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Archives for August 2019

Cannabis Construction News and Planned Industrial Project Reports - Q2 - 2019 Recap

By Evan Lamolinara | 08/25/2019 | 4:41 PM

Research by SalesLeads’ experienced industrial market research team, shows 57 new planned Cannabis and Medical Marijuana projects tracked during the 2nd quarter of 2019.

Planned industrial project activity within the sector decreased by 14% from the previous month, but is up 65% YTD over the previous year.

The following are selected highlights on new cannabis and medical marijuana industry construction news.

Cann

Cannabis - By Project Type

          Processing Facilities - 55 New Projects

          Distribution and Industrial Warehouse - 4 New Projects

 

Cannabis - By Project Scope/Activity

          New Construction - 26 New Projects

          Expansion - 22 New Projects

          Renovations/Equipment Upgrades - 16 New Projects

 

Cannabis - By Project Location(Top 5 States)

          California - 8

          Massachusetts - 7

          British Columbia - 7

          Nevada - 4

          Pennsylvania - 3

 

Largest Planned Project

During the 2nd quarter of 2019, our research team identified 3 new Cannabis facility construction projects with an estimated value of $50 million or more.

The largest project is owned by Integrated CBD, who is investing $65 million for the construction of a 154,000 sf laboratory and processing facility in Phoenix, AZ. Construction will occur in two phases, with completion of phase 1 slated for October 2020.

 

Top 5 Tracked Cannabis and Medical Marijuana Projects

 

Colorado:

Cannabis products mfr. is planning to invest $50 million for equipment upgrades and the expansion of their processing facility in BROOMFIELD, CO by 23,000 sf.

 

Ontario:

Medicinal marijuana provider is planning for the expansion of their growing and processing facility in LEAMINGTON, ON by 800,000 sf. They have recently received approval for the project.

 

Massachusetts:

Medicinal marijuana provider is planning for the construction of a 100,000 sf growing and processing facility on Riverdale Street in NORTHBRIDGE, MA. They are currently seeking approval for the project. The site will allow for an additional 100,000 sf expansion.

 

British Columbia:

Medicinal marijuana provider is planning for the expansion of their growing and processing facility in VANCOUVER, BC by 500,000 sf. They are also planning for the renovation and equipment upgrades on a recently acquired 1 million sf growing and processing facility in DELTA, BC

 

Alberta:

Medicinal marijuana provider is planning for the construction of a 67,000 sf growing and processing facility in BASSANO, AB. They have recently received approval for the project.

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

By Evan Lamolinara | 08/25/2019 | 4:34 PM | Categories: Current Affairs

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

Research by SalesLeads’ experienced industrial market research team, shows 199 new planned Distribution and Supply Chain industry project opportunities tracked during the month of July.

Planned industrial project activity within the sector increased by 16% from the previous month, but is down 35% YTD from the previous year.

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

Supplychain

Distribution and Supply Chain - By Project Type

  •           Distribution/Fulfillment Centers - 43 New Projects
  •           Industrial Warehouse - 170 New Projects

         

Distribution and Supply Chain- By Project Scope/Activity

  •           New Construction - 113 New Projects
  •           Expansion - 44 New Projects
  •           Renovations/Equipment Upgrades - 50 New Projects
  •           Closing - 2 New Projects

 

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

  •          Texas - 26
  •          California - 20
  •          New York - 13
  •          Florida - 12
  •          Ohio - 11

   

Largest Planned Project

During the month of July, 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 Purolator, Inc., who is planning to invest $330 million for the construction of a 430,000 sf warehouse and distribution facility in TORONTO, ON. Completion is slated for 2021.

 

Top 10 Tracked Distribution and Supply Chain Project Opportunities

BRITISH COLUMBIA:

Construction and mining equipment mfr. is planning to invest $40 million for the construction of an 85,000 sf sales and service facility in SPARWOOD, BC. They have recently received approval for the project. They will relocate their regional operations upon completion in late 2020.

 

GEORGIA:

Aerospace company is planning for the construction of a 1 million sf distribution center and currently seeking a site in ATLANTA, GA.

 

KENTUCKY:

Air cargo company is planning to invest $34 million for the construction of a warehouse, office, and storage facility in ERLANGER, KY. They have recently received approval for the project. They plan to relocate operations from FLORENCE, KY upon completion in 2021.

 

MASSACHUSETTS:

Municipality is planning to invest $50 million for the construction of a 79,000 sf office, warehouse, and vehicle maintenance facility on South East St. in AMHERST, MA. The project includes the construction of a fire department HQ at 586 S. Pleasant St. in AMHERST, MA. They are currently seeking approval for the project.

 

GEORGIA:

Grocery retail chain is planning to invest $55 million for the construction of a 375,000 sf distribution facility at 2000 Anvil Block Rd. in FOREST PARK, GA. Construction is expected to start in late 2019, with completion slated for 2021.

 

MARYLAND:

Global online retailer is planning for the construction of an 800,000 sf distribution facility in WESTPHALIA, MD. They have recently received approval for the project.

 

MICHIGAN:

Audio-video technology company is planning to invest $34 million for the construction of a 90,000 sf warehouse and office facility at 46091 Twelve Mile Road in NOVI, MI. They have recently received approval for the project. They will consolidate operations upon completion in Summer 2020.

 

NEW JERSEY:

Logistics company is planning for the construction of a 509,000 sf warehouse and distribution facility on South Pemberton Road in PEMBERTON, NJ. They are currently seeking approval for the project. Completion is slated for late 2019.

 

CALIFORNIA:

Logistics service provider is planning for the renovation and equipment upgrades on a recently leased 405,000 sf distribution facility at 700 Crocker Drive in VACAVILLE, CA.

 

Ohio:

Global online retailer has recently started the construction of a 3 million sf distribution facility in ROSSFORD, OH. Completion is slated for October 2020.

7 Sales Leads Statistics You Can't Ignore in the Material Handling Industry

By Evan Lamolinara | 08/09/2019 | 10:34 AM | Categories: Current Affairs

The quantity and quality of sales leads your material handling company generates can make or break its success. Defined as the Salesleadscontact information of a potential buyer, a steady supply of sales leads will allow you to pitch your products or services to the right supply chain or logistics audience. Regardless of which channels you use to acquire them, you need a steady flow of fresh and high-quality sales leads to succeed. With that said, you can optimize your company's lead generation strategy by familiarizing yourself with the seven following statistics.

#1) Nurturing Sales Leads via Email Boosts Sales Lift By 20%

Statistics show that nurturing leads via email boosts sales lift by 20%. Of course, this shouldn't come as a surprise to seasoned sales reps, most of whom are familiar with the benefits of lead nurturing. When you first make contact with a lead, don't pitch your material handling company's product or service. Instead, use this opportunity to warm up the sales lead so that he or she is more likely to make a purchase in the future. Assuming you use email for this purpose, you'll reap the benefits of a 20% increase in sales lift.

#2) Less Than One-Quarter of Logistics or Supply Chain Sales Leads Are Sales-Ready

According to an infographic published by Cerasis, less than one-quarter of all supply chain or logistics sales leads are sales-ready when initially generated or acquired. For the best chance at generating sales, sales reps must nurture those leads by guiding them through their company's sales funnel. The same infographic also found that only about one-quarter of all sales leads are legitimate. Therefore, it's important to both validate and nurture your material handling company's sales leads. Otherwise, you'll struggle to secure buyers and win sales.

#3) Only 44% of B2B Companies Score Their Sales Leads

Given the huge benefits of lead scoring, you might be surprised to learn that less than half of all material handling industry companies score their sales leads. A survey conducted by DecisionTree found that 44% of B2B companies currently use a lead scoring system. In comparison, 38% said they don't use a lead scoring system, while 16% of B2B companies said they plan to use a lead scoring system in the next 12 months. If you're guilty of not scoring your material handling company's sales leads, you should consider implementing a lead scoring system so that you can gauge and prioritize your lead outreach efforts to achieve the best response from potential buyers.

#4) Six in 10 Material Handling Sales Reps Say Lead Generation Is Their Biggest Challenge

Generating high-quality sales leads isn't easy. In fact, a report published by the B2B Technology Marketing Community suggests that six in 10 B2B sales reps believe lead generation is their company's biggest challenge. If a sales rep struggles to acquire high-quality leads, he or she won't be able to efficiently and effectively generate sales or on-going sales. Leads provide sales reps with the contact information of potential buyers, which in turn promotes sales productivity.

#5) Material Handling Companies That Nurture Their Sales Leads Spend 33% Less Money on Sales Acquisition

Want to know a simple yet effective way to slash the cost of your material handling company's sales acquisition efforts? It's lead nurturing. A Forrester Research study cited by HubSpot found that B2B companies that nurture their leads spend 33% to generate sales than their counterparts that do not nurture their leads. If you put forth the effort to nurture your company's logistics and supply chain sales leads, you'll reap the benefits of a higher return on investment (ROI). This is because nurtured sales leads are more likely to convert into paying buyers than unnurtured sales leads.

#6) 16% of B2B Companies Cite Outbound Lead Generation Tactics as Most Effective

If your material handling company's lead generation strategy revolves strictly around outbound tactics, you may want to consider a different approach. A HubSpot article found that only 16% of B2B companies believe outbound lead generation tactics are most effective. Of course, outbound lead generation tactics involve communicating with potential logistics and supply chain buyers without their consent. In comparison, inbound lead generation tactics involve attracting and enticing leads to contact your  company. Common examples of outbound lead generation include content marketing, social media marketing, sharing infographics and developing a mobile app.

#7) Half of B2B Sales Reps Use Direct Mail

There's no denying the fact that email is an effective channel on which to generate high-quality sales leads for the supply chain and logistics marketplace. While the exact number is unknown, research shows nearly 4 billion people globally use email and send and receive digital messages. With the rise of email, you may assume that direct mail is no longer an effective lead generation channel. The truth, however, is that direct mail can complement your material handling company's lead generation efforts by offering a new way to find and communicate with potential buyers. In fact, statistics show half of all B2B sales reps still use direct mail to generate new sales leads.

#8) All Material Handling Sales Reps Know About Sales Lead Generation Services, But Didn’t Know that SalesLead, Inc. Specializes in the Industrial Marketplace

Most sales reps that try to sell products and services to the warehouse, distribution center and manufacturing industry didn’t realize that there’s a company out there that generates high quality sales leads specifically for their industry. That’s what SalesLeads does. These high-quality sales leads or Project Reports have already identified a project within a warehouse, distribution center or manufacturing facility, all you need to do is to identify where you fit in the process and call to get the process started.

For instance, you’ll get an alert in your email that says “X company is looking to expand their distribution center by building a new 50,000 sq ft facility in x city. The company has already received approval and is looking to break ground October with completion in January.” That certainly will tell you enough to get started. Now add the project contact names, titles, email addresses and phone numbers, you’re off the races.

To see and try a few samples for yourself, open up a complimentary account and take a look around. Once you familiarize yourself with the type of information in the system, let’s talk. You can reach me at 800-231-7876 and ask for me personally.

10 Questions to Ask Logistics & Supply Chain Buyers to Generate More Sales

By Evan Lamolinara | 08/09/2019 | 10:21 AM | Categories: Current Affairs

Are you asking the right questions when pitching your distribution center, warehouse or logistics products or services to prospective Questions buyers? Many sales reps follow a linear approach with their sales efforts. After connecting with a prospective buyer, they use the same cookie-cookie script without giving the buyer an opportunity to speak. Even if this yields some sales, however, it's not a viable blueprint for long-term success. As a sales rep, you must gain insight into the needs of a prospective buyer by asking him or her the right questions. Below are 10 important questions to ask logistics or supply chain buyers that can help you generate more sales for your company.

#1) What's Your Budget?

I know. Seems obvious. However, this question frequently gets left out of the mix. Ask supply chain or logistics buyers about their budget. Different logistics and supply chain buyers have different budgets, and if you pitch a product or service that's outside of a buyer's budget, he or she won't have the financial resources to purchase it. So, during the early stages of the sales cycle, ask the buyer if this is something that is currently in the budget, or needs special approval for the funding. You can then take note of the buyer's budget, allowing you to recommend the right product or service. You’ll also learn a bit about their approval process, something that will be important for future sales.

#2) Who's Your Current Supplier or Vendor?

In addition to budget, you should also ask productive buyers who their current supplier or vendor is. Assuming the buyer already has a supplier or vendor, you'll need to convince him or her that your material handling company is a better fit. Of course, in order to do this, you must identify strengths in your company that's not available in the buyer's current supplier or vendor.

#3) What Are Your Goals?

It's always a good idea to ask supply chain or logistics buyers about their goals. When communicating with prospective buyers, ask them about their short- and long-term goals. Maybe a buyer wants to streamline his or her company's operations, or perhaps the buyer wants to expand. Regardless, you'll need to identify the buyer's short- and long-term goals so that you can effectively pitch your material handling company's products or services.

#4) What Method of Communication Do You Prefer?

Don't assume that all logistics buyers prefer to communicate over the phone. While calling is always an option, some buyers will likely prefer other methods of communication. In fact, statistics show over four in five B2B buyers prefer email, whereas only 58% prefer phone calls. By using the logistics buyer's preferred method of communication, you'll have an easier time reaching him or her, which usually means a greater chance to score a sale.

#5) What's Preventing You from Achieving Your Goals?

Now that you know the logistics or supply chain buyer's goals, you should ask him or her what's preventing them from achieving their goals. All buyers have "challenges" that restrict their ability to succeed. As a material handling sales rep, it's up to you to identify these challenges so that you can convince the buyer to make a purchase that helps them achieve their goal.

#6) Do You Have Purchasing Authority?

It's important to note that not all logistics or supply chain buyers have the authority to make purchases on behalf of their company. And without purchasing authority, the buyer won't be able to purchase your warehouse or distribution company's products or services -- not without passing the message along to an upper-level executive, at least. Be sure to ask questions on the purchasing process. What is it? How does it work? What is the average timeframe for each step? What doe they care about so you know what business plan to put together.

#7) What Features Are You Looking?

When selling a product to a supply chain buyer, ask him or her what features they are looking for. Buyers pay close attention to features when shopping for new products. If your material handling company's products don't offer the features for which a buyer is looking, it's unlikely he or she will make a purchase. (Now you know why those questions about are so important.)

#8) What's Your Deadline?

Don't forget to inquire about the logistics buyer's deadline. In other words, when exactly does the buyer hope to have the product delivered or the service completed? Even if a buyer's deadline is earlier than your material handling company's projected date of delivery or service completion, you may be able to adjust your company's operations so that it's aligned with the buyer's deadline.

#9) What's Your Company's Greatest Strength?

Try to find out what the greatest strength of the logistics or suppl chain buyer's company is. All companies have strengths, but they can vary from company to company. By asking a buyer about his or her company's strengths, you can recommend a product or service that capitalizes on these strengths.

#10) What's Holding You Back from Making a Purchasing Decision?

Finally, ask the logistics buyer what's holding him or her back from making a purchase. If a buyer is reluctant to make a purchase, there's typically some objection that's holding him or her back that they haven’t shared. By asking additional questions, understanding the reason for the logistics buyer's objection, you can formulate a solution, allowing you to convert him or her into a long-term customer.

These are just a few questions to ask supply chain and logistics buyers during your sales cycle efforts. Now, do you have enough prospects in your sales funnel to ensure you’re generating more sales?

It’s true, you can never have enough, but you need to ask, do you have enough quality sales leads in your funnel? If your answer is hesitant, then here’s where SalesLeads can help. We have full-time researchers that have their fingers on the pulse of the industry. We uncover opportunities in the logistics and supply chain space and turn them over to you to call and begin the sales process. These are called Project Reports.

The Project Reports will give you some background information on the opportunity along with the contact names, email addresses and phone numbers. Now you’ll be able to put these vital questions to work quickly as the need has already been identified. Take a look at a few Project Reports so you can evaluate it for yourself. Open a complimentary account and take a look around. You’ll get a good idea of what else in going on in your territory so you can have complete full coverage. Good selling.

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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