Customer Logins

Obtain the data you need to make the most informed decisions by accessing our extensive portfolio of information, analytics, and expertise. Sign in to the product or service center of your choice.

Customer Logins

CV Whitespace Opportunities

Commercial vehicle manufacturer and distributor makes own opportunities by going straight to the end-user

As a manufacturer of custom high-content work trucks for the utility, municipality and government vehicle market, Phenix Truck Bodies and Van Equipment wanted to grow its business. After 35 years in business, Phenix decided to increase its products and solutions offerings to include light truck and van equipment. The idea was to be Southern California’s “One-Stop-Shop” for vocational truck and van equipment solutions—large fleets and small fleets, large trucks or small vans—only one call for any fleet manager.

Expanding beyond the space that it had been successful in for 35 years required new products, clearly, but identifying new customers presented a huge challenge. Certainly, Phenix planned to participate in the existing sales channels by working through commercial truck and van dealers and leasing companies. Connecting directly with small and medium size fleets in Southern California to tell the Phenix story, however, would increase its growth opportunities exponentially. But how would Phenix find those customers?

Meaningful Text Here

Challenge

  • Identify new white space opportunities for specialized equipment

Solution

  • Polk Registration Database by IHS Markit

Results

  • Delineated thousands of prospects that fit specific parameters and were geographically located within their territory

IHS Markit helps Phenix unearth new white space opportunities

Initially focusing on their van product line, Phenix decided to target small to mid-size fleets. Phenix asked IHS Markit to leverage its Polk registration database to identify companies within specific parameters.

The data IHS Markit provided was more comprehensive than I expected. The quality of contacts has been remarkable.

Todd Davis
Executive Vice President, Phenix Truck Bodies and Van Equipment

Of the 4,100 companies provided by IHS Markit that matched Phenix parameters, 90% were new contacts the company was not previously aware of or marketing to. The data was actionable and reasonable in price to obtain.

Todd Davis
Executive Vice President, Phenix Truck Bodies and Van Equipment

Result

IHS Markit provided a database of companies that contained fleets of three of more vans of which at least one was older than three years. This data provided Phenix with a playbook of white space opportunities for the sales team.

The data IHS Markit provided was more comprehensive than I expected. The quality of contacts has been remarkable.

Todd Davis
Executive Vice President, Phenix Truck Bodies and Van Equipment

Of the 4,100 companies provided by IHS Markit that matched Phenix parameters, 90% were new contacts the company was not previously aware of or marketing to. The data was actionable and reasonable in price to obtain.

Todd Davis
Executive Vice President, Phenix Truck Bodies and Van Equipment

Filter Sort