Manufacturing - Injection Molding

SALT Marketing works with several Injection Molding and Plastics Manufacturing businesses for pipeline development. The client capabilities include rubber, plastics, exotic thermoplastics molding and even extrusions. Our most successful Injection Molders have revenue over $20 million annually, but we also support smaller Molders and even 3D printers. Ideally, SALT is looking to work with clients with Operational Maturity - when we get you to RFQ, we need you to win.

For Injection Molders, SALT frequently hunts targets with repeatability within projects and over $50,000 in annual revenue potential. In some cases, we look for tooling builds when it’s within the client capabilities. Either way, the complexity of the sales cycle means it can take time to realize an active project. This means SALT seeks out large opportunities with high EAU in order to bring ROI to our Injection Molding and Plastics customers.

“During the initial phase, SALT conducted research to determine viable markets and prospects. SALT identified several new markets and consistently provides new introductions each month. SALT has worked to qualify and engage top prospects in order to effectively generate new business for us.”

- Sales Director $60M Injection Molder

Client Capabilities

• Injection Molding, Plastics Machining, Tool Building
• High Performance Plastics Molding (Peek, Torlon, Ultem, etc)
• Turning, Machining of Block and Rod
• Plastics Extrusions
• In-house Engineering Capabilities
• Rapid Prototyping and 3D Printing
• Facilities Ranging from 40,000 to 150,000 sq ft
• Manufacturing Automation
• Certificates include: AS9100, ITAR, ISO 13485,, ISO 9001

Frequently Asked Questions

Our typical order is less than $50,000. Does this mean we’re not a fit for your services?

Don’t focus on the project, focus on the account. SALT seeks to convert accounts with over $50,000 in annual revenue potential, but we rarely see this in the first order. Our clients typically win projects and new SKUs over time that grow in scope as the customer finds the work trustworthy.

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.

One Molder engaged SALT after they had been affected by lost business to overseas competitors. SALT learned the client’s business and value propositions before attempting to engage new accounts. SALT was provided a current customer list in order to identify new target accounts in similar markets. SALT began with a list of roughly 300 accounts and grew the list over time to over 900 targets. Each account was prospected, qualified, and scored based on their total injection molding spend. SALT continues to keep in regular contact with the targets, with a focus on the “A” Accounts - the ones with the highest revenue potential. SALT also engages the client for post trade show follow-ups, and proactive responses to website hits. In two years, SALT has generated over 60 introductions for the client, most resulting in face-to-face meetings. . . . . read more by downloading the case studies below:

Download Case Study