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AirBoss-Defense
AirBoss-Defense wanted to increase sales of its chemical and biological protective gloves and footwear as well as fire fighting boots first responders through its growing US distribution network. The company sought to increase top-down marketing pull in state and local government markets, to better understand the fragmentation of the buyer's market, and identify high potential prospects, especially among county governments.
"We needed to meet people who could help us develop business among first responders as well as military buyers, and meetings with users and potential clients.
Judy Bradt worked quickly to set up meetings in the Washington market with contacts who met our criteria. She briefed each one before our meetings, so they were ready for us and knew who we were, and organized ground travel that saved us time, too.
Judy found those who would be most valuable for us to meet on our first trip. As a "Canadian Washington DC-er", her participation meant that we presented ourselves at meetings as understanding the US government's business culture, yet allowed us to talk openly as Canucks when alone.
The overall fee was easily covered by time saved and research reduced.
Judy has a broad network of contacts in the Washington area and knows the Canadian Industrial Base well. She is also very knowledgeable about the US and Canadian rules that affect our ability to do business here.
The meeting that Judy arranged for us with US National Guard is a direct example of a new opportunity for which ABD would consider working with a local advocacy partner to shift our strategy in military markets. Her introduction to another partner gives us the opportunity to add a critical "top-down" element to our current grass-roots approach to first responders.
As a result, AirBoss-Defense now has 2 specific sources of potential support to win new business with first responders, and one for advocacy to expand our current US defense contracts.
Earl Laurie, President
AirBoss-Defense
Acton Vale, Quebec
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