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Distribution and Supply Chain News and Planned Industrial Project Reports - January 2020 Recap

By Evan Lamolinara | 02/14/2020 | 2:26 PM | Categories: Current Affairs

Supplyjan20Research by SalesLeads’ experienced industrial market research team, shows 140 new planned Distribution and Supply Chain industry project opportunities tracked during the month of January.

Planned industrial project activity within the sector decreased by 2% from the previous month.

The following are selected highlights on new Distribution Center and Warehouse construction news.

Distribution and Supply Chain - By Project Type

          Distribution/Fulfillment Centers - 48 New Projects

          Industrial Warehouse - 114 New Projects

Distribution and Supply Chain- By Project Scope/Activity

          New Construction - 63 New Projects

          Expansion - 32 New Projects

          Renovations/Equipment Upgrades - 40 New Projects

          Closing - 9 New Projects

Distribution and Supply Chain - By Project Location(Top 5 States)

          Texas - 17

          New York - 16

          Florida - 11

          California - 9

          Ohio - 8

Largest Planned Project

During the month of January, our research team identified 3 new Distribution facility construction projects with an estimated value of $100 million or more.

The largest project is owned by South Mill Champs, who is planning to invest $115 million for the expansion of their warehouse and processing facility in KENNETT SQUARE, PA by 900,000 sf. They have recently received approval for the project.

 

Top 10 Tracked Distribution and Supply Chain Project Opportunities

PENNSYLVANIA:

Food products mfr. has recently agreed to pre-lease a 1 million sf distribution center at 801 Centerville Rd. in CARLISLE, PA. They plan to consolidate operations from multiple warehouse sites regionally in Fall 2020.

ARIZONA:

Beverage company has recently agreed to lease a 916,000 sf production and warehouse facility at Reems Road in GLENDALE, AZ. They have recently started construction, and will occupy the space upon completion is slated for Fall 2020.

CONNECTICUT:

Home improvement retail chain has recently agreed to pre-lease a 421,000 sf distribution facility at 360 Ellington Road in SOUTH WINDSOR, CT. They expect to be operational upon completion in late 2020.

FLORIDA:

Discount retail store is planning for the construction of a 2 million sf distribution center on County Road 484 in OCALA, FL. They have recently received approval for the project. Construction will occur in phases.

GEORGIA:

Global online retailer is planning for the construction of a 1 million sf warehouse and distribution facility in NEWNAN, GA. They have recently received approval for the project.

ILLINOIS:

Global online retailer is planning to invest $60 million for the construction of a 150,000 sf distribution center in CHICAGO, IL. They are currently seeking approval for the project.

MISSOURI:

Logistics services and shipping products supplier is planning for the renovation and equipment upgrades on a recently leased 375,000 sf warehouse and distribution facility at 1001 Premier Pkwy. in ST. PETERS, MO.

NORTH CAROLINA:

Aircraft recycling company is expanding and planning to invest $100 million for the construction of a recycling center and paint shop in KINSTON, NC. They have recently received approval for the project.

NEW YORK:

Global online retailer is planning for the construction of a 1 million sf warehouse and distribution facility in MONTGOMERY, NY. They are currently seeking approval for the project.

TEXAS:

Furniture retailer is planning for the construction of a 443,000 sf showroom, warehouse, and distribution facility on River Plantation Dr. in CONROE, TX. They are currently seeking approval for the project.

Since 1959, SalesLeads, based out of Jacksonville, FL has been providing Industrial Project Reports on companies that are planning significant capital investments in their industrial facilities throughout North America. Our professional research team identifies new construction, expansion, relocation, major renovation, equipment upgrades, and plant closing project opportunities so that our clients can focus sales and marketing resources on the target accounts that have an impending need for their products, services, and indirect materials.

Each month, our team provides hundreds of industrial reports within a variety of industries, including:

How to Increase B2B Sales by Targeting Operations Buyers

By Evan Lamolinara | 02/07/2020 | 6:08 AM | Categories: Current Affairs

Are you targeting operations buyers with your company's sales strategy? According to a recent study, approximately 21% of the average company's budget is consumed by operations buyers. Are you maximizing your sales efforts by selling your product or service to the right operations buyer?

The Operations Buyer

An operations buyer oversees a company's operations. Most companies have several departments that handle and facilitate their respective operations, some of which include logistics, customer support, operations management, construction and office departments. Operations buyers are in one or even all of these departments. They are directly involved in the company's operations, so they typically have the authority to make purchases.

Next, you'll need to use the right approach when contacting and pitching your B2B company's products or services to operations buyers.

Research the Company's Operations Department

Before contacting an operations buyer, research the operations department in which he or she works. The more you know about the operations department, the better. Look at the target company's official website, as well as its LinkedIn Company Page, to learn more about its business and various operations departments. You can then try to pinpoint the department in which the operations buyer works. Among other things, you should try to identify the size of the department, its function, hours of operation and budget. With this information in hand, you'll be able to create customized sales messages that resonate with operations buyers.

Highlight Efficiency as a Benefit

While different operations buyers have different jobs, nearly all of them focus on increasing their respective supply chain or logistics company's efficiency. After all, efficiency directly influences a company's net profits. The faster and more efficiently a company can execute its operations, the higher its profits will be. If you're pitching a product or service to an operations buyer, be sure to explain and prove how it can make their company's operations more efficient. Maybe the product or service can reduce their production cycle time by 20%, or perhaps it can reduce their waste by 10%. Regardless, highlight efficiency as a benefit will make your company's products or services more relevant to operations buyers.

Contact at the Right Time

Timing is essential when contacting operations buyers. If you contact an operation buyer when he or she isn't working, you may fail to get a response. Therefore, it's best to contact operations buyers during their respective department's hours of operation. You can often identify a department's hours by researching the target company online. Alternatively, calling the department -- even when it's closed -- may yield an answering machine message featuring its hours of operations. But remember, it may require you to call at 6:00 a.m. and only until 3:00. As we all know, many operations professionals start their day earlier than most.

Get Past the Gatekeepers

You may encounter gatekeepers when contacting operations buyers. Gatekeepers, of course, are professionals who serve as an intermediary between a company's decision-makers and its vendor or customers. High-level operations buyers don't always answer their phone. Instead, they have a gatekeeper, such as a receptionist, answer the phone on their behalf. If the gatekeeper deems a call is important, he or she will relay it to the operations buyer. If the gatekeeper believes a call isn't important, on the other hand, he or she won't relay it to the operations buyer.

Here are some tips to get past the gatekeepers and reach more operations buyers:

  • Call before the gatekeeper comes into work. Most times they are not in by 6:00 a.m. That may be your best time to start your calling efforts. Give it a try.
  • Explain your reason for calling the operations buyer. It's unlikely that a gatekeeper will relay your call to an operations buyer unless you explain why you are trying to call them.
  • Talk clearly and confidently. If a gatekeeper can't understand you, he or she probably won't relay your call to the operations buyer.
  • Keep your calls short. Gatekeepers are busy professionals, so they don't want to waste time listening to long sales calls.
  • Don't rely exclusively on a script. You'll have an easier time getting past a gatekeeper if you use a customized approach rather than reading from a script.
  • Mention your name as well as the company for which you work.

Source New Leads

According to a survey conducted by BSG, the leading challenge encountered by B2B sales reps when targeting operations buyers is sourcing new leads. Without leads, you may struggle to find operations buyers to whom you can pitch your B2B company's products or services. You can source leads manually by scouring companies' Linked Pages, as well as their websites. To get high quality sales leads specifically for the industrial marketplace, give SalesLeads a call. Our job is to identify companies expanding, relocating, renovating or purchasing new equipment in the industrial space. Our Project Reports provide a wealth of information so when you make a call, you’re as prepared as possible. Want to see a sales lead or Project Report? See it now.

Is Direct Mail Marketing Effective to Sell to Supply Chain or Logistics Companies?

By Evan Lamolinara | 02/07/2020 | 6:03 AM | Categories: Current Affairs

When researching ways to promote your industrial B2B company, as well as its products or services, you'll probably come across direct mail. Also known as advertising mail, it involves the use of promotional mail that's delivered to a buyer's address. With the rise of email in recent years, however, you might be wondering if direct mail is still effective or is it old news.

Narrow Targeting Options

With direct mail, you can target your B2B company's "buyer personas" to increase the chance of scoring a lead and generating a sale. While targeting options vary from lots of general service providers, you may want to consider SalesLeads as we can help you build a targeted list that reflects your best and most profitable customers.

High Response Rates

Direct mail also offers high response rates. Research shows that over 5% of direct mail recipients will respond to direct mail. To put that number into perspective, only about 0.1% of email recipients will respond to promotional email. Response rates can vary depending on countless factors, mainly your list of quality names.

High Level of Satisfaction

The terms "direct mail" and "junk mail" are often used interchangeably when referring to promotional mail. While junk is typically perceived poorly by recipients, though, direct mail is not. According to a study conducted by Epsilon, nearly six in 10 recipients of direct mail say they take the time to learn about new products and services by reading promotional mail.

Direct Mail Is Popular Among B2B Companies

Direct mail hasn't faded in favor of digital promotional methods. It's actually making a comeback. A B2B Marketing Mix Report found that direct mail is currently one of the most popular promotional methods for B2B companies, with 35% of B2B companies using it to reach their target audience.

Measurable

Finally, direct mail is measurable, meaning you can easily track the performance of your direct mail campaigns. You can include specific phone numbers for recipients to call or website addresses for recipients to visit. Upon receiving your direct mail, a recipient may call the number or visit the address, allowing you to track whether he or she makes a purchase.

If starting out with a strong, targeted list, direct mail can still be an effective promotional method for B2B companies.

Industrial Manufacturing News and Planned Industrial Project Reports - December 2019 Recap

By Evan Lamolinara | 01/13/2020 | 8:47 AM | Categories: Current Affairs

Manufdec2019

Research by SalesLeads’ experienced industrial market research team, shows 144 new planned Industrial Manufacturing industry projects tracked during the month of December.

The following are selected highlights on new Industrial Manufacturing industry construction news.

 

Industrial Manufacturing - By Project Type

            Manufacturing/Production Facilities - 128 New Projects

            Distribution and Industrial Warehouse - 64 New Projects

           

Industrial Manufacturing - By Project Scope/Activity

            New Construction - 44 New Projects

            Expansion - 45 New Projects

            Renovations/Equipment Upgrades - 57 New Projects

            Plant Closings - 12 New Projects

 

Industrial Manufacturing - By Project Location(Top 10 States)

            Ohio - 13

            Texas - 11

            Minnesota - 10

            North Carolina - 10

            New York - 9

            South Carolina - 8

            Michigan - 7

            Wisconsin - 5

            Pennsylvania - 5

            Georgia - 5

 

Largest Planned Project

During the month of December, our research team identified 6 new Industrial Manufacturing facility construction projects with an estimated value of $100 million or more.

The largest project is owned by General Motors, who is planning to invest $2 billion for the construction of a battery manufacturing facility in LORDSTOWN, OH. Construction is expected to start in Summer 2020.

 

Top 10 Tracked Industrial Manufacturing Projects

MICHIGAN:

Automotive mfr. is planning to invest $700 million for an expansion and equipment upgrades of their manufacturing facility in DEARBORN, MI. They are also planning to invest $700 million for an expansion and equipment upgrades of their plant in WAYNE, MI.

 

GEORGIA:

Specialty paper products mfr. is planning to invest $400 million for an expansion and equipment upgrades of their manufacturing facility in MACON, GA. Completion is slated for 2021.

 

ALABAMA:

Cement mfr. is planning to invest $250 million for the renovation and equipment upgrades on their processing facility in RAGLAND, AL. They have recently received approval for the project. Renovations are expected to start in early 2020, with completion slated for 2022.

 

OHIO:

Aerospace components mfr. is planning to invest $128 million for the construction of a manufacturing and office complex at Mason R and D Park East in MASON, OH. They are currently seeking approval for the project.

 

TEXAS:

Automotive components mfr. is planning to invest $110 million for the construction of a 205,000 sf office and manufacturing facility on Kohlenberg Road in NEW BRAUNFELS, TX. They have recently received approval for the project.

 

ARKANSAS:

Wood products mfr. is planning to invest $90 million for the renovation and equipment upgrades of a manufacturing facility in CONWAY, AR. Completion is slated for Summer 2021.

 

CALIFORNIA:

Startup biotechnology company is planning to invest $35 million for the construction of a 179,000 sf processing facility in JURUPA VALLEY, CA. They are currently seeking approval for the project.

 

NORTH CAROLINA:

Pharmaceutical company is planning to invest $57 million for an expansion of their processing facility in WILSON, NC. They have recently received approval for the project.

 

ONTARIO:

Modular building mfr. has recently agreed to lease a 300,000 sf manufacturing facility on South Service Rd. in STONEY CREEK, ON. They have recently started renovations to the facility.

 

TENNESSEE:

Heavy electrical equipment mfr. is planning to invest $87 million for the renovation and equipment upgrades on a recently acquired manufacturing facility in MEMPHIS, TN. They have recently received approval for the project.

 

Since 1959, SalesLeads, based out of Jacksonville, FL has been providing Industrial Project Reports on companies that are planning significant capital investments in their industrial facilities throughout North America. Our professional research team identifies new construction, expansion, relocation, major renovation, equipment upgrades, and plant closing project opportunities so that our clients can focus sales and marketing resources on the target accounts that have an impending need for their products, services, and indirect materials.

Each month, our team provides hundreds of industrial reports within a variety of industries, including:

Why Leads Are Important for Supply Chain & Logistics Companies

By Evan Lamolinara | 01/08/2020 | 5:52 AM | Categories: Current Affairs

Regardless of what your supply chain and logistics company sells -- products, services or a combination thereof -- the number and quality of leads you generate will influence its level of success. Supply chain and logistics companies that invest more time and resources into lead generation will obviously outperform their counterparts that invest less time and fewer resources into lead generation. Let’s review why consistently generating quality sales leads keeps the business moving forward.

 

Keeps Sales Reps Selling

Leads will keep your supply chain and logistics company's sales reps busy working the sales funnel. According to InsideSales, B2B sales reps spend roughly 40% of their working hours searching for a buyer to call. This is an unproductive use of their time. At the end of the article, we’ll discuss one way to keep sales reps calling sales leads that already have an identified project. As a sales manager, owner or president of the company, it’s important to oversee these quality sales leads and to maximize each one to its fullest.

 

It Takes 8 Attempts to Reach Buyers on the Phone

Not all sales leads will translate into sales. Research shows that it takes an average of eight attempts to reach a B2B buyer on the phone. And once a sales rep has a buyer on the phone, he or she must convince them to set an appointment or continue the conversation to further convince them to purchase your product and/or service. With a large volume of high-quality leads, B2B sales reps can call more buyers and, ultimately, generate more sales.

 

Increases ROI

According to a survey conducted by MarketingSherpa, the top sales lead generation priority among B2B companies is increasing measurable ROI. Without sales leads, supply chain and logistics sales reps will struggle to generate sales. They'll have to consume more time and resources searching for buyers to contact, resulting in a lower ROI.

 

Identify Decision Makers

SalesLeads can help you can identify the decision makers in a target business. If you generated a sales lead from your website with a call-in or a webform, the contact person may not include all of their information, or may be submitting the form on behalf of another contact within the company. How can you find the contact names at the right level? The Target Account Search feature in the Target Account Intelligence database allows you to search for a particular company name, and drill down with the provided contacts to uncover the decision maker(s) you’re searching for.

 

Create Custom and Personalized Content

With sales leads, you can create custom and personalized content that resonates with your supply chain or logistics company's audience of buyers. If you know a buyer's information, you can research him or her to create personalized content. After creating the personalized content, you can send it to the buyer. Buyers are more likely to respond allowing you to move it further down the sales funnel.

 

Source for High Quality Sales Leads

Remember I mentioned a way to keep sales reps calling sales leads that have an identified project? Here we go. SalesLeads’ researchers continuously follow the material handling industry. Our job is to keep tabs on these companies in order to know who’s expanding, relocating, renovating or purchasing new modernized equipment. As soon as we know, we let you know. These identified projects come in a form of a Project Report giving you critical information so you can make an intelligent phone call. Take a look for yourself. That’s the best way to understand the quality of the sales lead.

Sales & Marketing Tactics to Implement in 2020

By Evan Lamolinara | 01/08/2020 | 5:45 AM | Categories: Current Affairs

Now that 2020 is here, use this opportunity to plan or tweak your supply chain or logistics company's sales strategy, if you haven’t done so already. Sales tactics that worked in the past may no longer work in 2020. With each new year comes new sales tactics that fuel supply chain or logistics companies' growth. By using these sales tactics in your B2B company's operations, you'll attract more new customers and generate more sales leads, thereby setting the stage for a successful new year.

 

Personalized Sales Messages

While material handling companies have been using personalized sales messages for years, this tactic has become increasingly popular over time. According to a 2018 study, nearly three in four B2B companies said buyers expect personalized messages. Creating personalized sales messages takes time, but it can pay off in the form of increased sales as well as increased customer satisfaction.

 

Omnichannel Selling

What is omnichannel selling exactly? The term "omnichannel selling" refers to a multi-pronged sales tactic in which a B2B company uses a plethora of channels to communicate with prospective buyers. With omnichannel selling, you won't use a single channel to communicate with prospective buyers; you'll use multiple channels. Rather than relying on email to communicate with a prospective buyer, for example, you may use a combination of email, social media, online chat and phone.

This is a highly effective way to continuously work with sales leads, especially from SalesLeads. When you get notified by SalesLeads that one of our high quality sales leads is ready for viewing, the first thing you can do after you read about the sales lead, is to give them a call. Because we supply the contact name and direct phone number, it’s exactly what you need to make the first contact.

Next, send an email either reiterating what you discussed, or that you left a message. Then connect with the contact on LinkedIn. Now you have a way to send a personalized online message. Finally, get something in their hands by sending a personalized message with the brochure through the mail. Now you’ve touched all their senses in every way possible giving them information the way they want to receive it.

 

Big Data

You can't ignore the value of Big Data in your supply chain or logistics company's sales strategy. Research shows roughly 2.5 quintillion bytes of data are created each day. Rather than turning a blind eye to this data, you should use it to optimize your material handling company's sales strategy. By tapping into the power of Big Data, you can gain insight into the habits of your company's target audience, allowing you to create a more effective sales strategy.

 

Online Content

If you aren't publishing content online, you are missing out on one of the easiest ways to attract new buyers. Many material handling buyers begin their journey with an online search. A buyer may search for a type of product or service, for example, at which point he or she may stumble upon your company's website. By publishing content online, you can attract these buyers and convert them into customers.

 

Marketing and Sales Alignment

Finally, you should consider aligning your supply chain or logistics company's marketing and sales departments in 2020. According to ZoomInfo, B2B companies that embrace marketing and sales alignment grow nearly 24% more quickly than their counterparts with segmented marketing and sales departments.

Hope we gave you a few new ideas to plan for in 2020. Happy Selling!

Industrial News and Planned Industrial Construction Projects - November 2019 Recap

By Evan Lamolinara | 12/15/2019 | 10:56 AM | Categories: Current Affairs

Constnov

Research by SalesLeads’ experienced industrial market research team, shows 431  new planned industrial projects tracked during the month of November. 

Planned industrial project activity decreased by 1% from the previous month, and is down 5% YTD from the previous year. 

The following are selected highlights on new industrial construction news and project opportunities throughout North America. 

 

Planned Industrial Construction - By Project Type:

            Manufacturing Facilities - 162 New Projects

            Processing Facilities - 118 New Projects

            Distribution and Industrial Warehouse - 149 New Projects

            Power/Energy/Oil and Gas - 13 New Projects

            Laboratory Facilities - 24 New Projects

            Mine - 1 New Project

            Terminal - 1 New Project

            Pipeline - 0 New Projects

           

Planned Industrial Construction - By Scope/Activity

            New Construction - 195 New Projects

            Expansion - 122 New Projects

            Renovations/Equipment Upgrades - 134 New Projects

            Plant Closing - 22 New Projects

 

Planned Industrial Construction - By Location (Top 10 States)

Texas  - 30

California - 26

New York - 25

Ohio - 25

Indiana - 20

Pennsylvania - 19

Florida - 18

Georgia - 15

Michigan - 15

Wisconsin - 15           

 

Largest Planned Industrial Construction Project

 During the month of November, our research team identified 21 new General Industrial facility construction projects with an estimated value of $100 million or more. 

The largest project is owned by Sunflower Electric Power Corporation, who is planning to invest $2 billion for the construction of an 895MW coal-fired power processing plant in Holcomb, KS. They are currently seeking approval for the project. 

 

Top 10 Tracked Industrial Construction Projects 

TENNESSEE:

Automotive mfr. is investing $800 million and has recently started a 762,000 sf expansion and equipment upgrades of their manufacturing and battery production facility in CHATTANOOGA, TN. Completion is slated for 2022.

 

ALABAMA:

Automotive mfr. is planning to invest $410 million for a 230,000 sf expansion and equipment upgrades of their manufacturing facility in MONTGOMERY, AL Completion is slated for 2021.

 

GEORGIA:

Paper towel and tissue mfr. is planning to invest $400 million for an expansion and equipment upgrades of their manufacturing facility in MACON, GA. Completion is slated for 2022.

 

INDIANA:

Pharmaceutical company is planning to invest $400 million for the renovation and equipment upgrades on their processing facility in INDIANAPOLIS, IN. They have recently received approval for the project.

 

MICHIGAN:

Agricultural company is planning to invest $145 million for an expansion of their processing facility in MIDLAND, MI. They have recently received approval for the project.

 

MINNESOTA:

Energy company is planning to invest $700 million for the construction of a natural gas power plant in DULUTH, MN. They are currently seeking approval for the project. Completion is slated for 2025.

 

MISSOURI:

Automotive mfr. is planning to invest $400 million for an expansion and equipment upgrades of their manufacturing facility in KANSAS CITY, MO.

 

CALIFORNIA:

Municipality is investing $200 million and has recently started the construction of a wastewater treatment processing plant at 2500 Navy Dr. in STOCKTON, CA.

 

NEVADA:

Industrial equipment mfr. is planning to invest $327 million for the construction of a 2 million sf manufacturing facility in HENDERSON, NV. They are currently seeking approval for the project. Construction is expected to start in April 2020, with completion slated for late 2022.

 

OHIO:

Automotive mfr. is planning to invest $175 million for the construction of a 251,000 sf manufacturing facility in BROOKVILLE, OH. Completion is slated for late 2020.

 

Since 1959, SalesLeads, based out of Jacksonville, FL has been providing Industrial Project Reports on companies that are planning significant capital investments in their industrial facilities throughout North America. Our professional research team identifies new construction, expansion, relocation, major renovation, equipment upgrades, and plant closing project opportunities so that our clients can focus sales and marketing resources on the target accounts that have an impending need for their products, services, and indirect materials. 

Each month, our team provides hundreds of industrial reports within a variety of industries, including:

Distribution and Supply Chain News and Planned Industrial Project Reports - November 2019 Recap

By Evan Lamolinara | 12/15/2019 | 10:51 AM | Categories: Current Affairs

Supplynov

Research by SalesLeads’ experienced industrial market research team, shows 149 new planned Distribution and Supply Chain industry project opportunities tracked during the month of November. 

Planned industrial project activity within the sector decreased by 8% from the previous month. 

The following are selected highlights on new Distribution Center and Warehouse construction news

 

Distribution and Supply Chain - By Project Type

            Distribution/Fulfillment Centers - 42 New Projects

            Industrial Warehouse - 124 New Projects

           

Distribution and Supply Chain- By Project Scope/Activity

            New Construction - 85 New Projects

            Expansion - 41 New Projects

            Renovations/Equipment Upgrades - 32 New Projects

            Closing - 0 New Projects

 

Distribution and Supply Chain - By Project Location (Top 5 States)

Texas - 16

Pennsylvania - 9

California - 8

Ohio - 8

New York - 7        

  

Largest Planned Project 

During the month of November, our research team identified 2 new Distribution and Supply Chain facility construction projects with an estimated value of $100 million or more.

The largest project is owned by Jacksonville Port Authority, is planning to invest $238 million for the expansion, renovation, and equipment upgrades at their container terminal in Jacksonville, FL. They have recently received approval for the project.

  

Top 10 Tracked Distribution and Supply Chain Project Opportunities 

OHIO:

Poultry processing company is planning to invest $126 million for a 180,000 sf expansion, renovation, and equipment upgrades on their warehouse and processing facility in WINESBURG, OH. They have recently received approval for the project.

 

ALABAMA:

Online used-car dealer is planning to invest $40 million for the construction of a vehicle distribution, maintenance, and storage facility on Morgan Road in BESSEMER, AL. They have recently received approval for the project.

 

IOWA:

Logistics and warehousing service provider is planning for the construction of a 250,000 sf distribution center at 9940 Atlantic Dr. SW in CEDAR RAPIDS, IA. They have recently received approval for the project.

 

INDIANA:

Battery mfr. is planning to invest $63 million for the renovation and equipment upgrades on a 933,000 sf packaging and distribution center in FRANKLIN, IN. They are currently seeking approval for the project.

 

NEW YORK:

Utility company is planning to invest $35 million for the construction of a 113,000 sf warehouse and training facility at 2001 Ulster Avenue in LAKE KATRINE, NY. They have recently received approval for the project.

 

PENNSYLVANIA:

Logistics service provider is planning for the construction of a 1 million sf distribution facility in DAUPHIN, PA. They are currently seeking approval for the project.

 

TENNESSEE:

Logistics service provider is planning to invest $28 million for the renovation and equipment upgrades on a 640,000 sf warehouse and distribution facility at 5461 Davidson Rd. in MEMPHIS, TN. They have recently received approval for the project.

 

WISCONSIN:

Metal components mfr. is planning for the renovation of a 205,000 sf warehouse facility at 8500 116th Street in PLEASANT PRAIRIE, WI. They expect to occupy the location in Spring 2020.

 

GEORGIA:

Tire mfr. has recently started the construction of a 1.5 million sf distribution center in NEWNAN, GA. Completion is slated for March 2021.

 

MISSISSIPPI:

Global online retailer is planning for the construction of an 1 million sf distribution facility in OLIVE BRANCH, MS. They are currently seeking approval for the project.

 

 

Since 1959, SalesLeads, based out of Jacksonville, FL has been providing Industrial Project Reports on companies that are planning significant capital investments in their industrial facilities throughout North America. Our professional research team identifies new construction, expansion, relocation, major renovation, equipment upgrades, and plant closing project opportunities so that our clients can focus sales and marketing resources on the target accounts that have an impending need for their products, services, and indirect materials.

 

Each month, our team provides hundreds of industrial reports within a variety of industries, including:

Material Handling Sales Trends in 2020

By Evan Lamolinara | 12/03/2019 | 7:57 AM | Categories: Current Affairs

With 2020 right around the corner, there's no better time than the present to reevaluate your material handling company's sales 2020strategy. Sales tactics that worked in the past may longer work in 2020. As we approach the new year, you can expect to see several innovative sales tactics being used. Below is a list of some of the top sales trends that will define 2020. By leveraging these trends in your logistics or supply chain company's sales strategy, you'll kick off the new year on the right foot.

Chatbots or Live Chats

While they were originally designed for use by B2C companies, chatbots have since found their way into the B2B industry. How does a chatbot work? Even if you're unfamiliar with the term, you've probably encountered a chatbot when shopping online. Many e-commerce websites use them to provide customer support. A chatbot is a program that converses with a website's visitors. Of course, it's not an actual customer service rep; chatbots are powered by computer algorithms. Assuming your B2B company has a website, you can deploy a chatbot on it to attract new sales leads and generate more sales.

As an alternative, you can also use live chat on your website. It allows you to communicate with potential customers right away. The only caveat is that someone has to answer if it alerts you that someone has a live question. It doesn't have to cost a lot or anything at all. One type of free software is tawk.to, a liv chat software that won't cost your company any money, and you get warm to hot leads right away. 

AI Data Analytics

In addition to chatbots, the use of AI-based data analytics solutions among supply chair or logistics companies is expected to increase in 2020 and the years to follow. Rather than manually analyzing data for sales prospecting and sales lead generation purposes, material handling companies are now using AI-powered software to perform this task. It's a faster, more efficient and more effective way to analyze large amounts of data. As a result, sales reps can focus their time and energy in the right places for greater sales opportunities. 

Personalization

We've talked about the benefits of personalization in material handling sales previously on our blog, but it's worth mentioning that personalized sales messages will continue into 2020. Research shows that sales reps who personalize their sales messages generate nearly 20% more sale leads than their counterparts who don't personalize messages.

Live Video

Another supply chain and logistics sales trend in 2020 is live video. According to Vimeo, 82% of internet users would prefer to watch a live video from a company than to read an article or other piece of text content. When compared to traditional prerecorded video, live video is more authentic, genuine and credible. The downside to live video is that it takes more work to produce than prerecorded video. Nonetheless, it can pay off in the form of increased engagement. Prospective buyers will spend more time watching your company's live video streams, which may compel them to contact its sales team.

Fresh Project Reports to use the Sales Trends On

Now that you know what you need to do to communicate with sales leads, let's put it to work. Project Reports are leads that have identified projects. Meaning, you get a short description of what the company wants and needs. You'll also know the project type, project stage and project value, all critical pieces of information that qualify the prospect. Add the contact name, phone and email and you're ready to go. 

Now you can call them and use personalization and video to share your important company and product information to keep in front of them. 

Fresh Sales Leads that Reflect Your Best Customers

If you've take the time to know who your best customers are, write down as much information as possible. Give SalesLeads a call and we can help you put together a targeted list that reflects your best customers. 

Contact me at 800.231.7876.

9 Important Key Performance Indicators (KPI) for Those in Logistics & Supply Chain Sales and Marketing

By Evan Lamolinara | 12/03/2019 | 7:49 AM | Categories: Current Affairs

Are you tracking the right key performance indicators (KPIs)? Some logistics and supply chain companies pay little or no attention to Kpi KPIs. Instead, they focus their time and attention strictly on generating sales. While sales volume itself is a KPI, there are several other KPIs that can help you streamline a more effective sales and marketing process. So, what KPIs should you track for supply chain and logistics sales and marketing exactly?

#1) Average Cost Per Lead

As the name suggests, average cost per lead is a KPI that reveals how much money your material handling company spends to acquire leads. The cost of a lead can vary depending on countless factors. With that said, it's not uncommon for companies to have an average cost per lead of $5 to $50. If you are not sure what your cost per lead is, the only way you'll know is to start tracking your average cost per lead.

Remember, cost per lead differs from its place of origin. For instance, the cost for a website lead is going to be different than a lead from a Project Report from SalesLeads. The Project Report had already an identified project, or sales lead. The cost of that process has already been reduced.

#2) Cost of Customer Acquisition

Not to be confused with cost per lead, cost of customer acquisition reflects how much your supply chain or logistics company spends to acquire customers. Leads, of course, are only valuable if you're able to convert them into customers. By tracking the cost of customer acquisition, you'll know how much money your company spends, on average, to acquire new customers.

#3) Customer Retention Rate

While speaking of cost of customer acquisition, statistics show that it costs five to 25 times more money to acquire a new customer than it does to retain an existing customer. Therefore, it's a good idea to track your supply chain or logistics company's customer retention rate. This KPI shows the percentage of customers who stay with your company during a given period. If 800 out of 1,000 customers stayed with your   company last year, your material handling company's customer retention rate for that year would be 80%.

#4) Customer Lifetime Value

How much money does a typical customer spend over the course of his or her professional relationship with your B2B company? Known as customer lifetime value, it's an important KPI for material handling companies. Not all customers make a one-time purchase. You'll probably discover some customers make multiple purchases over time. Customer lifetime value is the average amount of money a customer spends with your company.

#5) Conversion Rate

Arguably, one of the most important marketing and sales KPIs is conversion rate. Of course, conversion rate is the percentage of leads or prospects whom you are able to convert into customers. You can track this KPI per marketing or sales channels. If you send 500 emails that result in 50 new sales, the conversion rate of your email campaign is 10%. On the other hand, if you call 500 leads, which generates 100 new sales, the conversion rate of your calling campaign is 20%. Conversion rate reflects the effectiveness of a marketing or sales campaign. As a result, it's an important KPI for material handling companies to track.

#6) Average Order Value

Another important KPI to track is average order value. Average order value is the average amount of money customers spend when making a purchase. Some customers will purchase more products or services than other customers. Furthermore, a customer may purchase multiple units of a particular product or service. You'll have a better understanding of how much money customers spend when placing orders by tracking your supply chain or logistics company's average order value.

#7) Social Media Engagement

Considering most businesses and business professionals have a LinkedIn profile, you should track social media engagement. Social media engagement can include any form of "action" taking by a user. On LinkedIn this could be connections, comments and shares. On Twitter, this may include likes, comments and retweets. Ideally, your  company's social media engagement should grow, which indicates that more people are talking about it on social media networks.

#8) Cold Calling Response Rate

Assuming you use cold calling in your supply chain or logistics company's outreach strategy, you should track your cold calling response rate. This KPI reflects the percentage of contacts whom you are able to reach with cold calling. If you cold call 100 leads and prospects but only reach 10 of them on the line, your cold calling response rate is 10%. Like all other KPIs listed here, you should strive to increase your company's cold calling response rate. If you don’t know already, find that best time when they answer the phone. Track when they answer the phone. Is it mostly early in the morning before 8? Lunch? Or after 4:00? This will help you to maximize your efforts.

#9) Website Traffic

If your material handling company has a website -- which it should -- tracking its traffic can help give you a better understanding of the effectiveness of your marketing and sales efforts. When website traffic increases, it suggests more people are finding it through common channels like search engines, browser type-ins, referrals, etc.

Being able to track the various ways you get leads will help you know where to spend your money and time. Consider SalesLeads for 2020s budget. You’ll get identified projects that gets you right in the sales process. For more information, visit us at www.salesleadsinc.com.

The opinions expressed herein are those solely of the participants, and do not necessarily represent the views of Agile Business Media, LLC., its properties or its employees.

About Evan Lamolinara

Evan Lamolinara

Evan Lamolinara is president of SalesLeads, Inc., a company that has been around for over 60 years, generating high quality sales leads dedicated to the sales & marketing professionals in the industrial marketplace. Mr. Lamolinara, an entrepreneur and competitor, purchased the legacy company in 2014. Since then, he's redeveloped its core software delivery platform and grew the company over 400%. Evan graduated from Mount Union College with B.A. Business Management and honed his competitive skills as a 3-year letterman on the College football team.



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