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Archives for February 2020

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.

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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