CRM - May 2010 - (Page 39)
GOOD FENCES, GOOD NEIGHBORS Expanding the company’s reach far beyond its New England roots, Louis E. Page Mesh and Fence Supplies now has prospects and customers from as far away as Hawai’i and Antigua engaging with its Web-site content. hit the scene we sold less and less every year,” Page says. “A lot of the products we were selling— especially in the lawn and garden line—became commodity items.” Many of Page’s customers cut back on what they spent on fencing; some went out of business completely. So the company transitioned again—this time into specialized products, or what Page calls “the things you can’t get at your local hardware store, Home Depot, or Lowe’s.” In other words, the company was able to continue selling to fence companies because those buyers prefer a higherquality product than they might find at more-mainstream venues. Still, many small businesses find it difficult to get noticed, and Page was no exception. Before launching the company Web site, Page’s four salesmen were able to speak to perhaps 50 customers a month, Duncan recalls. Catalogues were mailed; cold calls were placed. Those days are long gone. With the help of HubSpot software and the utilization of social networks, the Louis E. Page site recently logged 5,069 visitors in a 30-day span—3,399 of whom were first-time visitors. The success is attributable to more than mere technology. On its Web site, HubSpot describes its corporate vision to provide not only a killer marketing application but also “great advice to small businesses…, enabling them to leverage [the] disruptive effects of the Internet to ‘get found’ by more www.destinationCRM.com prospects shopping in their niche and to convert a higher percentage of prospects into customers.” “We believe that the best way to grow your business is to do the right things online with inbound marketing,” says Mike Volpe, HubSpot’s vice president of marketing. “That includes publishing a lot of content like blogging, being active in social media, [and] optimizing your site for search engines. We’ve built a methodology and training and software around that process and that’s what [Page] was able to do.” And the 19th-century company has certainly reaped some 21st-century benefits: In the past year, Page has logged 121,580 visits, 273,364 page views, and a 2.31 percent conversion rate—not bad for a former supplier of dried grass. The HubSpot technology has also allowed Page to listen to and respond to customer demand in real time. “There have been a couple of product lines [the company] expanded based on the inbound interest [it has] received,” Volpe says. Because of a comment posted on the blog regarding polyethylene mesh, for example, Duncan created a new page on the Web site featuring it. Another blogpost was added, and the product was introduced on the home page. The high level of customer engagement suggests the company’s success is likely to continue, but if so it will have to be run by someone not of the Page bloodline. Duncan’s two sons have chosen careers outside of the family business—his older son, married and living in North Carolina, is interested in electronic technology; the younger one just got out of the Navy and attends college in Seattle. —Juan Martinez in this issue ■ CRM USER COMPANIES References are to the first page of the story or section in which the company appears. Aamcom ................................................................40 Amazon.com.........................................................18 American Airlines...............................................18 American Express...............................................16 Apple .....................................................................29 Barnes & Noble...................................................29 Best Buy................................................................18 Capital One..............................................................8 Classmates.com ..................................................29 Converse/PunkYourChucks...............................29 Darling Shoes ......................................................29 Domino’s Pizza.....................................................16 eBay.......................................................................29 ESET.......................................................................37 EyeBuyDirect.com ..............................................41 Hilton .....................................................................16 HSBC ........................................................................8 Izod Lacoste .........................................................29 Jones Soda..............................................................8 Kayak.....................................................................16 Louis E. Page Mesh and Fence Supplies .......38 Marriott .................................................................16 MyShape.com .........................................................8 Nike/NIKEiD .........................................................29 Nordstrom.............................................................18 Oldsmobile (General Motors) ...........................29 Regent Seven Seas Cruises..............................29 Ritz-Carlton ..........................................................16 SharedBook .........................................................29 Shoes USA............................................................29 Soft Star Shoes....................................................29 Starbucks .............................................................18 Steve Madden.........................................................8 Stony Creek Wine Press....................................29 Target.....................................................................16 Timberland ...........................................................29 United Airlines ....................................................16 Vans .......................................................................29 ■ADVERTISERS CRM Evolution 2010 August 2–4; New York...inside front cover www.CRMevolution2010.com custserv@infotoday.com Twitter: @CRMevolution and @CRMe10 1-800-300-9868 ITI Magazines..................inside back cover www.infotoday.com/periodicals 1-800-300-9868 ITI Practical Books.............................................11 books.infotoday.com/ 1-800-300-9868 Microsoft Dynamics CRM.............back cover microsoftdynamics.com/professionalservices the payoff SINCE IMPLEMENTING HUBSPOT SOFTWARE, LOUIS E. PAGE MESH AND FENCE SUPPLIES: $ has logged 121,580 visitors, reaching a rate of approximately 5,000 visitors per month; received 3,399 first-time visitors in February of this year; generated 273,364 page views; and has seen a 2.31 percent conversion rate. ■WEB EVENTS May 26, 2010: Confirmit Webinar ........................7 http://webinars.destinationCRM.com/confirmit/246/ On-Demand Webinar: CDC Software .................9 http://webinars.destinationCRM.com/cdc/241/
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