Propensity to Buy

 

60%

greater accuracy in predicting buying window

120+

direct sales

£42m

revenue achieved

 

The Ask


To bolster revenue and customer satisfaction, a luxury automotive manufacturer tasked us with designing a model that would predict when customers where likely to buy a new vehicle.

 

Our Solution


Our experts designed an algorithm to cleanse the customer base and harmonise data, tailored individual predictive ML models for each customer segment’s unique behaviour, and improved data collection resulting in higher quality data and consequently better models.

We then built a tool that captured existing data streams, including test drives, vehicle mileage, events attendance and browsing history. Linked to the CRM, this notified the sales team of the likely buying window. To round of the project, the team performed regular evaluations and improved the model by comparing its accuracy against a control group.

 
 

Impact


The customer targeting engine predicted the exact buying window with 60% greater accuracy than any previous attempts.

Sales opportunities and conversions increased - more than 120 sales were a direct result of the project – delivering £42m in revenue since 2019.

 

Book a 15 minute consultation with our expert team.

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