Case Studies
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Case Studies |
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New Customers - Same Market The client is a privately owned manufacturer of precision optical components sold to OEM manufacturers. Typical applications are in medical devices, analytical equipment, and instruments. Sales are less than $10 million. The company realized great success with an important OEM account in the medical device market. Management believed that there was additional potential with other manufacturers of similar devices. Beta Consulting scoured the market and identified more than three dozen qualified prospects. We developed a data base for use in launching a direct marketing campaign. The campaign featured a precisely targeted mailing to pre-qualified prospects. The company president personally followed up the mailing by telephone. The program resulted in immediate new business and helped establish relationships with potential new customers. The data base was used to maintain long term contact with customers and prospects. The key to the project was building on the company's strength in key markets, and creating a marketing program that was practical and affordable. A follow-on project targeted another market segment with similar results. |
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