Mountain Pine Manufacturing - Growing Brand Awareness and Product Adoption

Colorado-based manufacturer selects ClearBrands to build brand awareness and encourage adoption of its patented hill slope stabilization system.  

Mountain Pine Manufacturing is the manufacturer and distributor of WoodStraw®, a scientifically engineered alternative to Hydromulch and Erosion Blanket applications that maximizes sustainable soil retention and accelerates vegetative recovery on steep hill slope stabilization construction projects.

Developed by scientists, ecologists and soil engineers in partnership with the Washington State Department of Ecology and the US Forest Service Research Lab, WoodStraw has been rigorously field-tested and proven on hundreds of real-world reclamation sites, demonstrating superior outcomes compared to Hydromulch and Erosion Blanket applications.

Seeking to build brand awareness and adoption among state DOT’s, civil engineers, landscape architects and contractors, Mountain Pine selected ClearBrands to design and implement a WoodStraw growth acceleration program that convincingly demonstrates the value impact of its technology – how it is better, faster, friendlier, and more cost-effective for hill slope stabilization projects compared to widely-used hydromulch and rolled erosion blankets. Tangible results will include a significant increase in scheduled engineer lunch and learns resulting in measurable increases in WoodStraw being specified on construction hill slope restoration projects.

Visit Mountain Pine Manufacturing’s website HERE.

Transforming a Industrial Power Washing Company

Transforming a Industrial Power Washing Company into a Power Selling Machine

SALES AND MARKETING CHALLENGE

The limiting technology of high-pressure water heat exchanger tube cleaning was forcing petrochemical plant turnaround managers to accept significant trade-offs in heat exchanger performance, safety, and production down time.

Conco’s patented mechanical tube cleaning technology was superior in comparison to traditional high-pressure water competitors and delivered significant savings to petrochemical plant customers. Conco management knew their process created real savings, but had not fully researched and measured the value it created. Its sales team struggled to clearly illustrate and communicate the value of their unique system, making it difficult to access senior petrochemical plant decision makers. Conco’s price was continually scrutinized by purchasing managers that were fixated on lower price competitors. Not convincingly documenting and demonstrating the superior value of its system was painting Conco as “just another power washing vendor”, making it challenging to capture value-based fees and grow new contracts in a significant way.

SALES AND MARKETING SOLUTION

Conco retained the Pittsburgh marketing firm, ClearBrands, to help its team design and implement a Product Value Impact™ sales process for achieving 2 goals:

1. Build brand name awareness as the hands-down industry leader for heat exchanger turnaround solutions

2. Enable its sales team to transform the way it reaches, pitches and wins large, high-value petrochemical customer contracts

The sales and marketing solution required adopting a new philosophy for documenting and demonstrating superior customer value. New customer value stories were packaged and implemented in a targeted B2B marketing campaign that now produces a constant stream of new sales meetings with petrochemical company decision makers. Conco’s sales team is armed with overt and compelling product presentations that enable them to pitch and win new value-based fee contracts. The new industrial sales and marketing process has produced year-over-year sales growth records for Conco’s petrochemical division.

PRODUCT VIDEO FOR MARKETING:

Watch the Value Impact Video™ ClearBrands developed that helps Conco’s sales team “clear the fog” by convincingly demonstrating compelling operational advantages their system delivers to petrochemical customers.

SALES AND MARKETING TESTIMONIAL VIDEO:

Hear Conco’s team share how the ClearBrands sales and marketing program helps them stay focused, go faster, and win more.