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I-CON Solutions had the expertise, relationships, and team to grow—but needed a stronger pipeline to support a major new division focused on compressed air. By teaming up with a trusted provider of verified industrial leads, they were able to break into new markets, boost brand awareness, and generate a steady flow of qualified appointments, freeing up their sales team to focus on what they do best: closing deals.
In this case study, you’ll see how a lean, experienced sales team used verified industrial data and targeted prospecting to turn awareness into opportunity and how the right partnership helped them build a sustainable sales pipeline that matches their potential for growth.
I-CON Solutions officially opened its doors on September 1, 2003, but the company’s roots run much deeper. Its origins date back to the 1970s through the B.J. Alberts Company in Wichita, Kansas. I-Con is a sales representative and stocking distributor offering a wide range of products, including valves, compressors, valve automation, controls, instrumentation, and process equipment. Today, I-CON operates with a lean but highly experienced team consisting of territory sales reps, inside sales, and service technicians who also contribute to the sales effort, as well as an office manager.
Over the years, I-CON’s sales growth has relied on existing customer relationships and references. These are highly valuable leads as the credibility has already been proven which in turn speeds up the sales process. However, what wasn’t happening was proactive outreach for new industrial customers and a concerted effort to develop their key sales territories.
This became evident when I-CON decided to expand their business to include a focus on air compressors. In 2022, I-CON launched a new compressed air division that expands nationwide for service, repair and the sale of new compressed air products. It was a natural expansion, as one key member of the company had significant experience in the air compressor industry. He was asked to lead the initiative. The difference from their core business was that compressed air offered more control over their business growth and long-term stability.
But the goal for accelerated growth was not as expected. Managing relationships with new service customers took time and attention away from prospecting for new business. The team realized they needed help with sales outreach.
To increase sales activity and strengthen the compressed air division’s sales pipeline, I-CON brought Industrial SalesLeads, a partner of MNI, into the mix to help in the effort. The goal for the program was to build awareness, generate new potential sales opportunities, and free up the sales teams’ time in order to focus on customer relationships and closing business.
The team began the ongoing project by concentrating outreach efforts to manufacturing prospects in a single State. By analyzing the location of technicians and using the MNI database to identify air compressor users, Industrial SalesLeads targeted companies that would be the right fit for potential preventative maintenance plans, service needs, and new equipment needs. With a proven process for preparation and marketing mix, Industrial SalesLeads consistently generates 20–25 qualified face-to-face appointments that go directly into the sales funnel.
In just the first few months, Industrial SalesLeads has produced sales leads that I-CON’s team can actively follow up on, helping them build a base of new service, repair and product business. Utilizing Prospecting Services has accelerated brand awareness and opened doors to companies that might otherwise have gone untouched.
“The big battle is nobody knows who we are and that we sell/service air compressors,” said Scot Immenschuh, owner and partner for I-CON Solutions. “The more Industrial SalesLeads promote our experienced business, the more quality relationships we begin.”
With a seasoned sales team, I-CON recognized that prospecting was too often pushed aside in order to service existing accounts. I-CON is confident in its sales team, its solutions, and its future…Now they have the sales pipeline to match. Ready to see results like this for your business? If your team is ready to engage more buyers, and strengthen the sales pipeline, we’re ready to help. Learn more about our industrial prospecting and appointment setting services.