Mentor Marketing increases sales for B2B in many industries

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How did a Shipping Supplies company Double their sales in just 90 Days?

Sell Industrial Supplies using smart Direct Marketing Ideas

Selling Industrial Supplies  B2B successfully. 

Direct Marketing will always:
Increase Sales to existing and new customers.
Find new prospects and turn them into customers.
Create Loyalty among your clients.
Build qualified lists for marketing

  See more below...

 

How to sell more Shipping Supplies, Industrial Tools & Equipment

United Shipping Supplies was a small industrial supplies and packaging supplier selling to businesses. Products included: Corrugated Cartons, Foam, Packing Tape, Pallet Jacks and items consumed by a Shipping Department. They were not the cheapest, but they were fast at delivering and solved customer's problems.        

Objective

United Shipping Supplies objective was to increase sales to new accounts, and be able to ship immediately without credit approval delays. They had 2400 active accounts, which had survived a rigorous credit-checking cycle. For United Shipping, it was mandatory to have only accounts with a credit backing that would let United ship the goods without delay.  

 

Campaign: Step ONE - Test the Credit Quality of the new buyers

We created a Direct Mail campaign that would allow United Shipping to "test the waters" by mailing only a small quantity on the first step.  This would allow United to check the credit-quality of the new buyers. After the first mailing, the results were positive - the credit quality of the new buyers did match their criteria. Now we could do the real mailing.

 

Step TWO:  Boost Sales Results

From both existing customers and new customers. We created a strong Direct Mail campaign to attract new buyers, focused on the most desirable products.  It was very successful. Immediately there was a 30% sales increase, with a long-term doubling boost in sales.Very SuccessfulWithin 90 days, United Shipping Supplies had increased their number of active customers from 2400 to over 5000 - Sales rose dramatically.

 

 

United Shipping supplies received tremendous Sales Results

This campaign is a typical Business-to-Business campaign. In the field of Industrial Supplies, you can expect a return on your investment that other companies envy. For each dollar spent on Direct Mail, this client received 30 times the gross sales. Viewed from an accounting perspective, the new gross sales had only a 3% cost-of-sales. Amazing!  Because Sales doubled over a 90-day period, they were able to make a substantial profit. But more important to United Shipping Supplies was the campaign doubled their number of accounts, because these new accounts could be expected to become customers now and then become a customer of United Shipping Supplies forever. They did!

What kind of Sales Results can you expect this year? 

Your return on investment will typically be about 10 times - for each dollar you spend, you will get back 10 times that in Gross Sales. Accounting wise, that means new sales to new customers are costing about 10%, which is amazing. Because the new sales coming from new customers do not increase your overhead - that's really good. Using Direct Mail, most companies experience Sales Results that are instantly profitable. It's different for every client, of course. Our expertise will increase your odds of success.

Direct Mail can sell both Products and Services to Businesses

This Direct Mail Marketing method would work for most companies who sell Products to businesses: Office Furniture, Coffee Services, Stationary, Copier Sales, Computer Sales, Paper Products, Industrial Equipment & Machinery, and most Business-to-Business sellers. Similarly, Direct Mail Marketing has worked successfully for those who sell Services to businesses, including Telecom, Machinery Repair Services and Delivery/Cargo Services. Whether you sell a product or a service, from Business-to-Business, this method of Direct Mail marketing almost always works well. Direct Marketing works surprisingly well selling $100,000 machines, $10,000 repair services, and dramatically delivers high-ticket sales as well as low priced items.

How would we do it differently today?

This program worked extremely well, but we'd change many aspects based on "tricks" we've learned since this campaign  was tested. We'd incorporate the Internet fully, with a Website with Ecommerce capabilities. We prefer one-click ordering, which makes the sale immediate and easy. We'd capture names and addresses more thoroughly. We'd probably introduce a promotion, perhaps a free draw. For larger users, we'd investigate doing a loyalty program. Each of these items would work seamlessly with the others. We'd thoroughly investigate the industries being sold to, with a possible intention of addressed-mailing these targeted prospects. We'd gather email addresses for easy and cheap future mailings. We'd incorporate these successful steps in a logical and cohesive manner, over time, as it was practical. We'd do an event promotion in a way that we'll not reveal on our website, but we will reveal it in person. You'll want to get in touch with Doug White at 778-435-2120.

Isn't a list needed? Yes and No.

We created this campaign to work successfully without the need for this client to have their own list. Lists can be obtained from reliable suppliers.

What's the average cost for a Direct Marketing Campaign?

We'd suggest that you start with a minimum budget of $5000 to $10,000 to effectively test a Direct Marketing program. Then, after a few successful campaigns, you can increase the scope of your Direct Marketing. Remember - there is no change to how your company runs itself now. Your risk is limited to the money you invest in the "test" campaign.

 

 

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