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THE TASK. Double sales in 3 years and create a more manageable lead development program.
Dalmec is an Italian based manufacturer of pneumatic material handling equipment making light work of heavy loads. They have operations in 24 countries worldwide.
Dalmec USA had historically relied upon trade shows and exhibitions to generate new leads. That can be an expensive proposition with travel and show expenses rising. And, it’s difficult to sort quality leads when you come back with over 1000 contacts per event.
We retooled the sales and marketing strategy to complement their show schedule with an ad program designed to increase awareness and extend lead generation beyond shows.
We strategically picked market segments that increased sales momentum in the near-term and higher margins in the long-term.
THE RESULTS. That was over 7 years ago. The strategy has been so successful, that we have leveraged it into new market segments and continue to grow the business.