Posted By Industrial Web Solutions Marketing Team on March 11, 2010

The February, 2010 Manufacturing ISM Report On Business^® states that both manufacturing and the economy have grown over the past several months. This is good news and we’ll take it! Although it is definitely not “business as usual” there are opportunities out there if you do your homework and find out what your target markets need right now.

According to the most recent report, “machinery” manufacturers report that the current economy has had a negative impact on capital sales, which seems to indicate plants are holding off buying new equipment and instead getting old machinery fixed or refurbished. This appears to be the case as the “fabricated metal products” industry reported first quarter orders are up as compared to prior two years.

The following industries reported growth in orders: Plastics & Rubber Products; Machinery; Paper Products; Computer & Electronic Products; Miscellaneous Manufacturing; Printing & Related Support Activities; Transportation Equipment; Fabricated Metal Products; Electrical Equipment, Appliances & Components; and Food, Beverage & Tobacco Products.

As indicated by the statement made by the “transportation equipment” industry, orders are not across the board but depend on “division, plant and market served.” This is most likely true for many industries. In order to get leads into the pipeline and sales on the board, it is important to take a really close look at the current buying behaviors of your target groups. You will most likely have to create an entirely new profile for these groups if you expect to market and sell to them effectively.

I say it over and over again because it is true. When you want to learn something about the buyers and sourcing professionals you are targeting, ask them. Send out a survey. Write a personalized email. Uncover their pain and make sure you can offer a targeted, viable solution that not only eases their pain but helps them to grow too.

This is the time to be innovative in all aspects of how you serve your customers. Whether it’s a creative financing offer, lease offer, a new product, or special services, uncover what your existing and potential customers really need and let them know you understand exactly how to fulfill those needs without compromising quality.

Categories: Sales, industrial marketing, manufacturing, mobile web marketing, online marketing
Tags: industrial marketing, ISM manufacturing report on business, lead generation, manufacturing, sales presentations