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DG O'Brien(now part of Teledyne Electronics Technologies)Problem:DG O'Brien is a manufacturer of specialty electrical and fiber optic cables, connectors and assemblies for extreme environments, such as petroleum exploration and drilling, oceanography, avionics, and nuclear power plants. The clients products were very well received in a small market. Many more applications were possible where their products would be of value. Sales and marketing materials did not reflect the high-level of sophistication of which the products and company were capable. The existing method of tabletop display of many small connectors and subassemblies at tradeshows did not have the appeal or logistical simplicity the sales force needed. |
Solution: Capabilities BrochureA capabilities brochure that highlighted application solutions in both broad terms and specific case studies. The capabilities brochure was embraced by the sales force as the sales tool they had been needing to tell the company's story simply, visually, and with case studies to be used to back up sales claims. |
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Solution: Tradeshow Booth Display SystemA modest budget, high impact tradeshow booth was designed to put the most common applications and technical problems right in front of prospective customers in their language. An innovative foamboard and Plexiglas® display system was designed and built to allow quick setup and display of as many products as desired. The tradeshow booth drew more potential customers than in previous shows; sales personnel indicated that the design provided significantly more “talking points” than anything the company had previously. Several new contacts came out of the effort in the first year alone. |
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Solution: Data Sheet Template/Production |
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A template for product data sheets (cut sheets) was created that would address the needs of all products. Existing data sheets were migrated to the new format. The data sheet template provided cost control of sales materials, while providing a professional presentation to the marketplace. |
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