Machinery supplier profits online

Canada's D.L. Tech sold a capper and labeler for $68ꯠ from one online lead at InsidePackaging.com.

Top management at D.L. Tech was plenty intrigued by InsidePackaging.com. As soon as D.L. Tech's sales and marketing manager, Jean-Francois Biron, could be shown some proof that the Internet marketplace actually worked, he was ready to pay the $6ꯠ silver membership fee. "I quickly received two leads," says Biron. "The leads included everything we needed to be well prepared for a first call. There is enough information for me to know if it is a good lead, or if I can throw the lead in the trash." The leads from InsidePackaging.com included specifics - the width and speeds the buyers sought and the product for which the machine was intended. All necessary contact information was provided too. One of the leads was from Toronto-based glue manufacturer LePage. Biron sent LePage a general brochure in the mail and followed up with a phone call to the LePage contact, engineering services manager Roy Sue-Wah-Sing. Sue-Wah-Sing made a visit to D.L. Tech's Montreal plant and soon after made the $68ꯠ purchase for a labeler and a capper. "Right after I got the order, I called InsidePackaging.com and became a silver member," says Biron. Silver membership includes an automated collection of site-visitor project and purchase requirements pertaining to the supplier's capabilities and a rep location service that allows members to link end users to their local reps or field sales offices. "Return on investment was easy to calculate since we had already made a sale," he adds. Since listing its profile on InsidePackaging.com last October, D.L. Tech has received five good leads every two weeks. "Leads are coming from areas that I do not normally reach," says Biron. "I can get good leads and I don't have to do all the work." To view leads, Biron goes to www.insidepackaging.com and clicks on "member leads review." Leads can be sorted by category, territory, or both.

For LePage's side of the story, see: Online sourcing leads to instant sale

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