DFM – Lead Generation
To support DFM’s growth strategy for DFM Direct, we embarked on an innovative lead generation project with Maik Alfons (Account manager DFM Direct), Hidde van Wouw (process specialist DFM) and Jasper Levie (Product Manager DFM) to identify and qualify high-potential leads. DFM Direct is a financing product for independent car dealerships, providing financing solutions for their used vehicle inventory, but to continue expanding, we need to bring in a steady flow of quality new clients. This project aims to deliver a pipeline of strong, qualified leads who are likely to benefit from DFM Direct.
For this project, we leverage data from two main sources. First, we use profiles of existing DFM Direct customers to understand the characteristics of businesses that already find value in our product. Second, we incorporate data from the Dutch Chamber of Commerce (KvK), filtered to focus on companies in the sector “Trade and Repair of Passenger Cars and Light Commercial Vehicles.” Together, these datasets provide a starting point to define what makes a lead “high-quality” for DFM Direct.
Our approach brings a novel methodology to the process of lead generation. We began by scraping website texts from current DFM Direct clients, which we then used to build a detailed customer profile. This profile creation was powered by a large language model (LLM), enabling us to extract defining features and commonalities across the existing customer base. Once we had these customer profiles, we applied the same web-scraping and summarization techniques to potential leads in the target sector. The LLM generated summaries for each lead, allowing us to compare them with our ideal customer profile and score each one’s relevance from 1 to 10. To further refine the lead quality, we applied an initial LLM-based filter to exclude businesses that don’t sell used vehicles—a key criterion for DFM Direct.
The project’s deliverable is an interactive, mobile-friendly Tableau dashboard that consolidates all lead information in a clear, accessible format. Available on both desktop and mobile, the dashboard supports agile decision-making, enabling the team to reach out to leads at the optimal time and place. “With high-potential leads now literally in our pocket, our account managers can easily spot and visit nearby prospects while on the go,” says Jasper Levie. “This flexibility allows us to take immediate action when the opportunity arises.” For example, one account manager, while at a hairdresser’s appointment on Saturday in Hengelo, noticed a nearby business with a high relevance score from the model. He dropped by without an appointment, and the prospect showed interest, leading to a follow-up meeting.
By scoring each lead and filtering out low-potential matches, the dashboard empowers DFM to focus on engaging only the most promising contacts, enhancing efficiency and conversion rates. This project underscores our dedication to innovation in lead generation and our commitment to using advanced AI tools for data-driven growth.
If you’re interested in Lead Generation and what it could mean for your OpCo, please contact Kasper Meijjer ([email protected]).
Kasper Meijjer
Senior Data Scientist
Tarik Benmoussa
Data Scientist