Patterson Medical was experiencing stagnant and declining sales in its medical channels. To address this, they reviewed their target markets and clients, discontinued unproductive product lines and expanded into new markets. They also refined their digital and print marketing materials. This new strategy flattened the trend of losing existing customers, added over 1,000 new customers, and increased sales by $450K.

1. Patterson Medical
Problem
• Stagnant sales trending downward in medical channels
Strategy/Tactics
• Reviewed why clients not buying
• Redefined who to market (list mgmt, sales targeting)
• Discontinued unproductive lines, added new
• Expanded markets (rehab, spa, cosmetic, specialty med)
• Refined, redesigned new tactics (web site, catalogs, collateral, direct
marketing materials
Sales Results
Flattened trend of losing existing customers. Added over 1,000 new
customers and increased sales by $450K
N. Goedeke

2. Patterson Medical
• Created marketing strategy which included
direct mail, sales tools, promotions to
lapsed customers
• Moved mailed catalog to online saving
$1M a year
N. Goedeke