Founded on September 1, 2003, I-CON Solutions builds on a legacy that began in the 1970s with the B.J. Alberts Company in Wichita, Kansas. Today, I-CON is a manufacturers representative and stocking distributor offering a wide range of products, including valves, air compressors, valve automation, controls, instrumentation, and process equipment. The company operates with a lean but highly experienced team, including territory sales representatives, inside sales, service technicians who also support sales efforts, and an office manager.

Accelerating Sales Growth with Focused Outreach and New Markets

Over the years, I-CON’s sales growth has relied on existing customer relationships and referrals. These leads are highly valuable because their credibility is already proven, whcih accelerates the sales process. However, what wasn’t happening was proactive outreach for new industrial customers and a concerted effort to develop their key sales territories. 

The need for growth became clear when I-CON expanded its focus to air compressors. In 2022, I-CON launched a new division that expanded nationwide for service, repair and the sale of new compressed air products. This move was a natural fit, thanks to a key team member’s extensive experience in the air compressor industry. The difference from their core business was that the new product offered more direction and control over their business growth and long-term stability.

Despite numerous efforts to grow the business unit, growth was not meeting expectations because they were not able to engage with new prospective clients at scale. Obtaining and managing relationships with new service customers took time and attention away from prospecting for new business. The team realized they needed help with sales outreach.

Partnering with Industrial SalesLeads

To increase sales activity and strengthen the compressed air division’s sales pipeline, I-CON integrated Industrial SalesLeads into the team’s efforts. The goal for the program was to build awareness, generate new potential sales opportunities, and free up the sales teams’ time in order to focus on customer relationships and closing business.

Industrial SalesLeads began the ongoing project by concentrating outreach efforts to manufacturing prospects in Oklahoma and Kansas. By analyzing the location of technicians, Industrial SalesLeads began to identify and target large industrial air compressor users for potential preventative maintenance plans, service needs, and new equipment needs. With a proven process for preparation and marketing mix, Industrial SalesLeads consistently generates 20–25 qualified face-to-face appointments per month that go directly into the sales funnel.

The Results So Far

In just the first few months, Industrial SalesLeads has produced sales leads that I-CON’s team can actively follow up on, helping them build a base of new service, repair and product business. Utilizing Prospecting Services has accelerated brand awareness and opened doors to companies that might otherwise have gone untouched.

“The big battle is nobody knows who we are and that we sell/service air compressors,” said Scot Immenschuh, owner and partner for I-CON Solutions. “The more Industrial SalesLeads promote our experienced business, the more quality relationships we begin.” 

What’s Next? 

With an experienced sales team, I-CON realized that prospecting was frequently delayed while focusing on existing accounts. Confident in their team, solutions, and future, I-CON now has a sales pipeline to match.