EDA Launches Virtual Sales Demo

Recently, EDA launched a new online virtual sales tool that is personalized for each direct mail prospect using personalized video. EDA partnered with Real Time Content, Inc. (RTC), an advertising technology provider that has developed a proprietary platform to create personalized video on demand.

Until now, EDA had struggled to handle a 20 percent response rate to its direct marketing efforts, and the company faced an interesting dilemma – increase the size of its sales force or decrease the drop size of its direct mail campaigns. “We didn’t want to do either,” said David Schwartz, EDA Vice President of Sales and Marketing. “We wanted to maximize the opportunity while minimizing the operational costs.” RTC’s personalized video technology was a way to maximize the success of EDA's direct mail campaigns.

When a prospective client visits a personal URL (PURL) supplied through EDA’s direct mail campaign, RTC’s platform is able to create personalized video from that PURL that incorporates the visitor’s name, current date, location, and number of repeat visits. As a result, the entire experience, from the greeting through the sales presentation, is very real and very personal.

“We also know the type of business our prospects are in, whether they’re manufacturers, dealers, lenders or after-market providers,” added Schwartz. “The contents of what we’re delivering will always relate to their specific area of interest, which is pre-defined.”

By employing a personalized sales presentation, EDA prospective clients can educate themselves at their own pace and on their own schedule, as well as select the EDA product features of most interest to their businesses. One of the biggest benefits, however, is for EDA. “We’re taking the mechanical, routine portion of the sales presentation away from our sales staff, and giving them more opportunity to understand a client’s needs and demonstrate how our solution may be able to fulfill them,” said Schwartz.

“I haven’t seen any company in any industry use technology to do what we’re trying to do,” said Mike Reilly, Randall-Reilly Publishing President and CEO. “It’s fun, it’s inviting, it’s interactive, and the sheer volume of deliveries is going to be so much higher because we’re expanding the capabilities of our human resources.”

To see EDA's virtual demo in action, visit: www.demos.edadata.com.

David Kane is a Virtual Product Manager at EDA
info@edadata.com | 800-288-8262