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B2B Marketing & Public Relations

CHALLENGE: A local regional manufacturer of residential garage doors with annual sales of approximately $60 million and a reputation for offering the highest quality garage doors decided to break out of the regional sales arena and attempt to compete head-to-head with nationally known garage door brands. ComGroup convinced the customer that the first step they should take would be to conduct a national research project that could help answer the questions, “how do we get from here to there and what products would offer the styles and price ranges that would appeal to a wider range of dealers and distributors?” The research findings led our customer to restructure its sales force to systematically grow its sales coverage incrementally…one region at a time…and introduce a new line of doors that were specifically designed and built as an “economy” version of their current product line.

CHALLENGE MET: In a matter of less than 10 years, and by following their new strategy, our customer saw sales increase to over $150 million along with a national dealer and distribution network that covered all of North America, resulting in their becoming the third largest garage door manufacturer in the U.S.

POWERFUL INSIGHTS: Powerful industrial marketing requires a solid plan and the discipline to follow the plan. ComGroup specializes in building solid strategic plans that yield solid results.

We opened our doors by serving a business-to-business customer in the manufacturing industry. Now more than 30 years later, we continue to work with that original customer along with a number of international and national B2B manufacturers, distributors and engineers. Our team speaks the language of trade journalists, and we know that a retail marketing approach might not be effective within the horizontal and vertical markets of industrial products and technology services. Check out our case studies to find proven results from projects that will help you make an informed decision when choosing your next communications partner. And let us know how we can power insight for your company.

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Read More in Our Case Studies

Right Brain Marketing

For more than 30 years our company has utilized right brain marketing research to help our manufacturing clients, as well as our company, learn the key factors needed to implement successful marketing programs, revealing the critical buying motivators which drive purchasing decisions that go far beyond traditional research. Typically, standard consumer research is conducted to…

B2B | Toyota Forklifts ProMat Media Relations | Case Study

Fifty years ago, Toyota entered the North American forklift market. Toyota is the top selling forklift brand in the U.S., and the Toyota brand was named in the Forbes Top 10 Most Valuable Brands list. Toyota Forklifts leverages earned media coverage to maintain its position as an industry leader. In 2016, Toyota Material Handling U.S.A.…

B2B | Trade Industry Media Relations Case Study

Research: Nearly 50 years ago, Toyota entered the North American forklift market and is the top-selling forklift brand in the U.S. Toyota, noted by Forbes as one of the top 10 brands in the world, leverages earned media coverage to maintain its position. In 2016, Toyota Material Handling U.S.A. (TMHU) hired our firm to support…

B2B | Industry Pub Media Relations Case Study

Research: Baldor Electric Company (now ABB Motors and Generators), located in Fort Smith, Ark., designs, markets and manufactures industrial electric motors, drives, and mechanical power transmission products. These products are sold worldwide in more than 70 countries to an almost endless group of customers, ranging from end-users to original equipment manufacturers to consulting and specifying…

B2B | Trade Media Management Case Study

Research: Motion Industries is North America’s leader for MRO (maintenance, repair and operations) industrial replacement parts and services. Motion Industries has more than 550 locations throughout North America, stocking more than 7.1 million SKUs. Research on suppliers revealed that many of Motion’s suppliers had co-op advertising funds that were going unused. We were asked to…

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