LEAD MANAGEMENT PROTOCOL: AUTOMATIC FETCH FOR YOUR CRM

Table of Contents

• 1-CONDITIONS FOR THE FETCH TO WORK
• 2-FIELDS THAT YOUR CRM CAN BE FED WITH
• 3-GDPR: MAKE THE RIGHT SELECTION WHEN CREATING YOUR API
  • REQUESTS (These buyers completed a form allowing you to use their personal data – GDPR ok)
  • PROSPECTS (These buyers completed a form to allow you to use their personal data – GDPR ok)
  • VISITS (You have to respect certain conditions in order to contact these visitors – see articles 13 & 14 of GDPR)
• 4-SPECIFIC FIELDS
  • 4.1- For AeroExpo
  • 4.2- For AgriExpo
  • 4.3- For ArchiExpo
  • 4.4- For DirectIndustry
  • 4.5- For MedicalExpo
  • 4.6- For NauticExpo
  • 4.7- For all marketplaces

1-CONDITIONS FOR THE FETCH TO WORK

• Your CRM must be able to integrate data in XML format.
• We do not have a plug-in solution, which means your IT department will have to create a program to feed your CRM with our leads.
• The fields in your CRM must match the fields available on our request form. We cannot create custom fields for the request form on your stand.
• Be careful to only integrate into your CRM the data you wish to use (in accordance with GDPR).
• Check for a few days to make sure that your program is retrieving the data correctly and integrating into your CRM – Test it to make sure that it works well.
• You can use the attached PDF document to program your CRM with your secure key.

To automatically import leads, use the attached PDF document, it has a URL and a secure key to access the data of prospects who have consulted or made requests on your stand.

Follow the instructions in this document and test the process for a few days to ensure that the data you want to import into your CRM matches to the right fields. Once your tests are successful, you can process requests and prospects through your CRM system and you will no longer have to check the requests you receive by e-mail.

VirtualExpo allows your CRM or management software to download the data maximum every 2 hours.

2-FIELDS THAT YOUR CRM CAN BE FED WITH

Here are the fields that your CRM can be fed with:

• “company” = company name (only if the buyer is a professional buyer)
• “name” = contact last name (mandatory)
• “firstname” = contact first name (optional)
• “phoneNumber” = phone number (mandatory)
• “email” = e-mail address (mandatory)
• “visitorType” = if the buyer is a private or business customer (mandatory)
• “website” = company website address (optional)
• “city” = city (mandatory)
• “address” = buyer’s regular mailing address (optional)
• “postalCode” = postal code (mandatory starting from February 2021)
• “country” = country (mandatory)
• “businessSector” = the buyer’s sector of activity (mandatory if the buyer is a company)
• “businessCompanyType” = company profile / type of business (mandatory if the buyer is a company)
• “label” = product name and/or reference (mandatory)
• “type” = type of request (mandatory for all requests)
• “kind” = kind of prospect (mandatory only for identified exploitable prospects who requested to see price options/where to buy/how to contact)
• “message” = the buyer’s message concerning their project (mandatory for personalized quote, not mandatory for other requests, may specify the quantity requested / budget / delivery time)
• “sendDate” = date when the request was sent by the buyer (mandatory)

Here is the XSD to help you.

3-GDPR: MAKE THE RIGHT SELECTION WHEN CREATING YOUR API

You have 3 kinds of contacts:

• Visits: personal contact information is only provided for visitors who clicked on your products. It is not provided for visitors who only saw your products in the search results.
• Prospects are potential buyers who have registered on your stand to get price information or to find out where they can contact you.
• Requests are real projects from potential buyers who have asked to receive a personalized quote or documentation concerning one of your products and need to make a purchase.

If you create an API to reply to buyers through your CRM, we strongly advise that you only select “requests” to create your API (all have agreed to be contacted in accordance with GDPR legislation).

If you create an API to feed your CRM with all potential sales opportunities (including prospects), you can select “prospects” and “requests” to create your API (both have agreed to be contacted in accordance with GDPR legislation).

“Visits” can be included in the API for lead nurturing actions only if you obtain these visitors’ permission to communicate with them in accordance with article 13 and 14 of GDPR (provide a box to tick in your first email in order to obtain these visitors’ agreement to receive more communications).

Here are the different types of leads that you can import:

REQUESTS (These buyers completed a form allowing you to use their personal data – GDPR ok)

Type	Request button on your stand	The buyer is expecting an answer from you
Documentation	Request documentation	Yes
Quote	Request a personalized quote	Yes
Documentation / Quote	–	Yes
Price Options	Request price options	Yes
Documentation / Price options		Yes

PROSPECTS (These buyers completed a form to allow you to use their personal data – GDPR ok)

Type	Request button on your stand	The buyer is expecting an answer from you
Price options	See price options	No

VISITS (You have to respect certain conditions in order to contact these visitors – see articles 13 & 14 of GDPR)

Type	Request button on your stand	The buyer is expecting an answer from you
–	–	No

4-SPECIFIC FIELDS

4.1- For AeroExpo

List of possible types of companies (field “businessCompanyType”):

• Air Traffic Control
• Airline
• Airport
• Architecture, Design
• Aviation Professional
• Catering Company
• Civil Aviation Agency
• Defense Agency
• Distributor / Supplier
• Engineering Consulting Company
• Federation, Association, Flying School
• IT, Telecommunications Agency
• Logistics, Ground Support Company
• Maintenance Company
• Manufacturer
• Other
• Security Services
• Subcontractor
• Travel Agency
• University, Research Center

List of possible sectors of activities (field “businessSector“)

• Aerospace
• Aircraft
• Aircraft Components
• Aircraft Interiors – Equipment for Pilots
• Airport Furniture and Equipment
• Airport Terminals
• Commercial / Business Jet
• Customs Border Control
• Free Flight
• Logistics, Ground Support
• Other
• Runways, Taxiways – Air Traffic Management
• Security – Protective Equipment
• Unmanned Aerial Vehicles

4.2- For AgriExpo

List of possible types of companies (field “businessCompanyType”):

• Crop farmer
• Dealer – Distributor – Importer
• Farm contractor
• Livestock farmer
• Manufacturer
• Other
• Student – Researcher
• Trader – Cooperative

List of the possible sectors of activities (field “businessSector“)

• Animal Husbandry
• Farm Infrastructure
• Farm Machinery
• Farm Management
• Irrigation
• Other
• Small Farm Equipment
• Tractors

4.3- For ArchiExpo

List of possible types of companies (field “businessCompanyType”):

• Advertising agency
• Architecture firm
• Building and civil engineering company
• Design firm
• Distributor, Retailer
• Drawing office, R&D
• Fitter, Maintenance company
• Hotel, Restaurant, Shop
• Interior design firm
• Other
• Public organization
• Town planning firm
• Tradesman
• University, School of architecture

4.4- For DirectIndustry

List of the possible types of companies (field “businessCompanyType”):

• Distributor, Retailer
• Drawing office, R&D
• Industrial manufacturer, Industrial equipment, Mechanics
• Industrial sub-contractor
• Maintenance company, Service company
• Other
• Public organization
• University, Research center

List of the possible sectors of activities (field “businessSector”):

• Aeronautics
• Agri-food business
• Automotive
• Building, Construction
• Chemistry
• Defense, Military
• Electronics
• Energy
• IT
• Medical, Pharmaceutics
• Metals, Smelting works
• Oil & Gas
• Other
• Telecom
• Transport

4.5- For MedicalExpo

List of the possible types of companies (field “businessCompanyType”):

• Distributor, Retailer
• Fitness Center
• Health care center
• Hospital, Clinic
• Humanitarian organization
• Laboratory
• Maintenance company, Service company
• Medical equipment manufacturer
• Medical imaging center
• Medical practice
• Other
• Rehabilitation center
• Retirement home
• Spa
• University, Research center

List of possible Medical Specialities (field “employeePosition”):

• Aesthetic Medicine
• Cardiology
• Dental
• Dermatology
• Emergency Medicine
• Forensic Medicine
• Gastroenterology
• General Practice
• Medical Biology
• Medical Imaging
• Neurology
• Obstetrics and Gynecology
• Ophthalmology
• Orthopedic Surgery
• Other
• Otorhinolaryngology
• Podiatry
• Pulmonology
• Rehabilitation
• Urology
• Veterinary Medicine

4.6- For NauticExpo

List of the possible types of companies (field “businessCompanyType”):

• Advertising agency
• Boat rental/charter company
• Cargo port
• Distributor, Retailer
• Drawing office, R&D
• Equipment manufacturer
• Federation, Association
• Importer
• Maintenance company, Service company
• Naval architecture firm
• Other
• Pleasure port, Marina
• Public organization
• Shipowner
• Shipyard
• Water sports center

List of the possible sectors of activities (field “businessSector”):

• Boat rental company
• Boatyard
• Distributor/Reseller
• Handling: Docks, ports
• Importer
• Marine leisure organization
• Maritime agent
• Naval architect
• Other
• Ship owner

4.7- For all marketplaces

List of possible countries for the “country”field:

Click here to download the list of possible countries for the “Country”field.