The Week in Review: Lessons Learned and New Opportunities/Experiences Gained

 By Hale D. Cooper and Jack Dugan

     Overall it was a very productive time last week. We took our key aerospace customer Aircraft Precision Products Inc (APPI Inc) to present machining capabilities to a multinational, prime contractor "Prime, Inc". Previously, we had not done business with this new company. However, we were very happy to finally get in the door. Two years ago, we had tried to get an appointment. Persistence and following trade periodical research is how we found the key contact. This is by far one of our biggest strengths- getting in the door and to the right people. We both have learned this over the years because we were both in key decision maker role for so long. We also understand that time is precious for those people. The result of the meeting is going to the next step and sending a non-disclosure agreement over to Prime, Inc. More importantly, we have a happy client in APPI Inc.

     The project we plan to submit a quote on for Prime Inc.is fascinating. It involves 37 different parts for the Apache Heliocopter! We will be processing the quote shortly. You would be surprised at how much goes into a helicopter. The machined parts are part of a package being quoted for dual sourcing. Our client was able to get the opportunity to quote on the product as a result of  doing consistent high quality work, delivering parts on time, and on quoted price. Windward Group International, NA (WGINA) put in a lot of hard work to get them to be able to market that correctly.  As result of the meeting, we also discussed other Original Equipment Manufacturers our client is approved on to do work for. They will investigate allowing us to quote on other work.  This is one of two New England facilities. They have indicated that they will advise the other facility to meet with us and allow us to look at machining needs! 

     Additionally, we were successful in arranging meetings with target customers for our key transformer manufacturing client, EEM Inc. One target customer is also in the Defense Industry.  The others are in the assurance industry and print media. WGINA had never met with these companies in the past and through research and persistence we were able to schedule meetings which we hope will lead to new quotation opportunities.

     Finally, a new client based in the Southeastern US, Congruent Concepts and Solutions Inc asked us to begin doing market research on expanding their business geographically. We have done this before for EEM, Inc and saw a 30 percent increase in their territorial sales. We have researched key trade shows, assembled a list of key prospects and sent information on rigging services. This is a long term project which when we are successful will expand Congruent's business and make it more predictable by expanding their customer base. 

Hale D. Cooper and Jack Dugan are two principles of Windward Group International, NA, a group with more than 100 years in strategic planning and sales experience that helps business to business clients achieve their goals by changing the bottom line.