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Archives for October 2019

Cannabis Construction News and Planned Industrial Project Reports - Q3 - 2019 Recap

By Evan Lamolinara | 10/18/2019 | 11:51 AM | Categories: Current Affairs

Research by SalesLeads’ experienced industrial market research team, shows 70 new planned Cannabis and Medical Marijuana projects tracked during the 3rd Septcannibis quarter of 2019.

Planned industrial project activity within the sector increased by 18% from the previous quarter, and is up 57% YTD over the previous year.

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

 

Cannabis - By Project Type

            Processing Facilities - 62 New Projects

            Distribution and Industrial Warehouse - 15 New Projects

 

Cannabis - By Project Scope/Activity

            New Construction - 30 New Projects

            Expansion - 9 New Projects

            Renovations/Equipment Upgrades - 32 New Projects

 

Cannabis - By Project Location(Top 5 States)

            California - 10

            Massachusetts - 7

            British Columbia - 4

            Colorado - 4

            Illinois - 3

 

Largest Planned Project

During the 3rd 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 Layn USA Inc., who is considering investing $52 million for the construction of a growing and processing facility in JEFFERSONVILLE, IN. Watch SalesLeads for updates.

 

Top 5 Tracked Cannabis and Medical Marijuana Projects

 

BRITISH COLUMBIA:

Medicinal marijuana provider is planning for the construction of a 2.2 million sf growing and processing facility and currently seeking a site in DELTA, BC. Watch SalesLeads for updates.

KENTUCKY:

Hemp producer is planning for the renovation and equipment upgrades on their 1.8 million sf growing and processing facility in PARIS, KY.

MASSACHUSETTS:

Medicinal marijuana provider is planning to invest $40 million for the renovation and equipment upgrades of recently leased 150,000 sf of growing and processing space in HOLYOKE, MA.

ONTARIO:

Medicinal marijuana provider is planning for the construction of an 800,000 sf growing and processing facility in SIMCOE, ON. They are currently seeking approval for the project.

PENNSYLVANIA:

Medicinal marijuana provider is planning to invest $30 million for the renovation and equipment upgrades on two recently leased growing, warehouse, and processing facilities totaling 54,000 sf in SCOTT TOWNSHIP, PA.

 

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 - SEPTEMBER 2019 Recap

By Evan Lamolinara | 10/18/2019 | 11:48 AM | Categories: Current Affairs

SeptsupplyResearch by SalesLeads’ experienced industrial market research team, shows 157 new planned Distribution and Supply Chain industry project opportunities tracked during the month of September.

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 - 135 New Projects

           

Distribution and Supply Chain- By Project Scope/Activity

            New Construction - 84 New Projects

            Expansion - 36 New Projects

            Renovations/Equipment Upgrades - 42 New Projects

            Closing - 2 New Projects

 

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

            Texas - 20

            Florida - 15

            California - 12

            New York - 9

            Wisconsin - 8

           

 

Largest Planned Project

During the month of September, our research team identified 5 new Distribution and Supply Chain facility construction projects with an estimated value of $100 million or more.

The largest project is owned by Amazon, is planning to invest $250 million for the construction of a 4 million sf distribution campus in Pontiac, MI. They have recently received approval for the project. Completion is slated for Summer 2021. 

 

Top 10 Tracked Distribution and Supply Chain Project Opportunities

FLORIDA:

Global shipping company is investing $196 million for the expansion, renovation, and equipment upgrades on their distribution facility at 4420 Imeson Rd. in JACKSONVILLE, FL. Completion of phase 1 is slated for Summer 2020.

MICHIGAN:

Automotive mfr. is planning for the construction of a 450,000 sf distribution facility in WARREN, MI. They have recently received approval for the project. Completion is slated for late 2020.

NEW YORK:

Entertainment company is planning to invest $100 million for the construction of a 180,000 sf office and production studio complex in YONKERS, NY. Construction is expected to start in November 2019, with completion slated for Fall 2020.

INDIANA:

Beverage company is planning to invest $70 million for an expansion and equipment upgrades of their warehouse and processing facility in FRANKFORT, IN. They have recently received approval for the project.

KENTUCKY:

Startup hydroponic farming company is planning to invest $97 million for the construction of a 3 million sf greenhouse in MOREHEAD, KY. They plan to be operational in late 2020.

LOUISIANA:

Global medical equipment mfr. is planning for the construction of an 800,000 sf distribution facility at Ochsner Boulevard Extension in COVINGTON, LA. They are currently seeking approval for the project. They plan to relocate regional operations upon completion.

MISSOURI:

Beverage bottling company is investing $100 million for the construction of a 400,000 sf warehouse and distribution facility at 1777 N. Packer Rd. in SPRINGFIELD, MO. Completion is slated for Fall 2020.

NORTH DAKOTA:

Military agency is investing $32 million for the construction of a 156,000 sf warehouse in FARGO, ND. Construction has recently started, with completion slated for June 2021.

WASHINGTON:

Global online retailer is planning for the renovation and equipment upgrades on recently leased 500,000 sf of distribution space in SEATTLE, WA.

CALIFORNIA:

Nut processing company is planning for a 306,000 sf expansion and equipment upgrades of their warehouse, office, and processing facility at 8133 East Service Rd. in HUGHSON, CA. 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:

The Complete Guide to Account-Based Marketing (ABM) for Material Handling Companies

By Evan Lamolinara | 10/03/2019 | 1:54 PM | Categories: Current Affairs

Is account-based marketing (ABM) part of your material handling company's sales strategy? According to a survey conducted by Altera Group, an overwhelming Abm number of B2B sales reps (97%) said ABM delivers either a somewhat higher or much higher return on investment (ROI) than traditional outreach tactics. As a result, it's become an increasingly popular way for material handling companies to connect with their target audience and sell their respective products and services. To effectively use ABM in your company's sales process, though, you must understand how this tactic works.

What Is ABM?

Also known as a key account marketing, ABM is a relatively new marketing and sales concept that involves targeting specific, high-value accounts while treating these accounts as individual buyers. It's no secret that some material handling buyers are more valuable than others. If you have a long-lasting buyer who's been with your company for several years, he or she may purchase more products or services -- or otherwise spend more money -- than a new buyer whom your material handling company just recently required. With ABM, you focus your sales efforts on high-value accounts such as this. It's a highly effective way to nurture your company's key accounts so that you'll generate the highest ROI possible.

Identify Key Accounts

To use ABM in your material handling company's sales strategy, you must first identify key accounts to target. In the B2B industry, the term "key account" refers to any existing buyer who's more valuable than the average buyer. Just a few key accounts can drive more sales revenue than dozens or even hundreds of other accounts. They'll buy more products or services and perhaps even recommend your material handling company to their colleagues or coworkers.

So, how do you distinguish between key account buyers and traditional buyers? Here are a few telltale signs of a key account:

  • Larger average order value (AOV)
  • Most frequent purchases
  • Larger budget
  • Long-standing professional relationship with your company
  • Require less time and fewer resources to convert

Align Marketing and Sales

Another essential concept of ABM is sales and marketing alignment. A report published by HubSpot suggests that fewer than one in four B2B companies align their sales and marketing departments. The report goes on to reinforce the importance of sales and marketing alignment with ABM. While marketing and sales departments perform different tasks, they both have a shared goal of converting sales leads and prospects into paying buyers. If these two departments work independently of each other, you can expect fewer sales, resulting in a lackluster ABM strategy.

Personalize Messages

When communicating with key account, take the time to personalize your material handling company's messages. According to an eConsultancy survey, nearly three in four companies say personalizes messages boost buyer engagement. A separate study conducted by Experian found that personalized emails drive 600% higher conversion rates than non-personalized emails. Whether you're communicating with a key account by email, phone, live chat, direct mail or other mediums, be sure to personalize your messages to improve the effectiveness of your ABM efforts.

Over-Deliver to Key Accounts

One of the best ways to boost the retention rate of your material handling company's key accounts is to over-deliver. In other words, don't just meet their expectations -- exceed the expectations. If a key account expects a service to be completed by the 15th of the month, perhaps you can finish it by the 13th or 14th. Alternatively, you can offer product upgrades or freebies with a key account's order. Over-delivering encourages key accounts to stay with your material handling company while promoting a higher level of buyer satisfaction in the process.

Gain Feedback from Key Accounts

Don't underestimate the importance of buyer feedback in ABM. Key accounts generally have a higher level of satisfaction than other buyers. By asking key accounts for insight into their experience, you'll gain valuable feedback that can be used to identify new customers that are similar to them. You can use feedback surveys, for example, that ask key accounts questions about their recent purchase, or you can simply call key accounts to discuss whether they are satisfied with their recent purchase.

While gaining their feedback, as for their testimonial online, on video or both!  

Use Multiple Communication Channels

Finally, remember to use multiple channels to communicate with your material handling company's key accounts. You can't always assume a key account will check, as well as use, a single and specific channel. As a result, relying on just one channel to communicate with key accounts is a surefire recipe for failure. Some key accounts prefer phone calls, whereas others prefer email. By using multiple channels, you can reach key accounts using their preferred method of communication, which should translate into a more effective ABM strategy.

Is there a Way to Get More Key Accounts….Quickly?

In order to get a new key account, you need to identify larger accounts that have greater potential today so they can be a key account for you tomorrow. One of the fastest ways is to know who is building, expanding or renovating their facility. That’s where SalesLeads comes in.

We help speed up the process by providing you with identified projects within the industrial community. These special sales leads are facilities, distribution centers, manufacturers and logistics companies either looking to or have already begun the process of building new construction, renovating or expanding their business. We always encourage trying out a few of our recent project reports to call by opening up a free account. Once you’ve experienced it, you’ll be able to begin growing your current key accounts…and making a few new ones along the way.

Does Your Logistics & Supply Chain Company's Sales Strategy Include Voicemail?

By Evan Lamolinara | 10/03/2019 | 1:12 PM | Categories: Current Affairs

You can't expect every lead or prospect whom you call to answer the phone. Because supply chain and logistics buyers consist of operational and managers, Voicemail they are often busy running into meetings. As a result, some sales leads and prospects won't answer the phone when you call. Even if a sales lead or prospect doesn't answer, though, you can still leave him or her a voicemail. Voicemails can be effective if done right.

Keep Voicemails Between 8 and 14 Seconds

A common mistake logistics and supply chain sales reps make when leaving voicemails is using the wrong length of time. Their voicemails are either too short or too long. If your voicemails are too short, you'll struggle to convey your sales message and compel the sales lead or prospect to return your call. If your voicemails are too long, on the other hand, sales leads and prospects may simply delete your message without listening to it. Aim for a length of eight to 14 seconds. Now, what to say.

Emphasize Value Proposition

Perhaps the most important element of an effective voicemail is the value proposition. Failure to convey the value of your logistics or supply chain company's product or service will result in a low response rate. To get more callbacks, emphasize the value proposition in your voicemails. Explain how the product or service can benefit the sales lead and prospect. If you know something about their business, include that too! By emphasizing a tailored value proposition, you’ll get them thinking about how to apply your product or service within their organization.

Wear a Headset

You might be surprised to learn that wearing a headset can improve the response of your voicemails. Why is a headset important exactly? Well, assuming you work in a traditional office, there's probably a lot of background noise, some of which may end up in your voicemails. It's difficult for sales leads and prospects to comprehend a voicemail if it's cluttered with background noise. Wearing a headset, however, will isolate your voice so that background noise isn't a problem. So, if you haven't done so already, invest in a high-quality headset to improve the quality of your voicemails.

Address Prospects and Sales Leads by Name

Always address prospects and sales leads by name when leaving voicemails. “Hi Bob, this is…” You can still use a script as the foundation for your voicemails, but be sure it sounds conversational. Leaving voicemail messages that sound overly professional, or scripted will get little attention. Leaving a personalized voicemail that sounds personable and natural will result in the sales lead listening to your message.

Take Breaks to Help You Speak Clearly and Slowly…and Smile

It doesn’t matter how seasoned of a sales rep you are, the more you make cold calls and leave messages, the faster and less clear we all become. It's important take a 5- or 10-minute break every hour or so to help you control the speed and tone of your voice.  Some sales reps try to save time by talking fast. While this may help you leave more voicemails in less time, it can negatively affect the outcome of your voicemails. Talking too fast can make your voicemails difficult to understand. Be sure to move around to get the most results from your voicemails.

This may sound silly, and you’ve heard it before…but when you are on the phone leaving a voicemail…smile. The act of smiling comes through your voice and into the voicemail. The person listening will respond by returning your call.

Leave Voicemails at the Right Time

When should you leave a sales lead or prospect a voicemail? You'll really need to experiment with different days of the week, as well as times of the day, to determine when leads and prospects are most likely to check your voicemail and return your call. With that said, some studies have found that 6:45 to 8:00 a.m. yields the strongest response. Being that this is the early morning hours, most business owners and upper-level executives are working at their desk, so it's highly likely that they'll check their voicemail.

It's a disheartening statistic, but research shows roughly four in five calls go to voicemail. If you call 10 leads per day, you can expect about two of them to answer your call. The remaining eight leads will likely allow your calls to go to voicemail. With that said, perfecting your voicemail strategy can help you turn these missed calls and put them into your sales funnel.

Now that you’re armed with the right voicemail tools, let’s try it out. Call a few of SalesLeads’ project reports. These are companies in the industrial industry that are planning construction, expansion, or relocation projects in your area. Project reports are identified project needing your product or service. By calling them, the likelihood of getting a call back will be high. Try it out first by opening a free account. Then get a few project reports to try. Call, leave a message, have a conversation and get them right into your sales pipeline.

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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