Case Study
Thompson CAT Lead Generation Campaign
1-page Case Study | Real-world results | Learn how Thompson Tractor reactivated dormant B2B accounts and generated qualified leads through targeted outbound outreach.
What You’ll Learn
Thompson Tractor used targeted outbound campaigns to reactivate dormant B2B accounts.
- Re-engaging Accounts: Reconnected with inactive machinery buyers.
- Appointment Setting: Scheduled visits for live equipment demos.
- Incentives: Complimentary gift cards boosted participation.
- Results: High conversion rates turned past patrons into buyers.
Outsourcing lead generation expands market reach without placing extra workload on internal sales teams.
The Case Study
Industry: Safety and Security
Timeframe: 20274-present
Client: Vortex Doors, a leading provider of commercial door repair and security solutions.
Successfully expanded the revenue base by reactivating past patrons who had not purchased equipment in over 3 years.
The Client
Founded in 1957, Thompson Tractor is a construction equipment dealer in Birmingham, AL. The company specializes in the sales and service of Caterpillar products, including earthmoving machines, construction and materials handling equipment, as well as diesel enginesfor electric power generation, on-highway and marine propulsion applications.
Objectives
The Client sought to expand their revenue base through a business-to-business lead generation campaign. Specifically, they wanted to generate qualified leads from previous equipment dealer customers who had not purchased equipment from them within the past three years.
The Challenges
Mainly due to the size limitations of their internal staff, the Client understood they would not be able to effectively carry out their ambitious lead generation goals without the help of an outsourced partner.
The Solution
Thompson turned to AnswerNet and we got right to work enlisting one of our highly skilled outbound call centers to oversee and manage the campaign.
We began by calling their previous (and now, prospective) customers to inform them about Thompson’s upcoming events and promotions. If a prospect expressed interest in attending an in-person activity over the phone, our agents scheduled their appointment and directed them to the nearest Thompson location.
We also asked them if they had an interest in attending a live equipment demonstration (i.e. hydro lift truck, etc.). As an extra incentive to attend, they received a complimentary gift
card for their participation.
The Result
Due to the hard work, expertise and dedication of our agents, AnswerNet helped Thompson reach their goal of expanding their revenue base via B2B lead gen. The Client was especially pleased with the consistency and professionalism of our outbound calling skills and believes this greatly helped them in their efforts to turn past patrons into returning customers!
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