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 operates as a manufacturer’s representative and stocking distributor serving industrial and manufacturing customers across multiple markets. Its product portfolio includes 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 support both service and sales efforts, and an office manager. This structure allows I-CON to deliver deep technical expertise while remaining agile and customer-focused.

Accelerating Sales Growth with Focused Outreach and New Markets

Historically, I-CON’s sales growth was driven primarily by long-standing customer relationships and referrals. These leads were highly valuable, as their credibility was already established, which accelerated the sales process. However, this approach limited proactive outreach to new industrial customers and made it difficult to systematically develop key sales territories.

The need for a more scalable growth strategy became clear when I-CON expanded its focus to air compressors. In 2022, the company launched a new division offering nationwide service, repair, and sales of compressed air products. This expansion was a natural fit, supported by a key team member’s extensive experience in the compressed air industry. Unlike other product lines, the compressed air business provided greater control over revenue predictability and long-term growth.

Despite strong internal expertise and multiple growth initiatives, the new division struggled to engage new prospective customers at scale. Managing relationships with new service accounts required significant time and attention, which limited the team’s ability to consistently prospect for new business. I-CON recognized the need for dedicated support to drive outbound sales outreach.

Partnering with Industrial SalesLeads

To increase sales activity and strengthen the compressed air division’s sales pipeline, I-CON partnered with Industrial SalesLeads and integrated their prospecting efforts into the broader sales strategy. The goal of the program was to build brand awareness, generate new qualified sales opportunities, and free up the internal sales team’s time so they could focus on customer relationships and closing business.

Industrial SalesLeads launched the ongoing project by concentrating outreach efforts on manufacturing prospects in Oklahoma and Kansas. By analyzing technician locations, service coverage areas, and regional demand, the team identified and targeted large industrial air compressor users with potential needs for preventative maintenance programs, service and repair support, and new equipment. Using a proven preparation process and targeted marketing mix, Industrial SalesLeads consistently generates 20–25 qualified face-to-face appointments per month, delivering high-quality opportunities directly into I-CON’s sales funnel.

The Results So Far

Within the first few months of the program, Industrial SalesLeads delivered actionable sales leads that I-CON’s team could immediately pursue. This outreach helped establish a growing base of new service, repair, and product business. Prospecting Services also accelerated brand awareness, opening doors to industrial accounts that had previously been difficult to reach.

“The big battle is nobody knows who we are and that we sell and service air compressors,” said Scot Immenschuh, owner and partner at 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 in place, I-CON recognized that prospecting often took a back seat to managing existing accounts. With consistent outbound outreach now supporting new opportunity creation, the company has aligned its sales pipeline with its growth goals. Confident in its team, solutions, and future direction, I-CON Solutions now has the sales momentum to support sustained expansion.