1. Cleveland Blitz Results
Compilation of all results with triaged leads and what we learned
Day 1 Day 2 Total
Cranes 885 616 1501
Leads 18 24 42
Contacts 195 98 293
The purpose of this blitz was to A) Uncover new cranes B) Uncover new
leads C) Uncover new contacts.
The potential from this Blitz is INCREDIBLE
CMAA (Crane Manufacturers Association of America) estimates that
every 5 ton crane needs approximately $1,000 is service, maintenance
and inspection dollars a year and the dollars go up based on size of
crane. If just half of the 1,501 cranes that were discovered are over 5
tons, then we found minimally $750,000 in potential annual sales
revenue.
Day 1 Hot (Call Immediately) 18 Total
Day 2 Hot (Call Immediately) 19 Total
There are over 50 solid contacts that were not statused HOT but need
calls in the next 5-7 days. There are over 200 contacts that need to be
followed up and qualified in the next 2 weeks.
We discovered some broad geographies that need to be worked and
pockets that need to be mined. Sales Management needs to get with
each group to debrief on areas.
When the above is combined with the approximately $50,000 in quotes
done during the 2 days in the field, by all measures the blitz was
unqualified success.

2. What We Learned
2 statements from our daily debriefs says it all “There is more in Mansfield
than I ever could have possibly fathomed” “Many of our current customers
don’t know about the rest of our products”
 Don’t assume ANYTHING, ask questions and don’t be shy. You
never know who can help you at a company. Does not matter the
job title just ask questions. People want to help other people as a
general rule.
 We found more opportunities in accounts, where we might not
have went into except that we were on a blitz, than can be
believed.
 Geography/Areas we previously left for dead are FLOURISHING
with opportunities (Mansfield, Orrville, Twinsburg, Macedonia,
Niles etc.).
 Just like farming when you rotate fields and crops, territories and
their efficacy rotate too. We have to always stay in touch and visit
areas that we have passed by previously, DON’T ASSUME.
 Giveaways of all sorts WORK, camo hats and tape measures to
the main contacts helps to start relationship, mugs to gatekeepers
open doors and assures out information getting in the right hands
and greases future interactions.
 Sample Products = Open Doors: When we have samples
prospects’ interest increases and the chance they will talk to us
goes up.
 86% of all contacts were interested in crane service of one sort or
another. We want to increase sales, this is how we do it.
 Cranes = potential parts business AND potential service
 Companies have other locations ASK for them.