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22 posts categorized "Current Affairs"

Is the Economy Slowing? How to Create New Critical Sales.

By Evan Lamolinara | 11/06/2019 | 1:25 PM | Categories: Current Affairs

Weakening economic indicators have stopped business owners and sales managers in their tracks. They are taking a step back in order to revisit their sales and marketing strategies for 2020. Analyzing two years’ worth of data from the Business Confidence Index, it indicates that the economy has consistently trended downward month after month.

Often companies respond to economic uncertainty by cutting programs, reducing marketing headcount and increasing pressure on sales to perform. This type of action can be in direct conflict with bottom-line revenue.

When a heightened level of uncertainty, there are two approaches to consider:

Current Customers

There’s no better time like today to reinforce the commitment you have to your customers and they have to you.

  1. Identify top performing customers (frequency in purchases or usage), and a middle tier performing customers (those that buy, but have the potential to purchase even more). You can use the expertise of marketing and sales to help gather the information.
  2. Send personalized communications, calling efforts, and on-site visits to show a consultative approach. How can you help improve their business with what you know and with your products and services?
  3. Are there other departments or divisions of the business that can use your products and services? Do you know who they are? You can ask your customer, but many times they won’t know the answer. However, they will refer you if they know who the right person is. So how can you get the names and contact information of key contacts in the other division or departments?

Use SalesLeads’ Target Account Sales Intelligence. The system will help you acquire the information you need. Once you get their names, titles and contact information, go to the customer and ask if you can use their name as an internal reference, and if they’d be willing to make a call on your behalf.

Acquiring New Customers

It seems impossible to acquire new customers with the threat of an economic downturn. There are some critical strategies you can use to help keep the new customer funnel at profitable levels.

  1. Review the sales funnel for each of your sales reps in order to get a more accurate understanding of each potential new customer. Identify weak areas, and use the ‘war room’ approach to strategize. Be sure to include marketing to help reinforce the message with the various channels. This can be a way to further customers down the sales cycle.
  2. Use SalesLeads’ Project Reports. SalesLeads’ researchers uncover sales and marketing intelligence on companies that are planning to relocate, expand, renovate or modernize their equipment. These identified projects are exactly what is necessary to begin the sales cycle. Again, be sure to include marketing to create a strategy and program to keep in front of prospects especially if it’s a long(er) sales cycle. One of the best ways to understand the quality of the Project Reports is to open a free account.
  3. Keep the multi-channel lines of communications consistent to your prospects. If you are emailing or mailing, implement the targeted campaign in small batches. Personalize the communications and allow sales to follow up on some or all of those that were sent. It’ll make for a multi-touch scenario, which will help drive a conversation with the prospect.

If you’re interested in learning more about these subjects, let us know at info@salesleadsinc.com. If you’re ready to give our project reports or market intelligence a try, open a free account to get started.

9 Important Key Performance Indicators (KPI) for Companies in the Material Handling Industry

By Evan Lamolinara | 11/06/2019 | 1:17 PM | Categories: Current Affairs

Are you tracking the right key performance indicators (KPIs)? Lots of material handling companies such as supply chain and logistics companies pay little or no attention to 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 create a more effective, as well as successful, material handling company. So, what KPIs should you track for 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 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 in the material handling industry to have an average cost per lead of $5 to $50. The only way you'll know how much money your company spends on leads is to track average cost per lead. But…be sure to also track the origin of the lead. That will help you to determine where to make your investment.

#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, meaning the cost of the sales cycle, 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 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 supply chain company, for instance, last year, your supply chain'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 company? Known as customer lifetime value, it's an important KPI for the material handling industry. 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. This can also reveal buying patterns, which can be useful to proactive communications with the customer as well as forecasting revenue.

#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.

#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 and you can target products and/or services down the road.

#7) Social Media Engagement

Social media engagement can include any form of "action" taken by a user. On LinkedIn, this may include likes, comment, following or how many viewed your profile. On Twitter, this may include likes, comments and retweets (which are essentially shares). Ideally, your B2B 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 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 it's too low, you won't generate positive results from the amount of time and resources that you invest into cold calling.

One of the most effective ways to improve the KPI is the use Project Reports from SalesLeads. The Project Reports are identified projects of companies that are relocating, expanding, building or modernizing their equipment. You’ll know when target companies in your territory or area of coverage need your product or service. Now you can proactively call them and get started in the sales process. One of the best ways to evaluate its effectiveness is to open a complimentary account. You’ll be able to ‘see’ for yourself the quality of the project reports and maybe even call a few.

#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. On the other hand, a reduction in website traffic suggests fewer people are finding it through these channels.

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.

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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