market leaders in the drive automation industry offers a universal modular system of geared motors, control and feedback control systems as well as software with a strong focus on the theme of Industry 4.0. Before this backdrop, the company presents itself as an important innovator upon a regular basis at industry trade fairs, thus also at the Hanover trade fair HANNOVER MESSE. In particular, this trade fair appearance is supposed to be used with a strong focus on customer acquisition and creating loyalty among existing customers.


While the Sales employees support their A- and B-customer portfolio with regards to the trade fair, a specialised team from the Sales Unit speaks to smaller existing customers of the company by telephone. As required, any missing or altered contact person and contact data are updated.

The focus of the telephone calls is on the company’s solutions in the segment of Industry 4.0 as well as interconnected controlling and regulating elements as well as a related engineering software. Persons interested in these themes are invited during the telephone call directly to a meeting at the HANNOVER MESSE and receive admission tickets to the event by post. Shortly before the event, the Sales Unit contacts the invited participants once again by telephone in order to once again confirm the visit and thus to optimise the participation rate.

Thanks to the convincing placement of the solutions as well as the constant follow-up work, the company’s trade fair appearance is a complete success and characterised by numerous concrete leads and opportunities.