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Success on a small budget Field: bathroom fixtures
Engagement: potential customer identification, trade show participation, follow-up meetings, marketing communications materials
The client
This small company operates on a limited budget. Keeping that in mind and being very aware of limitations on travel, we advised the company that getting to the right people at the right show would pay off in the long run.
What we did
Rather than incur the cost of sending someone from Israel to attend the Kitchen/Bath Industry Show & Conference, a major industry trade show, Mark Dollinger, president of Signal America, attended the show on behalf of the client.
Prior to the show, however, a Signal senior consultant identified potential customers for the client. This research helped Mark in focusing his attention at the show and setting personal meetings with clear objectives with two key multinational players in the industry.
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As part of our ongoing business development with this client, we provided crucial follow-up both in Israel and the United States and assisted with their introductory/ promotional video by writing and narrating the voice-over. As well, we helped develop some basic presentation materials.
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The outcome
The client saw that through critical advance planning, which included having the right promotional/introductory materials in place, we were able to assist him in getting to the right people — at the right place — to make a difference to his business.
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