Classic Communications
Ph: (269) 687-9128 | Fax: (269) 687-9130 | email: info@classicpressroom.com

Industrial B2B

 

Coalition Building and
Advocacy Work

Challenge

Stand Up For Steel needed an advocacy website for the steel industry. This was an industrial coalition with the combined message of the entire steel lobby. This included steel makers and the steelworkers unions nationwide with the purpose to help stop illegal dumping of steel in the United States.

Solution

Classic Communications built the website and maintained its content to please all the groups involved. This project required Classic to bring groups together to communicate and negotiate a common communications strategy for partners often at odds within the Washington beltway. Classic became the outside communications mediator with conference calls and meetings designed to work through issues to help all the parties come together to build a message to stop the dumping of foreign steel.

 

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Online and Digital Solutions
Selling Brake Part Kits

Challenge

BluDot Brake Systems, a Tier-two brake-parts kitting and assembler serving the trailer manufacturing industry, needed a better way to communicate the various brakes and kits they supply to current and potential customers.

Solution

The solution was to create a parts database guide online. The “Brake Finder” online guide helped specifying design engineers through the brake parts and assembly selection process. To have a piece with the most impact for the least expense, folders were printed in bulk and then the “Brake Finder” CDs were inserted into a fulfillment package that mirrored the look and function of the website. To get the word out, public relations and display advertising were used to effectively to build demand and drive engineers to the site.  

 

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White Papers for Lead Generation
and Sales Qualification

Challenge

When sales were sluggish for Gaska Tape’s new high-tech line of polymeric series foam tapes, the company needed a tool to help “sell up” from basic urethanes and foams commonly used by manufacturers.

Solution

Classic Communications wrote a series of white papers to provide more information to specifying engineers with testimonials on the benefits of polymeric foam. Classic developed niche white papers to the three top industries that could benefit from polymeric foam: Automotive, Glass and Window, and Air Conditioning and Heating. Product introduction public relations work was then targeted to the supporting media offering the white papers in print and on-line to specifying engineers and procurement agents.

The result was a higher awareness of the incredible advantages of polymeric series foam tape and increased sales from the collection of contact information from those who ordered or downloaded the white paper.

 

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Brand Awareness and Internal Team Building
After Major Acquisitions

Challenge

Lippert Components, Inc. (LCI™) After LCI grew exponentially in 2011-12, with the acquisition of seven major suppliers of the industries they serve, they called on Classic Communications to help them get the word out about growth and new product offerings.

Solution

In a media blitz for over one year, Classic put out over 30 new product news releases to showcase all the new LCI acquisitions and products to 62 different niche media databases. This effort served the company well as it informed all its publics and customers of the growth and diversification of its goods and services.

In addition, Classic wrote and distributed various newsletters and publications internally for the company. This allowed its employees, management and suppliers to understand the changes coming with new growth and products. These internal publications, including an annul overview distributed at a national shareholder meeting, showcased specific divisions and even plants to help define the diverse new company. This effort helped the company move towards its current structure of product separation into Chassis, Body, Interior product offerings.

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Using E-Blast Newsletters
for Lead Generation

Challenge

Fapco Inc., a full service contract-packaging firm serving the Big Three automakers, needed leads with contact information for major large manufacturers in other industries. To remain profitable, Fapco had to have customers with over a million parts per year to package and service.

Solution

Classic Communications’ recommended program was a series of E-Blasts to targeted companies in the niches Fapco had successfully done business with in the past. From the Outboard Marine industry, to Agricultural Equipment, Classic researched and found hundreds of large manufacturers within Fapco’s 700-mile, shipping sweet spot that could outsource packaging services.

The E-Blasts were sent at regular intervals throughout the year as information-rich online newsletters and white papers. The leads generated were provided to Fapco’s sales team for follow up. This method of lead generation is much more effective and less costly than mass, blind direct mail or traditional advertising. It provides the client with full reporting of Opens and Clicks with name, title and phone numbers.

 

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Opening Foreign Markets with
Earned Media Relations

Challenge  

Gaska Tape Inc. needed to educate specifying design engineers of manufacturing firms in Mexico, Central and South America on the merits of both its entry level and high end products. Before making the expensive jump of sending sales representatives into the field down south, Gaska needed quality prospects to call on in Mexico and Latin America. 

Solution

Classic identified the niche markets benefiting most from Gaska product lines: Tier One Automotive; Construction Equipment; Window Manufacturing. Classic then crafted targeted press releases to technical editors of these specific trade magazines and online media in Latin America. Using media relations “Pitch” sources in Mexico City and the United States, with phone calls and e-mails, Classic pitched the stories of Gaska products and benefits to the Latin American media. The releases were picked up by some of the largest trades publications in Latin America. Once again, Classic got the phone to ring and the e-mails flowing, to create the leads for successful sales calls.  

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