Cutting Edge Plastics Manufacturer – Case Study #1
A high-tech plastics manufacturer with some unique manufacturing capabilities in both plastic and silicone was facing potential exposure from one of their top clients. Capri Business Development was asked to assess current customers and design a strategy to drive new business for their engineering team and consultant to engage in the sales process. Capri determined that while procurement ultimately brings new vendors into the mix, the product design engineers drive the demand. After profiling the manufacturer’s top current customers, Capri identified hundreds of companies to target over a 12-month agreement as well as the relevant identities in engineering, R&D and innovation contacts in each of the account’s prospects. The manufacturer’s collateral and web site were reviewed, and a one-page case study was designed to highlight an innovative manufacturing technique that had helped current customers with specific design challenges. Capri configured a Salesforce.com account for the effort and imported the approved target list and scheduled out the contacts for targeting by highest probability of receptiveness to the value proposition. All of this was executed 30 days from contract.
Result: Capri positioned the company’s ability to bring new and innovative techniques of product design and manufacturing to the target contacts. Over 30 meetings were set in the first 90 days with some of the top product design companies in verticals the manufacturer had been successful with in the past as well as new markets. Over $10M in opportunities were identified and the first PO closed within 120 days of contract. Capri was recently retained by the manufacturer for an additional 2-year agreement.
New Acquisition – Case Study #2
A 25-year old direct marketing agency had long relied on networking and referrals to provide new client opportunities. Capri identified three distinct value propositions where the agency had a consistent client base. We aided in the creation of specific target vertical collateral and identified a large list of potential companies that might resonate on one of the three value propositions.
Result: 50+ meetings generated year one resulting in $800K + in closed sales. Lifetime value of year one sales estimated conservatively at over $3M.
Trade Show Work – Case Study #3
The founder of a vertically integrated startup company was planning on attending the largest trade show of his target industry to position their new service. The startup’s investors brought Capri Business Development on board to prioritize the 3,000+ exhibitors, identify decision makers, set meetings and present the solution along with the founder at the show.
Result: Thirty-two appointments set prior to the show were attended over a 3-day period with VP or higher decision makers. Seven priority account targets signed on to the service within 120 days of the show.
Fortune 500 – Case Study #4
A $50M+ provider of consulting and training solutions to Fortune 500 companies needed to answer a question: Is it possible to sell the companies value proposition benefit at the C and VP suite as opposed to learning and development or individual divisions? The company assigned 150 Fortune 500 companies across key target verticals for Capri to identify the contacts and position their service benefit as a corporate-wide solution.
Result: Eighteen meetings set in 90 days with VP or higher contacts resulting in millions of dollars in potential revenue.
A New Approach – Case Study #5
A master franchise holder in the business of cooperative direct mail campaigns needed a new approach to develop business. Working with the owners marketing team, we created vertically specific template spec ads. Prospective businesses were called to set a meeting with the franchise owners to discuss the ad we had “designed for them.”
Result: Efforts created the number one prospecting program nationally out of 450 offices. The master franchise became one of the top performing territories in the country. Founder, Michael Cappello was asked to be a guest speaker at the franchise’s international convention. This resulted in the methodology being adopted by the franchise internationally as the new standard of business development.
Dead Vertical – Case Study #6
An e-commerce solution provider specializing in the operation of official brand stores that sold product directly to consumers had all but given up on the hardware vertical. The major brands in the vertical had serious channel conflict concerns, particularly with two major retailers who threatened to stop selling any manufacturer’s selling direct. Walking the trade show floor, we uncovered an opportunity to sell aftermarket grill parts for a major manufacturer.
Result: The relationship became the most profitable deal in the history of the company as well as opened a whole new array of prospects in what was once considered a “dead” vertical. Additionally, the deal benefited the manufacturer by strengthening their relationship with the same key accounts that typically frowned on direct sales but appreciated the increased consumer satisfaction in the aftermarket experience resulting in less grills returned.
Regional Commercial Contractor – Case Study #7
A $50M commercial mechanical contracting and custom sheet metal firm needed to aggressively drive near term revenue. Capri Business Development was brought in to identify and target companies and the relevant contacts within these companies that were responsible for projects and operations for custom metal fabrication, automation controls, and design build services. We developed a list of companies, universities, and medical facilities that fit the profile for their best customer engagements and potential for highest revenue production. The target list was loaded into a customized CRM for execution.
Result: Over $2,000,000 in closed purchase orders year one. Customer extended the contract an additional year with Capri.