Case Study: Transforming a Family-Owned Regional Dealership with Smart B2B Marketing

 

🏢 Client: LLC “Agregates and Components”

  • Business Type: Regional Dealership of Air Compressors and Compressed Air Dryers
  • Business Scale: Family-Owned Small Business

Introduction

When we first embarked on our journey with LLC “Agregates and Components,” they were a family-owned regional dealership of air compressors and compressed air dryers, striving to make their mark in the competitive world of B2B marketing. With a vision to elevate their business, we took the reins and built an entire marketing and sales department from scratch. This transformational journey took us from the ground up, and the results were nothing short of spectacular.

Setting the Stage: The Challenge

KPI for Measuring Success:

  • Leads
  • SQLs (Sales Qualified Leads)
  • Orders
  • Average Order Size
  • Cost Per Lead
  • Cost Per Order

Goals:

  • Deliver a minimum of 40 SQLs monthly for both equipment and spare parts.
  • Keep the cost per lead under $10.
  • Keep the cost per order under $100.

The Five-Step Plan

Step 1: Driving Organic Traffic 🚀

Our journey began with a solid foundation in SEO. We recognized the importance of organic traffic in the B2B world and set out to dominate search engine rankings. Through strategic keyword targeting and content optimization, we started driving a steady stream of organic traffic to LLC “Agregates and Components.”

Step 2: Supporting with Low-Competition PPC Campaigns 💼

To complement our organic efforts, we delved into PPC advertising. We identified low-competition keywords and created targeted PPC campaigns. This strategy not only brought in immediate results but also bolstered our organic reach by reinforcing our online presence.

Step 3: Crafting Effective Email Campaigns 📧

Email marketing was the next puzzle piece. We developed engaging email campaigns that nurtured leads and kept our audience informed about the latest offerings from LLC “Agregates and Components.” Our email strategy played a crucial role in maintaining a steady flow of leads.

Step 4: Launching Telemarketing Campaigns ☎️

Telemarketing added a personal touch to our B2B efforts. We carefully scripted our sales calls, ensuring they resonated with our audience. By proactively reaching out to potential clients, we expanded our reach and converted leads into paying customers.

Step 5: Resourceful Bootstrapping 🌟

With limited resources initially, we relied on ingenuity and innovation. All marketing budgets were derived from the revenue we generated for the business. This resourceful approach allowed us to maximize our impact and keep costs in check.

Building a Winning Team

In the beginning, it was a one-person show. However, as our efforts gained momentum, we expanded our team. We brought in a digital marketing specialist and an SEO specialist to further enhance our capabilities.

A Symphony of Experiments

Our journey was marked by a continuous cycle of experimentation. We tinkered with ad copies, landing page designs, banners, email subject lines, sales scripts, and pricing strategies. Every test brought us closer to optimization, and we embraced the philosophy of “fail fast, fail cheap.”

The Sparkling Achievements

The results of our journey were nothing short of spectacular. We achieved:

  • A remarkable 10x growth in revenue, catapulting LLC “Agregates and Components” into a league of its own.
  • Monthly average lead count exceeded our initial target, reaching an impressive 50 leads.
  • We maintained a cost-efficient marketing operation, with the cost per lead consistently below $10 and the cost per order comfortably below $100.

Key Learnings

Our journey with LLC “Agregates and Components” was a testament to several key learnings:

  • Fail Fast, Fail Cheap: In the world of B2B marketing, experimentation is key. Don’t be afraid to try new strategies and pivot quickly if necessary.
  • Testing is Everything: We discovered that small tweaks can lead to significant improvements. Testing different elements of our campaigns was instrumental in our success.
  • Autonomy Matters: We learned that seeking approval from those who don’t understand marketing can be counterproductive. Autonomy and quick decision-making are invaluable.

Conclusion: A Journey of Transformation

While our journey with LLC “Agregates and Components” was marked by remarkable successes, external factors such as a financial crisis and a lack of agility from the management team posed challenges. Despite these hurdles, we were able to maintain a monthly lead count of 50, showcasing the resilience of our strategies.

In the realm of B2B marketing for regional dealerships and small businesses, our journey serves as a testament to the power of innovation, experimentation, and determination. LLC “Agregates and Components” emerged from this transformation stronger than ever, poised to conquer new horizons in their industry.

This engaging case study not only demonstrates our commitment to our clients but also our passion for pushing the boundaries of what’s possible in the world of B2B marketing. If you’re ready to take your small business to new heights, we’re here to help you shine! ✨📈🎯

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