Case Studies

Trade Commission of Spain

The objective of this project for the Trade Commission of Spain was to identify approximately 250 chemical and plastics companies likely to be interested in establishing operations in Spain. Leigh Ann Howe and Jeff Vedders were the research team for this project in there previous positions at Whittaker Associates.

To accomplish this, information was captured on chemical, pharmaceutical, and plastics companies that were located in the Northeast United States, had at least $18 million in sales, and had at least 80 employees. The result was a total of 646 companies that met these initial parameters. Each company was then investigated individually to determine their international business experience and connection to Spain.

The Leads generated by process were then forwarded to DCI, who further qualified the leads through telephone contact and set appointment for representative of the Trade Commission of Spain. The final results of this program were 5 projects that lead to direct investment, 9 suspects, and 7 leads.

First Industrial Multi-Market Companies Database

Steve Pope teamed up with BHI, the marketing agency for First Industrial to develop an integrated business development and marketing communications program. Applied Marketing was responsible for developing a profile for First Industrial, of the best multi-market companies with industrial real estate needs for First Industrial based on its unique selling propositions.

From that profile Applied Marketing Sciences developed a comprehensive database of companies more than 15,000 companies with locations in multiple US markets where First Industrial owned properties. The database was used successfully for a continuing, targeted marketing campaign aimed at companies who lease industrial space in multiple markets as well as a source for business development leads for First Industrial leasing managers and corporate account professionals.

First Coast Targeting Plan JEA, Jacksonville EDC and Cornerstone Regional Partnership

Leigh Ann Howe, as COO at Whittaker Associates, was an integral part of the team that executed the First Coast Targeting Plan. This study was undertaken to create a 5-year target marketing strategy in collaboration with JEA, the Cornerstone Regional Economic Development Partnership, the Jacksonville Economic Development commission, and other entities and individuals known as the First Coast. The overall objective of the process was to create quality jobs and increase capital investment region-wide.

The program involved understanding the First Coast economy, determining the community desires, identifying emerging industries, and compiling target databases around these industries. After all research, 985 companies were identified in the targeted industries which included Aerospace, Financial Services, Information Technology, and Medical Devices.

These companies were compiled into a database and loaded onto an online lead tracking system to be further qualified by direct contact. From this point project partner, Development Counsellors International (DCI) of New York, began making qualification calls that resulted in 65 qualified leads and another 65 long-term leads.