The Internet is the catalyst for rapid change in sales method.  But this is not the Internet envisioned by the high flying dot com’s.  It is as bland and unexciting as the minutes of town meetings, permit applications, articles in local newspapers, and company news releases.  Here are some examples:

·        Minutes of a small town wastewater board meeting are posted the next day with details of all the problems of the existing equipment as outlined by one competitor, plus the price of the replacement equipment, and the opinions of various decision-makers as to what should be done.

·        An Indian newspaper providing details on a potential coal-fired power project including a list of interested bidders and quotations by decisions-makers indicating their potential roles.

·        A consent decree posted on the Internet has extensive description of the specific pollution control equipment which will be installed at each refinery owned by an oil company.  It includes the installation dates, which extend out ten years.

·        An architect/engineer posts details of a project on his web site, which will allow potential bidders to respond.  Each bid opportunity is described in detail.

·        A semiconductor manufacture in Taiwan posts a news release outlining plans to build a new fab in China.  Details on size, products, and schedules for engineering and construction are provided.

These examples sound pretty tame, but multiply these examples by one thousand or even one million and you can visualize the potential of the Internet to radically change the way you see your products.

The question is who is going to harness the potential.  Is it the individual equipment supplier?  Is it the traditional supplier of construction leads?  Or is it McIlvaine with the concept of integrating sales, market research, and even technology.  McIlvaine is confident that the integration is the best way to harness the potential for companies supplying unique equipment and services.

Click on Sales Intelligence http://www.mcilvainecompany.com/salesleads.htm for examples of how McIlvaine is using the Internet resources to provide high value sales leads.

McIlvaine has linked market research to specific sales leads so that the “bottom up” quotas for each territory match the “top down” global forecasts.

In some industries McIlvaine has made great progress.  In power plant air pollution control, McIlvaine supplies technical information to power plant owners on solving their problems.  It supplies best available control technology information to DOE and EPA who are influencing the markets and projects.  As a result, McIlvaine can predict specific selections by specific utilities when they are still in the initial decision-making process.

For information on the rapidly expanding McIlvaine services, click on www.mcilvainecompany.com .

Bob McIlvaine

847-784-0012