Manufacturing - Coatings & Finishing

SALT Marketing represents a number of suppliers within the Coating and Finishing Industry. Client capabilities include; powder coating, liquid spray-on, fluidized bed, plating and QPQ. SALT will typically work exclusively with a single Finishing client in a given geographic market (typically 3-6 hours from the headquarters location). SALT is exclusive to the customer in each region, so we prefer to work with Coaters who are established and dominant in their market. Ultimately, SALT is looking to work with clients with capacity for repeatable runs and scalability - when we get you to RFQ, we need you to win.

Due to the regional nature of the Coating and Finishing Industry, local relationships are critical to the sale. For Coating and Finishing companies, SALT is frequently hunting targets with more than $50,000 in annual revenue potential. As a dedicated hunting team, SALT strives for big wins in order to bring ROI to our Coatings and Finishing customers.

SALT has presented for several peer group events within PCI and CCAI. We have relationships with many of Product Finishing’s “Top Shops” around North America.

“We have been very satisfied with their results to date. I have personally made several referrals for SALT throughout the Twin Cities.”

- Vice President – $80M liquid spray (fluorocarbon) coater

Client Capabilities

• Functional Coatings, Powder Coating, Fluidized Bed, Liquid Spray On
• Plastisol, Powder, Plating, Electroless Nickel, Fluorocarbons
• Automated Lines, Large Batch Areas
• Sophisticated Media Blasting
• Multi-Stage Prep, Acid Washing
• Facilities Ranging from 60,000 to 250,000 sq ft
• Manufacturing Automation, Scheduling
• Color Critical Matching
• Certificates include: CARC, ITAR, ISO, CMMC

Frequently Asked Questions

We don’t have an automated line. Does this mean we’re not a fit for your services?

It depends. We seek to work with clients that can support larger runs and customers (typically) over $50,000 annually. We need to be able to offset the cost of our services against a few wins. If you think you can support it, we can talk. You can also complete our Operational Maturity assessment so we can learn more about you.

Coating and finishing is a secondary operation for us. Can you still help?

Yes, ultimately we support a wide range of manufacturing businesses. If you have capacity in the finishing department, we can help to fill that with contract jobs or find primary work that requires finishing.

We don’t have a target list. Can SALT help us to identify ideal customers to call on

Yes, SALT subscribes to industry leading data sources and has an internal database of 6 million contacts. We build our target lists based on industry, geography, size, and other factors determined in onboarding.

Who owns the contacts and the data as a result of the engagement?

As the client, you hire SALT for time, talent and process. We work on your behalf using your brand name to gain entry to new customers. While we track and have access to the data through the engagement, you own everything we gather on your behalf.

We have an existing internal sales team, can SALT still help us?

As we dig deeper into internal sales teams we often find they are fairly technical staff - sometimes former engineers. These teams frequently work within the existing book of business and lack the personality and process for prospecting. SALT would argue that we have the time and process to serve as the dedicated hunting team. You benefit from the specialization of tasks by keeping your technical sales staff focused on higher value activities.

Examples of Success

• Opportunities Identified
• Typical Process
• Success Story

Client Discovery

SALT hold a series of on-boarding calls to become a seamless extension of your team—to accurately represent your business.

List Building

Qualified, dedicated humans at SALT use their expertise and knowledge of world class tools to create a custom prospect list.

Account Qualification

Leads are qualified based on how good of a match they are for you.

Contact Verification

SALT finds the right people—the decision makers. We obtain contacts, email addresses, and phone numbers.

Nurturing Relationship

We nurture the contacts, building trust using your brand over time. Regardless of interest, we nurture relationships within qualified accounts.

Opportunity Identification

Hand-off takes the form of a call, face-to-face meeting or webinar. During this, we set up the QFTA - Qualified First Time Appointment.

SALT engaged with a MidWest machine shop, to assist with business development. The client’s revenue was primarily (about 80%) driven by one industry, Oil & Gas. SALT was hired to diversify to other players within the Oil & Gas Industry and find customers in other industries. In a 2 year period, SALT generated 92 new introductions.

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