Advantages

Sales Boost: Step 5 - Target This Niche-Engineering

As economic activity accelerates, engineers are increasingly in demand. Build your bottom line by connecting with clients in this growing industry.

As economic activity accelerates, engineers are increasingly in demand. Build your bottom line by connecting with clients in this growing industry. 

Engineering Excellence

Nearly 15 years ago, Karen Sharp earned the business of a Houston-area engineering firm. The company has remained committed to working with her ever since.

The enviable loyalty is a result of Sharp’s dedication to providing the client, which specializes in petroleum engineering, with personalized, consultative service. “I focused on understanding their business and learning what’s most important to them,” says Sharp, president of Proforma Impact Promotions (asi/490136). “That’s allowed me to be an advisor and a resource.”

Acutely aware of her client’s penchants and expectations, Sharp pitches brandable products that are high-quality and useful, always ensuring that they are imprinted with a deft preciseness that matches the buyers demand for exactitude.

Over the years, products she has delivered include triangular engineering scales. “They use those as giveaways to clients,” Sharp says. Other items include USB drives, caps, pens and easily portable five-inch long flashlights. She has also come through with products for trade shows, including directors’ chairs, tablecloths and booth signage. Not long ago, Sharp assisted the client with an engineering conference it hosts. She provided USB drives, caps and a padfolio that featured a classy debossed imprint. “They were giving the items to conference attendees,” says Sharp. “It was important that their brand was represented well.”

Engineering firms will love the North End Excursion Concourse Performance Shirt (87047/77047) for men and women. Features include moisture-wicking performance and a back vent system for added breathability. From alphabroder, asi/34063, (800) 523-4585.

Currently, Sharp generates about 15% of her revenue through sales to the firm. She is optimistic that business could expand even further. Her outlook is brightened by the fact that she has recently begun discussing providing the client with digital marketing services, such as website videos. Interest is keen. “They’re a great client, and it’s my job to figure out how I can continue to best meet their needs,” says Sharp.

By the Numbers

  • 3.8% Projected annual revenue growth in the engineering services field between 2015-2020.
  • 3.5% Projected average annual employment growth in the engineering services field between 2015-2020.
  • $103,720 Average salary of aerospace engineers.

Biz Tips:

Engineers are in the business of getting things right. Exactly right – as in no margin for error or fudging. Buyers in the engineering niche expect similar preciseness from their business partners. “They can be particular,” says Karen Sharp, president of Proforma Impact Promotions (asi/490136). “You have to be sure you very clearly understand their needs, and that what they expect to receive is what you provide.”

Engineers want…

  • Flashlights
  • Caps
  • Wovens, Polos
  • Engineer’s Scales
  • USB drives
  • Padfolios
  • Pens
  • Mugs

Go Back to Step 4