Client Profile
Product: Ruggedized touch screen displays and workstation systems
Market: Equipment manufacturer's, processing industries, transportation, and integrators
Position: Engineer-driven entrepreneurship

The Assignment:
Company T is a pioneer and leading authority in the R&D, engineering, and manufacturing of ruggedized touch screen displays and workstation systems. The systems are uniquely able to withstand virtually any condition, from clean rooms to hazardous chemical environments. Company T markets to end users, equipment manufacturers, processing plants and system integrators with both standard products and a wide variety of custom applications. Company T contacted PH&A to assist in transforming the company from an entrepreneurial model to a decentralized organization.

The Method:
PH&A established a formal sales and customer service operation, hired several sales and customer service personnel and established operating procedures for sales and service. Lead Traker I was implemented to fulfill, track and report on all leads on a weekly basis. PH&A launched a 25,000-piece direct marketing campaign targeted specifically at markets that held the best potential for penetration. To help in establishing company identity, a four-color Corporate Capabilities brochure was developed, followed by a trade show exhibit booth that enabled Company T to appear on par with competitors many times their size.

The Result:
Over a four year period Company T penetrated numerous markets and increased sales from $1 million to $10 million. The company was recently acquired by Dolch Computers, Inc.