Proceq USA, Inc., manufactures portable testing equipment for the concrete, metal, and paper industries. Headquartered in Switzerland, the company established its Beaver County location in 2001 to consolidate its U.S. branches. President and general manager Robert Shaffer joined Proceq in 2003. Earlier experience with Catalyst Connection led him to turn to our consultants for help in developing new sales and marketing strategies.
According to sales manager Tom Ott, Proceq was used to selling its products through a loose network of independent distributors. “That was an outdated business model that was holding the company back,” he says. “We would sell to distributors, and the distributors would sell to the customers. Because Proceq had sold its instruments this way for 45 years, we had no idea who our customers exactly were.” The company needed “a good, accurate read of the market and market conditions.”
We helped Proceq locate its strongest markets and gain a better understanding of its customer base, using state-of-the-art database and market research tools. “That led us to the determination of what our core markets are,” Tom says. And that led to a marketing campaign.
“We have confirmed several sales to the point where the campaign has more than paid for itself,” Tom says. “It has been fantastic, especially since it gives us an avenue for continuing customer contact. They get a regular message from Proceq about products or services, reminding them that we are still here and ready to meet their needs. The positive effect of the customer contact is immeasurable.” In addition, Proceq reports increased web site traffic and an upswing in phone inquiries. Company records show greater brand awareness and recognition, and, most importantly, record sales since the Catalyst Connection team-up began.
Catalyst Connection, Tom says, has been “fantastic to work with. We plan to do more with them; they are very professional, very responsive.”