1. INSIGHTS
Discover your market opportunities
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Strategic planning workshops
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Market research
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Customer surveys
OUR PROCESS TO INCREASE SALES
2. CUSTOMER VALUE PROPOSITION
Define who you’re for, what you offer, and how you’re different
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Target markets
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Differentiators
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Brand positioning
3. MARKETING OBJECTIVES
Establish customer targets that drive sales
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Acquisition
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Retention
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Growth
4. MARKETING STRATEGIES & TACTICS
Formulate your plan of action
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Customer segments
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Products / brands
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Communications & tools
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Sales channels
5. IMPLEMENT & EVALUATE
Summarise the plan on a single page
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Marketing schedule
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Budget
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ROI
AREAS OF EXPERTISE
MARKET RESEARCH
CUSTOMER
Steel Reinforcement Institute of Australia
CHALLENGE
140,000 tonnes of reinforcing steel is supplied in the building and construction market with no certification that is conforms to Australian standards.
RESULT
Implementing a Quality Guaranteed marketing campaign after surveying builders and finding out that 75% did not know if the steel they purchased conformed to Australian Standards.
Marketing strategy is educating builders and engineers about how SRIA members keep Australia’s building and construction industry trustworthy, safe, and sustainable.
STRATEGIC MARKETING
CUSTOMER
Titanium Services Group
CHALLENGE
New entrant in the highly competitive electrical maintenance services industry.
RESULT
Developed a logo, customer value proposition, and positioning statement that supports the company’s vision to provide target customers with the best experience, exceeding their expectations, and becoming their partner of choice.
Achieve annual sales growth of 15% since 2016 by writing winning proposals and tender responses.
COMMUNICATIONS
CUSTOMER
AUSREO
CHALLENGE
Inconsistent messages and poor use of digital and social media channels to communicate their value proposition was limiting their ability to attract new customers.
RESULT
Creating integrated marketing communications, including website, social media pages, videos, case studies, news articles, product catalogue, logos and capability statement, that make it easy for customers to choose AUSREO.
Annual sales have increased an average of 15% over the past 5 years.
WORKSHOP FACILITATION
CUSTOMER
Novo Rail Alliance
CHALLENGE
Ensure the lessons learned from constructing rail infrastructure for Transport for NSW is passed on to future projects and alliances.
RESULT
Facilitate lessons learned workshops (virtual and in-person) that engage all participants by identifying the project successes and improvements, determining ‘why’ they were successful (or not), and encouraging discussions that challenge points of view.
Developed final reports that summarise the workshop’s output so future projects can benefit from the team’s learnings.
CONTACT
john.mccarl@lighthousemktg.com.au
T. 0418 973 699
MELBOURNE
SYDNEY
