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Archives for September 2019

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

By Evan Lamolinara | 09/20/2019 | 4:18 PM | Categories: Current Affairs

Research by SalesLeads’ experienced industrial market research team, shows 191 new planned Distribution and Supply Chain industry project opportunities tracked during the month of August. Dist

Planned industrial project activity within the sector decreased by 3% from the previous month, and is down 31% YTD from the previous year.

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

 

Distribution and Supply Chain - By Project Type

          Distribution/Fulfillment Centers - 39 New Projects

          Industrial Warehouse - 171 New Projects

         

Distribution and Supply Chain- By Project Scope/Activity

          New Construction - 104 New Projects

          Expansion - 44 New Projects

          Renovations/Equipment Upgrades - 48 New Projects

          Closing - 0 New Projects

 

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

Texas - 26

Ohio - 12

California - 11

Wisconsin - 11

Georgia - 9

         

Largest Planned Project

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

The largest project is owned by Boeing, is planning to invest $133 million for an expansion of their warehouse, manufacturing and painting facility in RENTON, WA. Watch SalesLeads for updates.

 

Top 10 Tracked Distribution and Supply Chain Project Opportunities

GEORGIA:

Flooring products mfr. has recently agreed to pre-lease two distribution centers totaling 1 million sf at the Georgia International Trade Center in SAVANNAH, GA. Completion is slated for late 2019 and Summer 2020.

 

MISSISSIPPI:

Athletic apparel and accessories mfr. has recently agreed to pre-lease a 708,000 sf distribution center on Goodman Road in MARSHALL COUNTY, MS. Construction is expected to be complete in Fall 2020.

 

ARIZONA:

Logistics service provider is planning to invest $45 million for the construction of a 720,000 sf distribution and office facility at 143rd Ave. and Yuma Road in GOODYEAR, AZ. They have recently received approval for the project. They plan to relocate operations upon completion in Fall 2020.

 

GEORGIA:

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.

 

 

 

ILLINOIS:

Medical device and supply company is planning for the construction of a 400,000 sf distribution facility on Stearns Road in BARTLETT, IL. They have recently received approval for the project.

 

KENTUCKY:

Startup barrel mfr. is planning to invest $34 million for the construction of an 80,000 sf manufacturing facility in EDMONTON, KY. The project includes the renovation and equipment upgrades on an existing 30,000 sf warehouse at the same location. They have recently received approval for the project.

 

TENNESSEE:

Medical equipment mfr. is planning to invest $46 million for the construction of a 1-million sf distribution center at Interstate 55 and U.S. Highway 51 in SOUTHAVEN, MS. They will relocate a portion of operations from their location at South Mendenhall Road in MEMPHIS, TN upon completion in early 2021.

 

NORTH CAROLINA:

Online used-car dealer is planning to invest $35 million for the expansion, renovation, and equipment upgrades on an automotive distribution and storage facility at 2321 Concord Parkway South in CONCORD, NC. They are currently seeking approval for the project.

 

OHIO:

Metal supplier is planning to invest $28 million for the construction of a warehouse, office, and manufacturing facility in TOLEDO, OH. They are currently seeking approval for the project. They plan to relocate their corporate HQ upon completion.

 

ONTARIO:

Industrial measurement instrument mfr. is planning to invest $28 million for the construction of a 47,000 sf warehouse, laboratory, training, and office facility in BURLINGTON, ON. Completion is slated for Fall 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:

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

By Evan Lamolinara | 09/20/2019 | 4:12 PM | Categories: Current Affairs

Research by SalesLeads’ experienced industrial market research team, shows 146 new planned Industrial Manufacturing industry projects tracked during the month of August. Indaug

Planned industrial project activity within the sector increased by 1% from the previous month, but is down 7% YTD from the previous year.

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

 

Industrial Manufacturing - By Project Type

          Manufacturing/Production Facilities - 132 New Projects

          Distribution and Industrial Warehouse - 79 New Projects

         

Industrial Manufacturing - By Project Scope/Activity

          New Construction - 44 New Projects

          Expansion - 59 New Projects

          Renovations/Equipment Upgrades - 68 New Projects

          Plant Closings - 10 New Projects

 

Industrial Manufacturing - By Project Location(Top 10 States)

Michigan - 13

Ohio - 10

Ontario - 10

New York - 10

Tennessee - 7

Indiana  - 7

Kentucky - 6

Texas - 6

North Carolina - 6

South Carolina - 5

 

Largest Planned Project

During the month of August, our research team identified 12 new Industrial Manufacturing facility construction projects with an estimated value of $100 million or more.

 

The largest project is owned by Mahindra North America, Inc., who is considering investing $1 billion for the construction of a 1 million sf manufacturing facility in FLINT, MI. Watch SalesLeads for updates.

 

Top 10 Tracked Industrial Manufacturing Projects

 

ARIZONA:

Metal components mfr. is planning to invest $10 million for the construction of a processing facility in WENDEN, AZ. They are currently seeking approval for the project.

 

ARKANSAS:

Aluminum products mfr. is planning to invest $474 million for the renovation and equipment upgrades on their manufacturing facility in SEPT-ILES, QC. They have recently received approval for the project.

 

FLORIDA:

Medical device mfr. is planning to invest $150 million for an expansion of their manufacturing facility at 1845 Mason Ave. in DAYTONA BEACH, FL. They are currently seeking approval for the project.

 

GEORGIA:

Glass container mfr. is investing $123 million and has recently started the construction of a manufacturing facility in VALDOSTA, GA. Completion is slated for early 2021.

 

KENTUCKY:

Diversified consumer goods mfr. is planning to invest $130 million for the construction of a 170,000 sf manufacturing facility in BOWLING GREEN, KY. They have recently received approval for the project. Completion is slated for Summer 2020.

 

NORTH CAROLINA:

Pharmaceutical company is planning to invest $500 million for an expansion and equipment upgrades at their processing facility in SANFORD, NC. They are currently seeking approval for the project.

 

NEW YORK:

Biotechnology company has recently started the construction of a 346,000 sf manufacturing and office facility in EAST GREENBUSH, NY. They are also planning for the construction of a 240,000 sf laboratory facility at the same location. They have recently received approval for the project.

 

KENTUCKY:

Pulp and paper company is planning to invest $200 million for the construction of a recycling and processing facility in WICKLIFFE, KY. They have recently received approval for the project. Construction is expected to start in late 2019, with completion slated for Summer 2021.

 

WASHINGTON:

Aerospace company is planning to invest $133 million for an expansion of their warehouse, manufacturing and painting facility in RENTON, WA. They are currently seeking approval for the project.

 

ONTARIO:

Steel mfr. is planning to invest $412 million for the expansion, renovation, and equipment upgrades of their manufacturing facilities in HAMILTON and NANTICOKE, ON. They are also considering the renovation and equipment upgrades of their steel blast furnace in HAMILTON, ON.

 

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:

Cold Calling Qualifying Questions: 10 Essentials to Ask Logistics & Supply Chain Buyers

By Evan Lamolinara | 09/05/2019 | 3:04 PM | Categories: Current Affairs

Ask-1Cold calling offers a low-cost, time-tested way for logistics and supply chain companies to acquire new sales leads and generate more sales. Even if you currently use other lead generation methods, your logistics and supply chain company can still benefit from the use of cold calling.

I know that you are saying to yourself, “of course I (my team) knows what questions to ask. Well…yes and no. Recently, I was working with a company that’s been around for over 40 years. During discussions, they were trying to figure out why their (non-salesleadsinc) leads were not going into the sales funnel. After spending some time with the sales reps, and understanding their sales process, the right questions were not being asked. It’s more common than you think, which is why I wanted to share the 10 Essential Questions to Ask.  

#1) Who's Involved in the Decision-Making Process?

When cold calling logistics and supply chain buyers, be sure ask who's involved in the decision-making process, (name, title). Otherwise, you could be wasting your time. If the logistics and supply chain buyer doesn't have the authority to make purchases on behalf of his or her company, the cold call probably won't yield a sale. With that said, asking the buyer who's involved in the decision-making process may help you reach the right person.

#2) What's Your Timeline Look Like?

Don't forget to inquire about the logistics and supply chain buyer's timeline during the cold call. If a buyer is looking to purchase equipment for their logistics, distribution center or warehouse, for example, ask the buyer when he or she expects to start and finish the project. Using this information, you can better manage expectations and keep the sales lead on track with their own project.

#3) What's Your Budget?

According to HubSpot, six in 10 B2B buyers want to discuss price during the first call. Before discussing product or service prices, though, you should first ask the buyer about his or her company's budget. Try to find out how much money the buyer has allocated for the project. You can then recommend products or services that are within the buyer's budget, thus increasing your chance of securing a sale.

#4) Who's Your Current Supplier?

Asking logistics and supply chain buyers who their current supplier is can help you distinguish your company's offerings from those of its competitors. If a buyer is currently partnered with one of your competitor's, you can explain to the buyer why your company is a better choice. For this to happen, however, you must first identify the buyer's current supplier. No better time like the present to ask a critical question.

#5) What Are You Hoping to Achieve? And, Tell Me What’s Currently Going on in Your Business?

Begin the conversation by first understanding what is going on in their business that they are interested in your product/service. This will supply you a wealth of information as to how your product can fit and solve their current issue(s). Then, ask the logistics and supply chain buyer what he or she is hoping to achieve by making a purchase. Some logistics and supply chain buyers may want to streamline their company's current operations, whereas other buyers may want to cut costs and increase their profits. By asking buyers what they hope to achieve, you can better explain why your company's product or service is worth the investment.

#6) What's Your Company's Greatest Challenge?

All companies have challenges, though some are more problematic than others. During your cold calling routine, ask the logistics and supply chain buyers what their single greatest challenge is. You can then have a better understanding of any additional challenges such as:

  • High operational costs
  • Excessive competition
  • Logistical struggles
  • Slow or stagnant growth

#7) How Long Has Your Company Been in Business?

You should also ask the logistics and supply chain buyers how long their company has been in business. Why is this important? Well, if a buyer's company has been in business for a long time, he or she will probably have a stable cash flow, thus offering the opportunity for an ongoing contract with multiple repeat sales.

#8) How Did You Hear About Our Company?

It's a good idea to ask the logistics and supply chain buyers how they heard about or otherwise discovered your company. Maybe they saw an advert online or perhaps the buyer was referred to your company from someone else. Regardless, when cold calling, ask buyers how they heard about your company. If a substantial number of buyers heard about your company through a particular channel, you can invest more resources into that channel to attract more leads.

#9) What's the Best Way to Reach You?

Even if you're currently talking to a logistics and supply chain buyer over the phone, you should still ask the buyer what the best way is for you to reach him or her. Statistics show, for example, that four in five B2B buyers prefer to be contacted via email. Email offers a quick and easy way for sales reps to communicate with buyers. With that said, some buyers may prefer phone or even direct mail communications. The only way you'll know, however, is by asking the logistics and supply chain buyers what the best way is to reach them.

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

Last but certainly not least, ask the logistics and supply chain buyers what's holding them back from purchasing your company's products or services. If a buyer isn't willing to make a purchase during the initial cold call, there's probably at least one thing that's holding him or her back. As a sales rep, it's your job to identify these sales objections so that you can overcome them.

These 10 questions are the foundation for uncovering the details behind the opportunity so you can decide for yourself if this is a good fit or not. However, if you want to get more sales leads into the sales cycle, the be sure to check out or Project Reports. The project has already been identified, it’s up to you to make it happen. We specialize in industrial sales lead generation. Our job is to find the projects so you can sell. Give it a try today.

Don't Let a Long Sales Cycle Hurt Your Material Handling / Supply Chain Company's Revenue

By Evan Lamolinara | 09/05/2019 | 2:59 PM | Categories: Current Affairs

Sales-cycle-1How long does it typically take your material handling or supply chain company to convert a sales lead into a buyer? While some leads will convert during the initial conversation, most require nurturing. Statistics show, in fact, that it takes sales reps an average of five to seven touch points to generate interest, enough to enter the sales funnel. If your material handling or supply chain company suffers from a long sales cycle, you can expect lower sales revenue. The good news is that there are ways to expedite and shorten your material handling / supply chain company's sales cycle.

Communicate with the Decision-Makers

A key difference between B2C and B2B sales is that the latter relies heavily on reaching the decision-makers. B2C companies can sell their products or services to any consumer. B2B companies, on the other hand, must focus on selling to the decision-makers. If you're only communicating with maintenance or the warehouse, distribution center workers, you can expect a longer sales cycle…and persons who are only gathering information and quotes.

Schedule a Time for a Follow-Up Call

During your initial conversation with a sales lead or prospect, go ahead and schedule a follow-up call. In other words, ask the prospect when he or she would like to talk again. However, be sure you have a reason to continue the conversation. And, be sure to gain the prospects agreement. Because sales leads are often busying running their own department, plant or business (CEO, President), they may or may not answer the next time you call them. By scheduling a date and time for a follow-up call, you'll have a better shot at reaching the prospect. An even better shot if you send a confirmation email with a schedule reminder. All these detailed steps will help condense the long sales cycle.

Harvest High-Quality Leads

The quality of your material handling / supply chain company's leads will affect the length of its sales cycle. Not surprisingly, low-quality leads typically result in a longer sales cycle than high-quality leads. Fresh leads, for example, are more likely to convert -- and convert in less time -- than stale leads. Additionally, leads in your B2B company's target market are more likely to convert than leads outside your B2B company's target market.

That’s why we keep encouraging our Project Reports. We provide you with high quality sales leads…meaning there’s an identified project that’s in the planning stages, approved and groundbreaking, or in progress. You get a description of the project along with the names, email, phone numbers and titles of those working on the project.

This speeds up the sales process as the project report sales leads will go directly into the sales cycle, or sales funnel. Evaluate the project reports for yourself. Open a free account, take a look what’s in there and give it a try. They are all current leads.

Segment Your Leads

In addition to harvesting high-quality leads, you can achieve a shorter sales cycle by segmenting your leads. Segmentation involves grouping leads according to various criteria. After creating these groups or "segments" of leads, you can then create a customized approach to communicating and nurturing them through your company's sales funnel. With a customized approach, you'll be able to convert them more quickly, thus shortening your material handling / supply chain company's sales cycle.

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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