80% less time spent on prospecting

Outdated lists, handed down

Before Vainu, new prospects came mainly from static lists of companies close to the stores within target industries. The importer created the lists and passed them to the retailers. Sales reps worked through the listings, and according to Field Sales Manager Jussi Granberg they often were not too happy when the job finished: the lists were outdated, included duplicates, and were mostly frustrating for a rep to use.

Without Vainu, I would need to visit the company website, YTJ (Finnish Patent and Registration Office), different social media, and also get details about the company’s vehicle database. Now it’s all available straight from Vainu.

Each store prospects for itself

With Vainu, the retail stores do the prospecting work individually. Looking for a specific kind of construction company near their store, sales rep Tommy Juuma and his colleagues drew a circle on the map in Vainu 25 kilometres in diameter, then filtered out all but construction companies with less than 5 million in revenue and fewer than 25 vans. As Juuma tells it, the list included only the companies they needed to find, with zero exceptions. Granberg, who works for the importer, uses Vainu daily to build target groups to share with retailers. To offer service packages to local companies that own Toyotas but do not actively maintain their cars at Toyota stores, he imported the active customers into Vainu, searched for local companies with Toyotas, and excluded the active customers, leaving a list of potential customers to call. Vehicle data also reopened a deal the team had written off: a rep had been told the prospect chose a competitor, but Vainu showed no cars had been bought from competitors either. The follow-up call resulted in a multi-vehicle sale at one of the smaller stores. Noticing that one company was hiring, Juuma called the manager and asked how the new person was going to travel to all her meetings.

A veteran sales rep with a 30-year career said he has never seen software as spectacular as Vainu.

Jussi Granberg, Field Sales Manager at Toyota Finland