CASE STUDY
ARE YOU STRUGGLING TO
CONNECT WITH YOUR
MULTI-FAMILY CUSTOMERS?
MMC used an account based marketing (ABM) strategy to help a major national maintenance supply retailer successfully market to its customer base and drive sales growth.
AT A GLANCE
COMPANY TYPE
Maintainance Supply Retailer
TARGET AUDIENCE
Maintenance, Repair, and Operations (MRO)
TIMEFRAME
3 years
CHALLENGE
In 2020, a major national maintenance supply retailer partnered with MMC to connect with and engage a large volume of multi-family housing decision-makers that their outside sales team was not able to reach.
SOLUTION
Working in collaboration with the client's sales organization, MMC mapped the multi-family customer journey identifying key touchpoints and messaging focused on sales conversion. Our omnichannel approach included voice, web, email, and direct mail.
RESULTS
Sales performance has exceeded expectations, growing yearly. MMC generated sales from dormant accounts while also increasing wallet share with active customers.
