Industrial Marketing Case Studies

The following are a selection of short “executive summary” style one-page industrial marketing case studies about work I’ve done with manufacturers. Because my clients have requested anonymity I cannot name names.

I will be adding more case studies in all of my spare time!


Andrew Shedden

The Most Important Presentation Ever

In this case study we describe how we were able to get a cash infusion from a parent company that was unhappy about the performance in the child company and was ready to shut it down. You can read about it here.

A Powerful Engine But No Rudder

In this case study we describe the steps we took to rein in a visionary CEO whose inability to stick with an idea by always running off to the next “great” idea was causing major growth problems in his company. His unique combination of being a powerful engine with no rudder was making his company go in circles. You can read about it here.

The Best Turnaround (To Date)

This case study briefly describes how we took a manufacturing company that was in real danger of closing and got them turned around and doubled the size of their plant in 15 months. You can read more about it here

The Case Of Capturing More Key Accounts

One of the biggest problems manufacturers have is gaining access to key accounts. You know the old “If I could only get my foot in the door I would be able to sell anybody” issue that manufacturers struggle with on a daily basis. This case study reveals the key steps taken to help a manufacturing client get into more large accounts and the effect this had in growing their business. You can read about it here.

From Frustrated Salesperson To Selling Machine

This manufacturer had a salesperson who was really having a hard time selling. In fact he had not closed a single sale in over 12 months. We rebuilt him and turned him into a selling machine. He is closing sales like a master salesperson and performing with predictable profitability. Amazingly, the company has had to throttle back! You can read about him here

Turning Trade Show Disaster To Trade Show Triumph

Are trade shows a waste of money? The answer is, it depends. If you don’t have a good trade show plan in place then attending a trade show will be no different than burning money. This case study reveals the steps we took with a client to take the same trade show that in the past had been disastrous, and made it solidly profitable. You can read about it here.

Death Of A Troubled Division And Rise Of A Better One

This client was facing a very difficult choice. Revenues in their main division were dropping like a stone. They had formed a new division with a whole new product line but it was not growing fast enough to stem the losses and keep their business open. Should they close or fight to save their business by growing their new division? You can read about it here.

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Onward and upward,

Andrew Shedden

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