Strategy
Paine & Murray's strategy is to focus on those market segments our principals have had success with by SIC codes, go to our databases and extract a list of prospects, and pre-qualify that list by local knowledge of accounts. Once the list is narrowed down we tele-market, mail, visit and close (hopefully). Our mission is to convince engineers and purchasing professionals that, through our principals’ technology and equipment, it is possible for them to save money in one of three ways:
1. Design to
the optimal process
2. Convert existing product to optimal process
3. Change suppliers for better price (same process)
We discuss new processes and successes with our current customers on a daily basis because we never know when this will trigger an idea that develops into another application. Some of our principals help us with mailings and telephone calls by their internal sales departments which speeds this process up and keeps our principles involved in our territory.
We "sell" by stimulating creativity in design, teaching innovative process techniques & helping both procurement and engineering professionals to reduce costs or enhance productivity. We "design in" our principle's production processes and products.
