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Anchor Harvey Needed to Find New Customers
Now They Know How
The Challenge
 Anchor Harvey Components in Freeport, Ill, a leading contract manufacturer of non-ferrous forgings, was looking for a cost effective way to find new customers.
“In the past, we were able to grow our business with existing customers, referrals and by word of mouth,” says Tom LeFaivre, President of Anchor Harvey. “With increased domestic and foreign competition, less customer loyalty and increased price sensitivity, things have changed. I needed to aggressively seek out new customers.”
“Previously, I used telemarketing, direct mail, advertising and tradeshows but the results were disappointing. I had a tight marketing budget,” he says. “I was looking for a cost effective way to find new customers.” LeFaivre knew that potential customers were out there; he just needed a way to find them.
The Solution
Fortunately, Anchor Harvey now knows how to find new customers – by using Crook & Associates’ comprehensive and methodical process that produces highly qualified leads, new customers and more business.
“We have developed a process which for most manufacturers is the fastest, most cost effective way to find new customers,” says Steve Crook, Sr., President of Crook & Associates in Palos Hills, Ill. “Sales reps have to bring in new customers, and they also have to give attention to their current customers so they don’t lose that business. Our process allows them to do both.”
“Crook & Associates took the time to really understand my business,” says LeFaivre, “To develop a plan of attack that matched our needs. Their knowledge of the manufacturing industry was invaluable.” The Crook & Associates’ detailed market segment analysis and customized plan of attack have allowed Anchor Harvey to use its sales reps in a way that yields results quickly.
The Results
Anchor Harvey soon began receiving highly qualified leads from Crook & Associates. “In a very short time, more than 60% of my request for quotes were from leads generated by Crook & Associates,” he explains. “At the end of the first year, half of our company’s new jobs came from their leads. In addition, we just closed a $1.6 million deal with a lead that came from Crook.”
“With the way the economy is now, contract manufacturers can go out of business in a flash,” reminds LeFaivre, “We don’twant to be one of those companies. Based on the success we’ve had, we are confident that we will continue to find new customers.”
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