Considerations When Marketing Disruptive Technologies in Construction and Manufacturing

by Michelle Laurey, guest blogger The construction and manufacturing industries are enormous engines driving any economy. For instance, in the U.S., the construction industry employs more than 7 million individuals and generates more than $1.3 trillion. On the other hand, manufacturers in the U.S. are responsible for 11.39% of the economy’s total output. They employ 8.51% of the total available workforce, and their overall output exceeds $2.3 trillion. As a result, any changes that occur in those two major industries have far-reaching consequences on the economy as a whole. Therefore, there are certain things you need to consider when you market disruptive technologies in those fields. The Evolution of These Industries Any industry changes in one of four ways: Progressive change Intermediating change Creative change Radical change, which is also known as disruptive change. The change you aim to bring about falls into the final category, but it helps to be aware of how your target industries have evolved in all four of the above categories. The Evolution of the Construction Industry  The construction industry is relatively new to disruptive change. Over the past few centuries, it has mostly witnessed minor progressive changes. Engineers in the early twentieth century were relatively similar to those from the preceding centuries. They drew plans by hand, used analog surveying equipment, and planned out projects using physical files and dossiers. It was only over the past two decades that radical changes have occurred. Today, engineers use advanced programs like AutoCAD and Revit to produce computer-aided designs, and almost every construction company worth its salt uses construction management software. What’s more, the construction industry is on the cusp of even more disruption. For instance, BIM software is changing the game, providing engineers with clear 3D models. Modular manufacturing and prefabrication construction enable engineers to build…read more >

2021 Trade Shows — Virtual or Hybrid?

by Matt Sonnhalter, Vision Architect Virtual or Hybrid? It’s the question all the industry trade shows targeting the professional tradesman are facing for 2021. 2020 was a rough year for industry trade shows, with a good chunk of them cancelling or postponing their events. And for shows that tried the “virtual” route, they were met with pretty poor results. Typically, my first quarter is packed with various industry shows, but given the pandemic, here’s how three of these shows are handling their 2021 events. International Builders Shows (IBS) Co-located with KBIS, the International Builders Show typically draws anywhere from 50k-75k people For this year’s show they’ve decided to go 100% virtual I’m skeptical on the attendance and engagement for the builders and contractors for an event that’s 100% online World of Concrete (WOC) World of Concrete (WOC) is taking a “hybrid” approach, with a “virtual” education portion and then a “live” in-person event I attended some of the live educational sessions (total of 18), which are now on-demand through the end of March I think the in-person event, scheduled for early June, has a chance of happening, but a lot will depend on the vaccine rollout WWETT Show The WWETT Show is also taking a “hybrid” approach with “virtual” educational sessions late February and the “live” event the end of June The education sessions have always been a key part of this show in the past, so I would imagine the “virtual” sessions should have some success If you’ve attended these shows in the past, I’m curious your plan for 2021 and how are you going to participate? If you'd like more info about trade shows in 2021, visit: Marketing Minute: Preparing for a 2021 without In-Person Events Ways to Make Up for Cancelled Trade Shows and Missed Opportunitiesread more >

2021 State of Marketing to Engineers …Top 5 Key Findings

by Matt Sonnhalter, Vision Architect GlobalSpec recently released their latest annual "State of Marketing to Engineers" Report. In addition to measuring the usage and success of various marketing tactics, this year’s report also includes specific questions about the pandemic and its effect on engineers as well as emerging trends of virtual events. Here are the Top 5 key findings I found interesting after reading the report. 1) Supplier/vendor websites #1 source for new trends and products With trade shows cancelled for most of 2020, it’s no surprise engineers turned directly to suppliers/vendors for relevant and timely information. 2) Engineers find value from virtual events, but even more so from webinars In general, our manufacturer clients did not see a lot of value, from an exhibitor standpoint, with 2020 virtual events targeting the “contractor” audience, but it’s nice to hear some positive news from virtual events targeting “engineers.” 3) Online content supports over 50% of the buyer’s journey This percentage continues to increase every year, so having a well-thought out and planned content strategy is never more important for marketers trying to reach the engineering audience. 4) Videos and podcasts grow in adoption Videos continue to be a key marketing tactic for engineers; this was the first year podcasts were measured and over half listen to them on a regular basis…will be interesting to see where this number goes in future reports. 5) Be wary of Facebook, Twitter and Instagram Professional networks and LinkedIn are by far the preferred social media channels for engineers. What marketing tactics are you finding successful for the engineering audience? Link to full report: https://www2.globalspec.com/2021_report_stateofmarketingtoengineers    read more >

5 Business Growth Strategies Used By Top U.S. Companies …

by Jeff Pugel, CEO and founder, Ignition  ...And How You Can Use Them To Grow Your Business No matter what your company's specific goals are, the ultimate aim is always to achieve sustainable growth. Whether you want to increase your total number of customers, annual revenue, lead generation or overall market presence, you need an effective marketing strategy to grow your business. You can get by on referrals and passive client acquisition techniques for a while but, eventually, the industry will pass your company by if it is not growing. So, the question is, how do you achieve sustainable growth? Is there a competitive strategy being used by top U.S. companies that you can use yourself? How do you position your company so it is no longer at the mercy of fickle customer relationships and fluctuations in the market? How can you increase your market share while stimulating organic growth? The best approach is to come up with a marketing plan that incorporates a proven go-to-market strategy that top companies use to generate new leads and sales. Below are five of the best business growth strategies used by top U.S. companies to gain a competitive advantage. Define Your Company’s Ideal Buyer Profile Stop chasing unproductive leads. It is a time consuming and unprofitable use of your resources. Top U.S. companies in every industry do not waste time on leads that don’t translate to sales. There are some audiences that, no matter how skillfully you nurture them, will never be a viable option. This is why you should create a reliable profile for the type of customer that is not only likely to become a sale but also the type of customer that is a good fit for your company’s services. Stop concerning yourself with how you can attract the highest…read more >

A Picture Is Now Worth Far More Than A Thousand Words

by Rosemarie Ascherl-Lenhard, PR Foreman Images make everything better. It's no secret that we are immersed in the "Age of Visual" culture, with cameras in everyone's back pocket and with more than 2.5 billion camera phones in use, photos are becoming the "universal language." If you’ve been paying attention to marketing and social media trends over the past several years, you know that the entire internet is becoming more visual. In fact, a picture might be worth far more than a thousand words now. Shifts in the social media world are putting bigger emphasis on using high-quality photos in content. It should also be no surprise that the fastest growing social media networks are Instagram and Facebook. Adding images to your content could be a lot more important than you might think. According to Jeff Bullas’ blog post 6 Powerful Reasons Why You Should Include Images in Your Marketing, images encourage people to engage with your content. Thinking about your own news browsing habits, you have to admit that you are more likely to click on an article that has an intriguing image. Jeff shared some interesting stats, including: Articles with images get 94% more total views Including photos or videos with press releases increases views by more than 45% Facebook engagement rates for photos are 37% higher than plain text In an ecommerce site, 67% of consumers say the quality of a product image is “very important” in selecting and purchasing a product In an online store, customers think that the quality of a product's image is more important than product-specific information (63%), a long description (54%) and ratings and reviews (53%) Read the rest of his blog post for some tips on integrating photos into your content.read more >

Marketing Minute: Preparing for a 2021 Without In-Person Events

While we wait for the return of trade shows and other in-person events, join Matt Sonnhalter for a Marketing Minute to learn about some of the ways your company can utilize the latest digital technology to effectively reach your customers, distributors and employees in 2021. He outlines three tactics to consider--social media, virtual training and webinars--and offers some tips for success when using virtual platforms.   To view other videos from Sonnhalter, visit our YouTube channel here and let us know if there’s a B2T marketing topic you’d like us to cover.  read more >

Happy Holidays from the Sonnhalter Team

Whether in Cleveland, or on the North Pole, 2020 was the year the world recognized just how much we need our professional tradespeople to keep the lights on, the water running and the reindeer fed. We’ve all experienced major changes to our way of life, but Sonnhalter would like to extend our appreciation to all essential workers for whom the job never stopped. We are also grateful for another constant in a most unpredictable year: the support we receive from our wonderful clients, business partners and friends like you. We thank you for another successful year, and we hope you and your family have a safe, wonderful holiday season. Sonnhalter, your B2T partner – let’s build something together.read more >

Ways to Make up for Cancelled Trade Shows and Missed Opportunities

by Lisa Michaels, guest columnist If your company has recently missed an opportunity due to a trade show cancellation or the postponement of another event, it can have a significant effect on your bottom line. This is especially true for manufacturers who market products and services to construction, industrial or similar markets. Trade shows are a huge opportunity to promote your company, connect with potential clients, do demonstrations and network for referral opportunities. Therefore, if you miss one, you need a way to make up for the loss of revenue and business benefits. In this article, we will discuss several ways to do damage control for these missed opportunities. With these strategies, you can turn a bad situation into something that helps your company grow instead. Without further ado, let’s get started: Deploy Your Sales Reps When a business event gets cancelled, many potential clients that you were going to meet are now disengaged. You should get your sales reps to reconnect with these companies and attempt to maintain the relationship and gain new sales deals. Here are some ways you can do that: 15880read more >

Sonnhalter Wins Multiple Silver Davey Awards

Sonnhalter wins Silver Davey Awards in the Print Campaign-B2B for Design/Print and Social Features-Best Community Building & Engagement for Social categories.  CLEVELAND – December 2020 – Sonnhalter, a communications firm marketing to the professional tradesman in the construction, industrial and MRO markets, won two Silver Davey Awards with its clients, General Pipe Cleaners and Kapro Tools. Sonnhalter won a Silver Davey with General Pipe Cleaners in the Print Campaign-B2B for Design/Print for General Pipe Cleaners’ new “Duotone Look and Feel” creative. Sonnhalter also won a Silver Davey with Kapro Tools in the “Social Features-Best Community Building & Engagement for Social” for the launch of Kapro’s influencer program. For the award it received in the category of Print Campaign-B2B for Design/Print, Sonnhalter wanted to give General Pipe Cleaners’ print and digital creative a completely new look and feel that felt more contemporary to today’s audience. By using a duotone, high-contrast effect, Sonnhalter was able to develop creative that felt very modern and allowed the products in their distinct orange color to pop. For the award it received in the category of Social Features-Best Community Building & Engagement for Social, Sonnhalter worked strategically in finding and pitching woodworking, DIY and contractor influencers in the U.S. and Canada who would be willing to use Kapro Tools’ products on upcoming builds and give honest opinions on the product’s features. Sonnhalter drafted personalized letters to accompany each package of Kapro product samples. Since the launch of the program in 2019, Kapro Tools’ number of Instagram followers has grown more than ten times its original number of followers, and the company has greatly increased its presence and credibility across many crucial online communities. With nearly 2,000 entries from across the U.S. and from around the world, the Davey Awards honors the finest creative work from the…read more >

Marketing Minute: Why Your Company Needs an Instagram Account

Over the past decade, we've watched Instagram transform from the "app with all the cool filters" to an essential marketing tool for companies marketing to the professional tradesman. Its video capabilities, poll/Q&A functions and other interactive features have become extremely useful for companies to showcase new products, spread the word at trade shows and connect with customers in ways that were not previously possible.   Join Matt Sonnhalter for a Marketing Minute to learn more about the exciting potential of incorporating Instagram into your social media plan!   To view other videos from Sonnhalter, visit our YouTube channel here and let us know if there’s a B2T marketing topic you’d like us to cover.  read more >

Are You Using Landing Pages?

No matter what kind of promotion you’re doing, when going after the professional tradesmen, the bottom line is you want them to ask for more info and ultimately make a sale. You can’t do that in an ad (print or digital) by itself. You need those that are interested in whatever it is you’re selling to go somewhere to get more info. Effective landing pages make it clear what the visitor is going to get by visiting the site. A landing page is ideal for a next step in the lead process. A good landing page will target a particular audience using a unique page that allows visitors to download the appropriate content (you wouldn’t have the same offer for say a tradesman and for a design engineer). They also help you track and monitor activity by offers so you know what works and what doesn’t. Landing pages help segment markets, capture leads and make it possible to monitor advertising effectiveness. By directing them to a specific page with an offer and the appropriate form to fill out, it makes it more likely that they will complete the form and convert to a lead. If your visitors decide to download your offer, why not invite them to share your content? Lead nurturing is a very important part of the process. 50% of those who respond aren’t ready to buy just yet. 78% of sales that start with a web inquiry get won by the first company that responds. By sending a follow-up thank you to those that downloaded material, you have the opportunity to offer them additional info and downloads, as well as asking them to share it with others via social media. If you like this post, you might want to read: Are You Using Landing Pages to Help Qualify Leads? Tips on Making Your…read more >

Manufacturers: Help Your Contractors Have Online Success

Many contractors have trouble navigating the digital scene. Here are tips that you can share with them to help them get noticed and sell more of your stuff!   Contractor's Online Success Strategy: Get Listed on These Four Websites For service-providing businesses, like contracting companies, greater online visibility can almost immediately bring more business. People’s primary way of finding somebody to do a job for them is by doing quick online research. In order to increase your chance of being found online, one of the simplest things you can do is get listed on websites for contractor services. Here are some websites worth considering. HomeAdvisor HomeAdvisor.com With over 487,000 likes on Facebook, 26,200 followers on Instagram and more than 40,400 followers on Twitter, HomeAdvisor is one of the most popular websites for home service professionals. HomeAdvisor’s web platform is extremely user-friendly. There is a very wide array of home improvement categories to choose from. Homeowners pick one, describe their needs and they get matched with up to four professionals. They can also read reviews of a particular contractor’s services. HomeAdvisor offers contractors a robust, user-friendly system that lets you categorize and organize your leads, keep track of communications, and connect with prospects via phone or email with the touch of a button. Its mobile app lets you take these tools on the road to help you stay on top of your pipeline. CraftJack CraftJack.com CraftJack is a very versatile web tool which allows you to do a lot more than just get listed in a search directory. CraftJack works much like a social network but one geared exclusively towards contractors. Each contractor has a unique profile page, which they can use to promote their business. You can use it to showcase your finished work by posting photos and videos. Plus, the page…read more >

National MFG Day Opens Doors to Entire Month of Awareness

by Rosemarie Ascherl-Lenhard, PR Foreman Today, October 2, is National Manufacturing Day (MFG Day) and like everything in 2020, it didn’t present the same opportunities as it has in past years. MFG Day is a team effort to change the perception of the industry, in order to give manufacturing a facelift, as well as address the labor shortages in the industry by connecting with a new generation. The day helps reveal the reality of modern manufacturing careers by encouraging U.S. companies and educational institutions to open their doors to students, parents, teachers and community leaders. While this year’s global pandemic drastically reduced the opportunity for manufacturers to open their doors to open houses, manufacturers were encouraged to hold virtual events and partner with organizations to showcase their unique opportunities. Although the first Friday in October is designated as MFG Day, it takes more than just one day. The Manufacturing Institute is encouraging manufacturers across the country to use the day to kick off an entire month of awareness as we are reminded of the important role that modern manufacturing plays in each of our lives. Use this powerful opportunity to bring awareness to the high-paying, rewarding and meaningful career opportunities in the industry and to open minds to what’s possible with a career in modern manufacturing. Here’s a quick look at manufacturing:     Sonnhalter would like to thank all the organizations, manufacturers and educators who help make this important initiative possible every year! For more on MFG Day, read: Host a Successful Manufacturing Day Eventread more >

It’s That Time Again — Strategic Planning

As we enter into the final quarter of 2020, (and we think we can say with absolute certainty that we are all anxious for 2020 to be over!) we find ourselves in the midst of strategic planning for the upcoming year.  Our friends over at Long & Short of It, masters of ideation, customer insights and market research, provided some thoughts on strategic planning during this unprecedented time. Their mantra is “dig and find lots of data and then turn it into actionable insights.”  Following is their guest post.  We’re all a bit tired. Psychologists are calling it pandemic fatigue and even Zoom fatigue. It’s basically just getting burned out because our normal routines have changed for a prolonged period of time and we don’t have a good sense of when we’ll finally settle into our new normal (not our favorite term either). STARTING A NEW WORK INITIATIVE MAY BE HARDER THAN IN THE PAST.  But there are some basics that must continue or are now in need of a reboot, such as updating your strategic plan. If your organization doesn’t have a strategic plan for 2021 or if it was created pre-pandemic, now is the time to either create one or revise the one you had. Customer purchasing patterns, competitor strategies and other factors have dramatically changed since early this year. According to McKinsey, over 75% of U.S. consumers have tried a new shopping behavior since the outbreak of COVID-19. They have either tried new brands or shopped at a different retailer. They are also caring more about how companies take care of the safety of their employees and the company’s purpose. Companies are also pivoting in what’s being called the big reset. Leaders are modifying how they manage, technology use has increased, core processes modified, and they are…read more >

Sonnhalter Offers COVID-19 Information Resource for Business-to-Tradesman (B2T) Industry

As a marketing communications firm dedicated to the business-to-tradesmen (B2T) industry, we quickly realized the tremendous impact COVID-19 would have on all facets of our business. We set out to develop resources to help businesses during the pandemic, and also educate ourselves by hearing from all types of industry voices on the effects of the pandemic. Through extensive research and interviews with a number of key industry stakeholders, we began creating this content at the start of the pandemic and continued throughout the ensuing months to examine the effects and compare them to effects that were initially predicted for the future of the industry.   In our “COVID-19 Tip Sheet,” you’ll discover how manufacturers, media, distributors and influencers adjusted to the challenges of this new normal. The coverage of the topic includes a five-part series with several editors, publishers and key personnel from the trade media industry, a three-part series of interviews with industry influencers, advice for COVID-19 internal and external communications and content and interviews from the distributor’s perspective. You can sign up to download this comprehensive resource guide full of information regarding COVID-19 and its effects on the niche that Sonnhalter serves, here. Need help with navigating your marketing strategies through this difficult time? Contact us. And check out our other Tip Sheets here.read more >

Eleventh Annual Sonnhalter Tool Drive Raises $27,000 Worth of Donations for Habitat for Humanity

CLEVELAND –  September 2020 – Sonnhalter, a communications firm marketing to the professional tradesman in the construction, industrial and MRO markets, partnered with Greater Cleveland Habitat for Humanity for an eleventh year during its annual Sonnhalter Tool Drive, which ran the entire month of August and collected $27,000 worth of tools and building materials. Since Sonnhalter began its efforts in 2010, it has collected $310,000 in donations. Organizations, businesses and residents were encouraged to donate new and gently used tools, as well as building materials, furniture and appliances, to Sonnhalter to help benefit Habitat for Humanity’s cause of eliminating substandard housing and homelessness. “This year, the Sonnhalter team had the unique challenge of putting together our Tool Drive in a way that could be safe and effective amidst the COVID-19 pandemic,” said Matt Sonnhalter, vision architect at Sonnhalter. “While we anticipated a potential drop in community participation, we were pleasantly surprised and grateful to announce that our donations this year were as strong as years past.” “Cleveland Habitat for Humanity eagerly awaits Sonnhalter’s annual Tool Drive,” said John Habat, president/CEO of the Greater Cleveland Habitat for Humanity. “It replenishes our inventory and generates revenues to support our affordable homeownership program. Sonnhalter has been doing this for more than ten years, demonstrating again and again its commitment to affordable housing in Cleveland. Sonnhalter is a treasured partner.” Community participants in the Eleventh Annual Sonnhalter Tool Drive included the Berea Recreation Center, Fear’s Confections, Frangos Group, Rising Star Coffee Roasters, Skidmark Garage, The Wine Spot and many individuals living in the community. Trade industry participants in the Eleventh Annual Sonnhalter Tool Drive included Airmaster, Beta Tools, Buyers Products, General Pipe Cleaners, Jergens, Inc., Kapro, KNIPEX Tools, Mortar Net Solutions, Samsel Supply, Sutton Industrial, Viega LLC, Winter Equipment, Wolff Bros. Supply and Woodhill…read more >

Are You Using Automation Tools to Help in Social Media?

We’re all trying to do more with less. When it comes to social media, it’s no different. We should be focused on content and use automated tools to help spread the word on social platforms. Every industry is different but following are some automation tools you should consider and an infographic on the best times to post. Here’s a list of tools that will help you schedule and post your content at the best time:  SocialOomph – Provides scheduled social posting services for individuals and teams. Has been around since 2008. HootSuite – Allows you to manage up to 50 social media profiles, schedule your content and report your analytics. Sendible – Allows you to efficiently craft tailored posts for each social media platform and collaborate with your clients and teams. AgoraPulse – An easy-to use-social media management software that allows you to drive engagement and build authentic relationships on one platform. Buffer – Helps you manage multiple social media accounts at once and easily schedule content. ManageFlitter – Tools that help to optimize your Twitter account and identify your Twitter accounts’ prime time. Facebook Insights – Provides information about your Facebook audience and how they are interacting with your page. Later – Founded as the first-to-market Instagram scheduler in 2014, Later (formerly Latergramme) has grown from a simple Instagram tool to the number one visual marketing platform for Instagram, Facebook, Twitter and Pinterest. The following infographic by Zenesys will give you a ballpark of the best and worst times to post on various social media platforms.  read more >

Digital Transformation in Construction Businesses: Common Challenges and Solutions

by Lisa Michaels, guest columnist The construction industry is slowly embracing digital transformation and using it in its design, project estimation, and safety perspectives. However, some of the players are still hesitant about the new technological changes, making it hard to develop strategies aimed at streamlining the whole process. Digital transformation is vital in construction. It helps to simplify complex processes such as resource traceability, communication, on-time project completion, productivity, and employee safety. These are all major hindrances to profitability and customer satisfaction. Introducing digital solutions is a good move that allows construction experts to face and tackle the challenges faced during project management. What Digital Transformation Means in Construction Transforming the construction industry is not just about bringing in the latest technologies and incorporating them into the processes. It means addressing all old challenges using new technology. This includes assessing the business and project needs, strategizing, and mapping the journey to ensure all future work is based on improved interrelated processes. Digitization is a fundamental shift in business operations to ensure growth, efficiency, and profitability. By adopting data-enabled field software and hardware and other vital digital tools, you'll be able to sustain growth for your firm. For instance, if you use drones or other UAVs for aerial photography, you'll expedite the land survey using the best imaging techniques, data analytics, and topographic mapping software for informing the building strategy. These tools can also help inspect sites for structural issues or safety hazards, helping to secure the sites. When used alongside 3D printing, progress reporting, and automated equipment tracking, these techniques can reduce the time, cost, and effort exerted in the entire construction process. Common Challenges Related to Digital Transformation in Construction Many new technologies are available to help construction businesses become more efficient and productive. While you may be…read more >

Virtual Happy Hours, Makeshift Offices and a Million Zoom Calls: Team Sonnhalter Checks in from Home

by Andrew Poulsen, Content Engineer It has been more than five months since the Sonnhalter office transitioned to an indefinite work-from-home (WFH) policy amidst the COVID-19 pandemic. And like thousands of companies and millions of employees all over the world, we have both struggled and thrived as we learn to live with this massive paradigm shift. While our stories may not be unique, we thought it would be a fun exercise to have a team roundtable and let everyone reflect and share the ways they’ve adjusted to life in quarantine and learned to thrive as best as they can in the “New Normal.” When Sonnhalter initially started working from home, what were some of the initial adjustments you had to make to your daily routine in order to be productive? Rosemarie Ascherl-Lenhard, PR Foreman: I was fairly used to WFH from my time independent contracting for a few years. So, although I stopped getting up quite as early as I used to (5:45 a.m.), I still got up early every morning and took a shower and got out of my PJs. I tried to step away from my computer at lunch time and take a walk after lunch to break and refresh myself. It is proven that taking a walk can reduce stress, and studies have shown that going for walks can not only improve your ability to focus, but it can actually boost our creative problem-solving skills! Matt Sonnhalter, Vision Architect, Sonnhalter: I had to get used to both my wife and I working in a two-bedroom apartment, which was not designed for having two people work remotely! Other adjustments include keeping in daily contact with my fellow employees (when I was in the office it was easy to just walk around the office and say “hi” and catch…read more >

COVID-19’s Effects on B2T (Business-to-Trades) Industry Distributors

By Matt Sonnhalter, Vision Architect As all aspects of the B2T (business-to-trades) industry are challenged with navigating their businesses through the realities of COVID-19, we had the opportunity to gain some insights on this “New Normal” as it relates to the distributor sector of our industry. We gained insights by speaking to a couple of industry experts and learned how they saw the distributor sector adapting to this new environment. Open for Business When the pandemic first occurred, several major industrial distributors outlined COVID-19 safety precautions that they soon enacted in their facilities, including closing branches to the public except for curbside pickup, temperature screenings for all employees upon entry, staggered shifts and frequent deep cleanings. Smaller, local distributors followed suit, issuing statements on their protocols and not wanting their customers to wonder if they were still open.  “The distributors that we work with were open, but the vast majority of them locked their doors,” said Beck Oberholtzer, regional and marketing manager, at CSV Marketing, Inc., a manufacturers’ representative agency offering a diverse array of high-quality, industrial products. “If the distributor had a showroom, there was no walk-in business and they were doing touchless delivery.” “Most of the smaller distributors were not able to send their employees home,” added Oberholtzer.  “They still had employees working the phones and pulling orders, which were delivered or set outside. Some of these smaller, older-style businesses’ systems just aren’t set up to operate through the cloud. They have servers onsite and need people in the building to conduct business.” According to Natalie Forster, editor of Supply House Times, a BNP Media brand reaching wholesalers, distributors and manufacturers’ representatives of plumbing, bath and kitchen, industrial PVF, radiant and hydronics, and HVAC products, as well as the official publication of the American Supply Association, “The biggest impact…read more >

How the Trade Media is Adjusting to the “New Normal” of COVID-19: A Conversation with CFE Media

By Matt Sonnhalter, Vision Architect As we are all challenged with navigating our businesses through the realities of COVID-19, we’ve noticed that a number of the trade media have been nimble in responding to the “New Normal.” We had the opportunity to speak with several publishers in our B2T (business-to-trades) industry to learn how they were adapting to this new environment. The following is part five of our five-part series. CFE Media and Technology has provided engineers in manufacturing, commercial and industrial buildings and manufacturing control systems with the knowledge they need to improve their operational efficiency for the past 10 years. The company’s publishing brands include Consulting-Specifying Engineer, Control Engineering, Plant Engineering and Oil and Gas Engineering. We spoke with Matt Waddell, vice president of sales at CFE Media and Technology, who oversees the entire sales organization and ensures CFE provides its marketing partners with direct access to targeted engineers, market intelligence and best practices to accomplish their marketing goals. When the COVID-19 pandemic initially hit, CFE immediately realized that its subscribers were, for the most part, working from home. Reaching multiple engineer marketplaces—plant engineering and manufacturing, control engineering, oil and gas engineering and consulting specifying engineering—its subscribers had an easier transition than many other industry segments. “They either travel a lot and are used to working remotely, or they’ve been able to transfer computer capabilities and bandwidth to a home office,” said Waddell. “Other engineers within our subscriber base are considered essential workers that are represented by key markets like food and beverage-, pharma- and healthcare-related markets.” Lend a Helping Hand “We know that our engineering audience will remember those that have helped them during this difficult time, whether it was creating education or providing a free service,” said Waddell. “And, when companies find a way to help…read more >

B-to-B Video is on the Rise: Are You Taking Advantage?

Does your company have a presence on YouTube? If not, consider these stats: 2 billion monthly active YouTube users 30 million daily active YouTube users 5 billion videos watched each day 500 hours of new videos are uploaded every minute 500 billion videos shared to date We’re a visual society and everyone loves to watch videos. Of B-to-B companies who are using videos, 80% of them reported positive results. From a manufacturing perspective, this should be a no-brainer. The key is to have a strategy and create compelling content. How-to videos, troubleshooting, new product launches are just a few that come to mind. Some of the biggest challenges many B-to-B firms face are lack of manpower and budgets, followed by creating compelling content. Videos don’t have to be long or be made into a Hollywood production. There are inexpensive cameras (including a recent iPhone) and simple editing software that enable most videos to be created in-house. The key is content. You must provide the viewer something he or she can use. Keep the message clear, to the point and short. Here’s an example of one of our Marketing Minutes:   According to a recent study by Demand Metric, the most important objectives of videos are: Certainly, these top three objectives fit into your marketing strategy. So, what are you doing about capitalizing videos to enhance your marketing efforts? If you like this post, you might want to read: Why Should You Use Short Videos to Attract Professional Tradesmen? 12 Tips for Effective Tradesman Videosread more >

How the Trade Media is Adjusting to the “New Normal” of COVID-19: A Conversation with SGC Horizon Media

By Matt Sonnhalter, Vision Architect As we are all challenged with navigating our businesses through the realities of COVID-19, we’ve noticed that a number of the trade media have been nimble in responding to the “New Normal.” We had the opportunity to speak with several publishers in our B2T (business-to-trades) industry to learn how they were adapting to this new environment. The following is part four of our five-part series. SGC Horizon is a leading diversified media, content, marketing, data and events company serving the residential and commercial design and construction markets. The company has a collection of leading publication brands, including ProBuilder, Pro Remodeler, Building Design+Construction, Products, ProTradeCraft and Construction Equipment.   We spoke with Jeff Elliott, SGC Horizon Regional Sales Director and Principal. Since 2018, one of SGC Horizon’s key initiatives is ProCONNECT, a series of events that bring leading building industry professionals together with top building product manufacturers for a day-and-a-half of confidential one-on-one meetings to discuss upcoming projects and explore solutions. ProCONNECT is not just another trade show. ProCONNECT’s unique, one-on-one format and manageable size of up to 100 attendees and sponsors creates just the right environment for truly effective problem solving, high-level networking, and efficient use of attendees’ valuable time. “ProCONNECT is kind of like ‘speed dating’ between key target audiences of builders and building product manufacturers,” said Elliott. “Since we launched ProCONNECT, our 12 events have produced more than 5,000 one-on-one meetings.” Connecting Pros Virtually “When COVID-19 hit, we were in the midst of holding an in-person ProCONNECT event for the multifamily market,” said Elliott. “It was held right when the pandemic was starting, and only three people canceled. We received positive reactions with productive meetings and great leads.” Once the country started closing down and live events became impossible, SGC Horizon quickly responded…read more >

10 Tips for Effective Social Media Practices in Reaching Today’s Tradesmen

Social media is constantly evolving and presenting new opportunities for reaching and engaging with your audience of professional tradesmen. You might be wondering if you're using your social media channels optimally? Or, would you be better served by switching to a new social trend? As a longtime leader in Business-to-Tradesman marketing, we’ve developed 10 helpful tips that will help you integrate social media in your overall marketing program to effectively reach contractors in this niche space.     In “10 Tips for Effective Social Media Practices,” you’ll learn how to evaluate the social media you’re already using and pick the right avenues for connecting with contractors. The tip sheet shares the latest best practices for Instagram, as well as handling negative feedback and leveraging influencer relations. You can sign up to download it here. Need help with your social media campaign? Give us a call or email. And check out our other Tip Sheets here.read more >

Even During a Pandemic, Influencers in the Trades Build On: Part Three

By Andrew Poulsen, Content Engineer, Sonnhalter With the stress and anxiety of the COVID-19 pandemic constantly looming, finding silver linings throughout this situation isn’t always easy. But with millions stuck at home with their phones acting as their main source of entertainment and social interaction, influencers and content creators in the trades have been able to use this time as an opportunity to expand their audiences, connect and engage with their online communities and use their platforms to spread messages of positivity and encouragement. One of these content creators is Dustin Henson, owner of Rustic Customs Woodshop. Based out of Texas, Dustin primarily makes custom wood projects for customers, such as barn doors, dining room tables and built-in shelving units. On Instagram, Dustin is a very active voice in the woodworking and DIY communities, where he shares his projects and woodworking tips to his more than 13,000 Instagram followers. Sonnhalter spoke with Dustin to learn more about how the pandemic has affected his personal and professional life, the nature of the content he creates and some of the positives he has experienced while staying home with his wife and kids. Sonnhalter: What were some of the initial changes you noticed in your personal and professional life when the pandemic started? Dustin Henson: In my personal life, I think it’s obvious. It’s been nice spending time with the family, but I think being stuck in the house has us ready to strangle each other. [laughs] Professionally, I was already booked two or three months ahead of time, so it hadn’t slowed down my business yet. I just don’t have as many new projects coming in. Probably about 90% of my stuff is barn doors or custom-built furniture for houses, where I have to go out and visit the homes to measure…read more >

How the Trade Media is Adjusting to the “New Normal” of COVID-19: A Conversation with Mechanical-Hub

By Matt Sonnhalter, Vision Architect As we are all challenged with navigating our businesses through the realities of COVID-19, we’ve noticed that a number of the trade media have been nimble in responding to the “New Normal.” We had the opportunity to speak with several publishers in our B2T (business-to-trades) industry to learn how they were adapting to this new environment. The following is part three of our five-part series. Mechanical-Hub is an online industry resource for today's plumbing, heating and mechanical contractors. Founded in 2012, its mission is to provide updated industry news and information to the trade contractor and to partner with industry leaders in media, contracting and manufacturing. We spoke with John Mesenbrink, president of Mechanical-Hub, who oversees its one-of-a-kind website and digital ecosystem. Today’s busy contractors looking for information to help them perform their jobs more efficiently turn to the site for highlights of the latest industry news, originally written features, videos, new products and tools, weekly guest blogs and contractor resources. The “Hub” also features social media engagement on its social channels and is a cornucopia of unique and original information for contractors and a great place to connect with other professionals in the industry. “We started almost 10 years ago as a digital-only resource,” said Mesenbrink. “In these unfortunate circumstances of the pandemic, we feel that we are in a good position to be flexible and to help our clients and their companies get their messages out. We can be the vehicle to help promote a brand.” Online After-Hours Training Many of Mechanical-Hub sponsors rely heavily on in-person training and trade shows to educate their customers. With these types of events canceled because of COVID-19, Mechanical-Hub felt that it had an opportunity to help companies by facilitating casual online training sessions. A few companies…read more >

How the Trade Media is Adjusting to the “New Normal” of COVID-19: A Conversation with Babcox Media

By Matt Sonnhalter, Vision Architect As we are all challenged with navigating our businesses through the realities of COVID-19, we’ve noticed that a number of the trade media have been nimble in responding to the “new normal.” We had the opportunity to speak with several publishers in our B2T (business-to-trades) industry to learn how they were adapting to this new environment. Following is part two of our five-part series. Babcox Media is a business-to-business media and information services company serving the auto dealer, auto care, tire, performance, commercial trucking, powersports and enthusiast markets. Its 100-year heritage is built upon its commitment to connecting audiences with quality content and providing clients with results-oriented campaigns. It delivers content through various assets across all channels and platforms to engage its audience. We spoke with Sean Donohue, group publisher/vice president of sales at Babcox Media, where he oversees several brands, including AutoSuccess, Dealer Service, Motorcycle and Powersports News, BodyShop Business, Engine Builder, TechShop and Professional Car Washing and Detailing. Betting on Video … Even Before COVID-19 “Over the last 18 months, we’ve been making big bets on video, which is proving to be a good strategy,” said Donohue. “Eighty percent of content viewed online is video in today’s world.” As tools get more complicated—and cars get more intricate, technicians are using video as a key training resource to conduct their jobs. Video allows technicians to learn a lot more, a lot quicker. Since COVID-19, the demand for video has not slowed down at all, and, in fact, the video segment of its business has actually increased for Babcox Media. “Everybody’s at home and there is a desire to want more content, to learn, to see what’s new, to see what’s next, and to be able to do that quickly in a video format,” added…read more >

SEO Checklist for 2020

Today we have a guest post from Pete Kever, president of K6 Digital Marketing, who has been leading the SEO, search marketing, website development and digital marketing for its clients. He’s been at it since before Google. The World Wide Web has reached its “thirtysomething” birthday and is the base of the world’s digital information infrastructure. Today, according to websitehostingrating.com, there are over 1.74 billion websites containing many trillions of documents. With so many websites clamoring to deliver information to their target audience, search engine optimization (SEO) is as important as ever. SEO is the art and science of attempting to gain a listing of website content on page one of Google, the world’s most popular search engine. If your content is not on page one, your competitors are getting their messages in front of your potential customers instead of you. SEO helps businesses put their messages in front of people right at the moment they are searching for it. SEO is Important to Every Business Trades marketers and manufacturers need to care about their search engine rank. According to a recent Google study:   71 percent of B2B researchers start their research with a generic search On average, B2B researchers do 12 searches prior to engaging on a specific brand’s site 89 percent of B2B researchers use the internet during the B2B research process Nearly half of all B2B researchers are millennials B2B researchers who are not in the C-suite influence purchase decisions 70 percent of B2B buyers and researchers are watching videos throughout their path to purchase While there are a number of marketing strategies and services available to get the attention of online viewers, such as social media marketing, pay-per-click advertising, email marketing and digital banner ads, SEO still offers the most long-term value. We have developed…read more >

How the Trade Media is Adjusting to the “New Normal” of COVID-19: A Conversation with BNP Media

By Matt Sonnhalter, Vision Architect As we are all challenged with navigating our businesses through the realities of COVID-19, we’ve noticed that a number of the trade media have been nimble in responding to the “new normal.” We had the opportunity to speak with several publishers in our B2T (business-to-trades) industry to learn how they were changing their tactics to adapt to this new environment. Following is part one of our five-part series. As print readership has been declining over the past several years, many publications have been gradually making the move to offering digital issue options for readers who would prefer to receive their industry news on their laptop, tablet or smartphone. One publisher doing exactly that is BNP Media. In business for more than 90 years, BNP Media is one of the largest B2B publishers, publishing nearly 60 titles that serve the architecture, engineering & construction, food, beverage & packaging, gaming & hospitality, manufacturing, mechanical systems (including plumbing), security and services markets. We spoke with Dan Ashenden, group publisher of the Mechanical/Plumbing Group at BNP Media, on his organization’s reaction. The Mechanical/Plumbing Group publications include Plumbing & Mechanical, which targets contractors, Supply House Times, which targets wholesale distributors and PM Engineer which targets plumbing/mechanical engineers. Digital-First Format “Moving to an all-digital platform was part of BNP’s long-term strategy, said Ashenden. “The unfortunate pandemic we find ourselves in was simply a happenstance and motivation for BNP to say, ‘Why go slow with this plan?’ We’d already done the groundwork—we had been getting all our users registered and had started creating products that were trackable. And, our customers were demanding more digital options.” On March 31, 2020, BNP co-CEO Taggert Henderson made an official video announcement that beginning with the April 2020 issues, BNP controlled subscription publications were moving to…read more >

Even During a Pandemic, Influencers in the Trades Build On: Part One

by Andrew Poulsen, Content Engineer, Sonnhalter With the stress and anxiety of the COVID-19 pandemic constantly looming, finding silver linings throughout this situation isn’t always easy. But with millions stuck at home with their phones acting as their main source of entertainment and social interaction, influencers and content creators in the trades have been able to use this time as an opportunity to expand their audiences, connect and engage with their online communities and use their platforms to spread messages of positivity and encouragement. One of the leaders in this online community of DIYers and woodworkers is Rob Rein of Ginger Woodworks. Based in Grand Island, New York, located north of Buffalo and south of Niagara Falls, Rob is a full-time social worker during the day and a practicing woodworker and DIYer to his nearly 80,000 Instagram followers during all the hours in between. Sonnhalter spoke with Rob to learn more about how the pandemic has affected and influenced him, his content and his online community at large. Sonnhalter: When the pandemic crisis began in the U.S., how did you initially respond? Rob Rein, Ginger Woodworks: Initially, I saw it as, “How are we going to balance this new routine, but also be productive?” So, I went out and bought all the supplies I needed to finish all the projects in the house. All of us have projects we get into and they get left behind because the next project happens and it all just snowballs. We grabbed everything for some projects we needed to finish and had a staged setup ready to go. I wasn’t going to let the time be wasted. Have there been any unexpected benefits or positive experiences with your time at home? With my kids, they are always busy, but with all that stuff no…read more >

5 Tips for Communications During the Coronavirus Crisis

By Matt Sonnhalter, Vision Architect, Sonnhalter As we’ve learned from the fallout regarding the coronavirus disease (COVID-19), this is a very unsettling time for businesses, and it has created many challenges for manufacturers, as well as their team members and customers. It’s important during times of crisis, such as we are experiencing, to maintain a calm, collected brand voice and keep the channels of communication open with customers, team members and stakeholders. Here are five tips for effective communications during the COVID-19 crisis: Form a Communications Leadership Team Have representatives from every aspect of your business—C-suite, Marketing, HR, Operations, Sales, Legal, etc. so that you receive input on the different perspectives of how the crisis is affecting the individual departments and their functions. This team can vary in size based on the size of your company and should include a chain of command. From this team, appoint one or two official spokespersons that will be the only ones providing information on behalf of the organization. 15353read more >

Crisis Communications: If a Crisis Hits, Do You Have a Plan?

The recent coronavirus pandemic reminds us that at any given time, organizations, communities, states and even countries can be faced with a crisis that requires effective communications with a strategic plan. Today seemed like a good time to dust off a past guest blog post from Nancy Valent of NMV Strategies on crisis communication.   Your phone rings. It's a CNN reporter wanting to know why your facility had an explosion, which injured five of your employees. What is your response? Probably the first reaction you have is to say: "No comment." It seems harmless and a good safety net to buy you some time. In reality, your "no comment" starts a snowball reaction of assumptions that you are trying to hide something or go on the defensive. Spokespeople who use this phrase are subliminally communicating that they are not being proactive or stepping out to really tell the truth. This type of response drives both consumers and business clients away and starts to degrade your brand and corporate identity faster than just saying in a very truthful tone: "I will get back to you in an hour with the facts and information, which I can confirm." Too many large, medium and even small manufacturing businesses operate under the philosophy that a company crisis will never happen to them. But, if it does it won't get media attention and somehow they will ultimately handle it. If you research any of the past company crises that get national attention and talk to the manufacturing operations people who have lived through it, they will tell you everyone should be prepared for the sudden and the smoldering crisis...it can happen to you. 15344read more >

Content Marketing Research for Manufacturing

A recent study published by The Content Marketing Institute identifies issues that manufacturing content marketers are facing. The B-to-B sector has always been known to be slightly behind the curve when compared to consumer goods, but the manufacturing side is even farther behind. The good news is that this sector is willing to try things, and this study shows that they are now identifying things that work and are focusing on improving them. One thing that definitely needs improving: too many manufacturing organizations are still talking about themselves instead of prioritizing their audience’s informational needs. While 51% of manufacturers regularly prioritize audience information needs, this number is quite a bit lower than the 73% of B2B North America content marketers who do. So, how can manufacturing marketers reverse this? 15314read more >

3 Areas To Tackle Now For Bottom Line Impact

This post originally appeared on INSIGHT2PROFIT.com. Several years ago, an Ohio-based specialty metal business made the decision not to charge for freight costs, even though their products were extremely heavy. The rationale? None of their competitors were charging, so they couldn’t either. In reality, this company was No. 1 in the industry, so all those competitors were actually just following their lead. When the company realized what was going on, it had the opportunity to change the policy for its entire industry. And so it did—collecting more than $1 million in additional revenues. Smart companies know pricing strategy isn’t just about the price on the invoice. To have an immediate impact on your bottom line without formally raising prices, here are three areas to tackle first. 1. Freight Costs If you’ve been operating for decades, your freight policies have probably been in place just as long. Maybe you don’t charge for freight at all, or fees are the same across all territories—or you charge the same as you did 50 years ago even though shipping rates have risen dramatically. To start, ask yourself: 15251read more >

International Builders’ Show (IBS/KBIS) 2020 Show Recap

By Matt Sonnhalter, Vision Architect, Sonnhalter This year’s NAHB International Builders’ Show was as robust as ever, with more than 90,000 attendees and 1,400 exhibitors packed into the massive, 60,000-square-foot Las Vegas Convention Center. The show has always been a special and important time for builders, remodelers, design professionals, architects and specialty contractors to learn and share their new ideas. Strong Educational Focus The show offered more than 150 education sessions in seven different tracks and dozens of hands-on demonstration opportunities. Examples were the “Tech Bytes” sessions, which featured two stages delivered via headphones and attendees could choose the program they wished to follow by using a switch on the headset. The topics for these programs focused on technologies that are changing the home-buying experience and how attendees can better plan their projects and business operations. Other key highlights from the educational portion of the show included the “Game Changer” keynotes which addressed critical issues in the housing industry and the “High Performance Building Zone” which offered practical demonstrations on topics like blower-door testing and rainscreen-sliding details. The Future of “Smart” Homes From a tech standpoint, one of the greater themes from this year’s show continues to be “smart” technology and digital assistants and how attendees could incorporate them into their future home building projects. The CEDIA® Technology Pavilion gave attendees the chance to familiarize themselves with hundreds of products and ideas that they could apply to their kitchen, bath, energy efficiency and other construction and remodeling projects. Another showcase for the latest in smart tech came from The New American Home® and The New American Remodel® model homes which featured some of the industry’s smartest and most energy-efficient products on the market. Some of the highlights from these models included motorized window shades, climate control solutions and in-wall touch…read more >

Marketing Minute: Trade Show Pre-Show Activities

We're in the midst of trade show season, and admittedly, trade shows can be overwhelming.  Sonnhalter is here to help. In the first installment of our series of Marketing Minute videos on trade show best practices, Matt Sonnhalter reviews some of the pre-show activities that you can take advantage of to help make your next trade show a success. From reminding your contacts through e-blasts, e-newsletters and social media and sending postcards to the preregistered  attendee list, to leveraging the editorial contacts in attendance, trade shows are great marketing opportunities when properly taken advantage of.   To view other videos from Sonnhalter, visit our YouTube channel here.   Let us know if there’s a B2T marketing topic you’d like us to cover.read more >

Benefits and Challenges of Unpaid Influencer Partnerships

by Andrew Poulsen, Content Engineer, Sonnhalter Lately, we have seen tremendous growth in the number of influencers in the trades. In fact, it has grown so much so that Sonnhalter clients are forming partnerships and relationships with these influencers much in the same way we would with traditional media. What defines an influencer can sometimes be broad, so there are categories like “micro-influencer” and “nano-influencer” that distinguish these social media content creators by the size of their audience. Many influencers make a full-time living by working with brands to make sponsored content that involves financial compensation. However, there are plenty of influencers who are slightly less established and are looking to start a relationship with a brand and are willing to make content in exchange for free product and cross promotional opportunities. Since the company is only sending product samples, unpaid influencer partnerships are great for increasing brand awareness and social media numbers when you have a limited marketing budget. Below is a real-world example that outlines some of the pros and cons of unpaid influencer partnerships. The Origin of the Campaign One of our clients had a strong reputation overseas as one of the leading manufacturers of spirit levels, laser levels, and layout tools, marking and measuring tools, but had yet to make a major splash in the U.S. We had experienced a decent amount of success in getting this client featured in many key trade publications, but with the rise of influencer marketing in the woodworking, construction and DIY markets, we thought we could gain more traction with our time by exploring this new, grassroots approach. We wanted a better method for conveying the client’s product ingenuity in a way that was more interactive and visual. We figured that the quickest way to grab the attention and build…read more >

Manufacturers: How Are You Getting Closer to Professional Tradesmen?

By John Sonnhalter, Founder, Sonnhalter Beyond the normal marketing tactics you do, what are you doing to get closer to your contractors and LISTEN to what their issues are? May I suggest a tradesmen council? You all have brand advocates out there, why not get them together a few times a year? By doing so, you can get a better sense of what’s happening in their world and what keeps them up at night. It's also an opportunity to run new product ideas by them before putting them into production. If you make the meetings about them and not you, the outcome will be more positive. You know these guys talk to each other either through social media and forums or at trade events. Meetings can be planned around major trade shows or association meetings. You’d simply invite them to come in a day ahead of time for a half-day meeting. I’d also suggest that some of the meetings be held at your location (at your expense) so they get to meet other members of your team. Keep these meetings on track with an agenda that includes issues they want to talk about as well. There also should be action items coming out of each meeting where they can see that you actually did listen and are taking some action. Note that all action items don’t have to have a positive resolution, but the council needs to know that you at least took it under consideration. Other than the ultimate end user, do you sell through independent reps and or distributors? These should be on your radar screen to get closer to as well. Rep and distributor councils can also reap great results. Reps are in the trenches daily and can give you valuable insights not only on the end…read more >

The State of SEO In Industrial Marketing

Today, most industrial marketers understand that their company’s website entails more than a nice-looking, professional site that is informative and responsive. SEO is an important component to generate traffic to your site and shouldn’t be neglected. SEO is a constantly growing and evolving marketing tactic. Industrial marketers must optimize pages for key words and build links, and today, more than ever, make high-quality content available for improving search engine rankings. Search engines are continually changing and upgrading their algorithms, creating almost a mystique about when it comes to the best tactics to employ. GlobalSpec recently set out to find out how industrial marketers feel about SEO. It conducted a survey examining the challenges, spending and content production processes. According to the survey results of industrial marketers: 72% actively produce content for SEO purposes in their organizations 57% do not have any employees dedicated to SEO 45% expect their spending on SEO to increase over the next 12 months 19% are unsure of which SEO strategies work A summary of the results is illustrated by GlobalSpec’s “The State of SEO in Industrial Marketing” infographic. The in-depth survey is available for download here. Want more info about SEO in industrial marketing? Read blog post SEO Checklist or listen to podcast SEO in Manufacturing: 3 Things You Need To Be Doing.read more >

How to Use Content to Reach Contractors

By John Sonnhalter, Founder and Rainmaker Journeyman, Sonnhalter We all want to get our message in front of contractors. In order to get more mileage out of your content, you need to tie it to your strategy. We need to help contractors with solutions to their problems, a better technique or tool for the job. A different process that will save time and money. Online training for their workers. We’re all so concerned on getting our message out that we sometimes miss other opportunities to use the same content (message) and deliver it differently. I recently read a post by John Jantsch, 10 Ways to Use One Piece of Content, that brings this into perspective. Contractors get their info in several formats. Have you tried any other ways of delivering your message? Here are some highlights from John’s post: Turn your content into a series of videos that the sales team can send out on an individual basis Do a webinar and feature it on your website Develop an infographic and send it out in an e-blast Testimonials. Locate contractors who are already happy customers to give you testimonials, either written or on video. You don’t need more content – you need the right content in the right context. Want to read more about content for contractors? How To Repurpose Content for Contractors 5 Ways to Engage Professional Tradesmen Using Content Marketing  read more >

Sonnhalter Honored with Multiple PRSA Rocks Awards

Marketing firm wins gold award in “Brand and Reputation” category on behalf of Kapro Tools and bronze award in “Media Relations: Trade” category on behalf of Weldcote. CLEVELAND – December 2019 – Sonnhalter, a communications firm marketing to the professional tradesman in the construction, industrial and MRO markets, received a gold award in the “Brand and Reputation” category and bronze award in the “Media Relations: Trade” category at the 17th Annual Public Relations Society of America’s (PRSA) Cleveland Rocks Awards competition. Sonnhalter received the gold award in “Brand and Reputation Management” for the U.S. influencer program it launched for Kapro Tools, a manufacturer of spirit levels, laser levels, and layout tools, marking and measuring tools. Sonnhalter worked strategically in finding and pitching woodworking, DIY and contractor influencers in the U.S. and Canada who would be willing to use Kapro products on upcoming builds and give honest opinions on the product’s features. Sonnhalter drafted personalized letters to accompany each package of Kapro product samples. Within the first year of Sonnhalter fully implementing Kapro’s influencer program, the number of Kapro’s Instagram followers has more than tripled. Without ever paying more than the costs of shipping free products, Kapro has greatly increased its presence and credibility across many crucial online communities. Sonnhalter received the bronze award in the “Media Relations: Trade” for its trade industry media presentation at FABTECH 2018 for Weldcote, a welding products manufacturer. Weldcote was exhibiting for the first time at FABTECH, a large, industry trade show, so Sonnhalter developed a plan four months before FABTECH 2018, identifying the tactics, messaging and budget and presented it to Weldcote. Sonnhalter invited trade media attending the show that cover the welding/fabricating industry to a media event arranged at Weldcote’s booth after show hours. Weldcote received immediate product coverage in industry trade publications…read more >

Skills Gap Awareness: Are We Making Progress?

By Rosemarie Ascherl-Lenhard, PR Foreman It’s been a while since we talked about one of our hot buttons: the ongoing skills gap in manufacturing and the trades. It’s good to see that the topic is very much alive and getting continual, positive coverage in the media. Are we slowly experiencing a shift to bring young people back into skilled traded positions? Is the stigma for blue collar positions slowly lifting? Plenty of industry leaders are doing their part to help bring awareness. Lincoln Electric recognizes this issue and is leading the challenge to change the perception of manufacturing jobs, which as CEO Christopher Mapes points out, “When people think about welding, they typically don’t think high-tech. Instead, they picture workers with their heads enveloped in welding helmets. That’s not what welding is today…Welding is robotics. It's metallurgy. It’s software engineering.” Read more about Lincoln’s initiatives for tackling the skill gap here. Skilled trade’s biggest proponent, Dirty Jobs’ Mike Rowe, who recently published, “The Way I Heard It,” believes, “The skills gap today, in my opinion, is a result of the removal of shop class and the repeated message that the best path for most people happens to be the most expensive path.”   While 40 years ago we needed more people to get into higher education, the pendulum swung so far in the direction of promoting higher education, that it has alienated an entire section of the workforce, skilled trades. With 7.3 million skilled jobs unfilled in our country (and 1.6 trillion in debt from higher education), we desperately need the pendulum to swing back. It seems the messaging is starting to get through. This recent article articulates how trade schools are now touting how blue-collar professionals such as plumbers, electricians and mechanics make more money than workers whose roles…read more >

Marketing Minute: Trade Show Leads and Inquiries

When you return from a trade show, do you have a plan in place for handling the leads and inquiries that your company received? Join Matt Sonnhalter for the latest Marketing Minute. Learn several helpful strategies for handling all the leads you may have received while attending a trade show. Matt addresses prioritizing leads, following up with the press and evaluating your presence with your team. To view other videos from Sonnhalter, visit our YouTube channel here and let us know if there’s a B2T marketing topic you’d like us to cover. https://youtu.be/iUmQ1c-w5gE  read more >

Are You Attending STAFDA in Nashville This Week?

Are you attending the STAFDA Show in Nashville this week? If so, check out our exclusive Insider’s Guide to Nashville and use this guide to help you get around the "Music City"  during your free time. • Want to know where the locals like to eat barbecue and hot chicken? We have the insider information from our friends in Nashville. • Need tips on nightlife and sightseeing? It's not just honkey-tonk and saloons. It's a great place to check out one of the countless live music venues. We made a list of shouldn’t-miss recommendations. • Have you ever driven in Nashville? We have you covered with taxi and limo services. See you downtown at the Music City Center…or at one of the great places in our guide!read more >

How Can Manufacturers Get the Most Out of Their Marketing?

By Matt Sonnhalter, Vision Architect, Sonnhalter Being able to accurately show how well your efforts impacted a company’s bottom line is one of the biggest challenges marketing teams face every year. For years, the easiest indicator of a marketing team’s success was measured mostly in sales and lead generation. But with the rise of content marketing, influencer relations and social media in marketing plans, it’s sometimes difficult to accurately quantify exactly how all these tactics improve ROI. Regardless of where you stand on the value of these tactics, even the most stubborn skeptics will need to face the reality that content marketing, social media and other tactics for the digital age are here to stay. Unfortunately, most marketing budgets have yet to catch up with the financial and personnel resources necessary to successfully utilize these tactics. Many of these challenges and concerns were addressed in IEEE GlobalSpec’s “Trends in Industrial Marketing Survey,” which surveyed 326 marketing and sales professionals in the industrial sector on marketing trends within the engineering, technical, manufacturing and industrial communities. Here are some of the most interesting tidbits from the survey: Breakthroughs in marketing analytics have made it easier to calculate the ROI of a company’s marketing efforts. “Marketers are under steady pressure to demonstrate ROI for their marketing programs. The need to improve ROI is one of the top challenges industrial marketers face. To meet this challenge, marketers use leads as their number one measure of success. But generating high-quality leads for sales is also one of the top marketing challenges. This may sound like a vicious cycle, and some marketers would agree, but the point is that measurement matters. Other measures of success include customer acquisition and sales attributed to marketing campaigns. Marketing automation software, which can improve tracking and measurement capabilities, is used…read more >

Influencer Relations: Is It Right for Your Brand?

By Rosemarie Ascherl-Lenhard, PR Foreman Recently, you’ve been hearing a lot about “Influencer Marketing” or “Influencer Relations.” But what exactly is it, how does it work and is it right for your company’s marketing strategy? Sometimes referred to as the “new media,” a comprehensive marketing communications strategy often will include influencer relations as a tactic for expanding a brand’s awareness. What is an influencer? An influencer is someone that has a large social media following and actively engages with its audience to “influence” them on his or her opinions. While “influencer” might conjure up ideas of Kim Kardashian touting the latest waterproof eyeliner or designer handbag, there are influencers in the industrial, manufacturing and contractor space, as well. While some of these influencers might not boast the same Instagram audience numbers as Kardashian’s 149+ million followers, their audiences can be very significant for the market they are in. A large social media following can be relative. Nano influencers, with 1K to 10K followers, have small, niche and highly engaged audiences. Micro influencers, the next tier up, with 10K to 50K followers, are often the most informed opinion leaders in their niches and typically have a very engaged community of followers who rely on (and trust) their content. If you are a nano/micro influencer in a niche market such as woodworking, developing relationships with companies that are promoting the tools or supplies you use can be mutually beneficial for both parties. For the influencer, it provides the opportunity to be the first to experience innovative products and share their experiences and opinions with their followers, providing appealing content that keeps their followers enthralled and looking for more. For the brand marketing products, it provides an authentic, engaging opportunity to get your products or services endorsed by an opinion leader and visibility…read more >

Updated Sonnhalter Electrical Market Overview Now Available

Information on electrical market codes, standards and certifications, key trade shows, industry associations, buying groups, training providers, top distributors, industry publications, blogs, online forums and more.   At Sonnhalter, we pride ourselves on working only in the B2T, or Business-to-Tradesmen, industry. And that means not only being up to date on what our clients are doing, but with their industries as well. To that end, we have developed comprehensive Market Overviews for relevant industries, and continually update them. Our latest update is for the electrical market. Please feel free to download, review and share, and if you have any questions, contact us. Sign up for our updated Sonnhalter Electrical Market Overview here.    read more >

Are You Considered a “Trusted Authority” in Contractors’ Minds?

By John Sonnhalter, Founder, Sonnhalter We all want to be recognized as leaders in our respective fields and in today’s world the current mantra is to be that “Trusted Authority.” To be a recognized leader in your field is not an overnight sensation. It takes time and you need to deliver more than just bells and whistles. Mark Buckshon from Construction Marketing Ideas discusses this very topic. He uses the example of Frank Lloyd Wright’s role in leading architecture to a new level in his day. Wright truly was considered a trusted authority, and if you wanted a second opinion, you’d just have to ask him. Not everyone agreed with him, but they respected him.     Time is one thing we have little of, yet it’s what it takes to position yourself and your company as the industry expert. Wisdom comes from experience and experience is gained over time. Much of your credentialing may come from the school of hard knocks. But that’s OK. We should learn from our failures and missteps. Learn to share your expertise and solve problems instead of trying to sell contractors stuff. With social media, we no longer control the message or where or when it will be delivered. You need to learn to share your experiences via storytelling as opposed to a sales pitch. Show your expertise by telling contractors how you helped others solve a problem or gave them a better way of doing a job that resulted in them making more money. To become a true authority, you need to deliver results beyond the ordinary. If you do this, you’ll be able to grow your business through referrals and repeat business. Contractors are very loyal, and they talk among themselves, so let’s make sure what they are saying about your company is good. It’s a never-ending battle. You need to…read more >

Manufacturers: Avoid These Three Frequent Failures of a Product Launch

Today we have a guest post from MAGNET (The Manufacturing and Growth Advocacy Network) organization that has a mission for helping manufacturers grow and compete in Northeast Ohio, especially the 98% of startup to medium-sized manufacturers that drive our economy. MAGNET rolls up its sleeves to provide hands-on support ranging from new product design to operations and brings education and business together to create tomorrow's manufacturers.  Did you know 70% of all new product launches fail? While manufacturers may feel a sense of urgency to introduce a new product or service to market, testing thoroughly before launch can mean the difference between success and failure. After all, simply launching a new product will not guarantee its success. So whether you’re in the ideation phase of a new innovation, or zeroing in on your promotion plan, you’ll want to take into consideration these frequent failures of a product launch. Lack of Market Understanding Why do so many products fail? The answer is simple: failure to understand the market. Misunderstanding the market is equal to destroying a product before launching it. We’ve all heard the old adage “If you don’t have time to do it right the first time, why do it at all?” Instead of rushing to get several products to market with incomplete research, sales support, or inventory, manufacturers should consider planning for a few, well-thought out products in a given time period for higher profit margins and faster growth. Read more.read more >

Sonnhalter Adds Cleaning Technologies Group as New Client

CLEVELAND – August  2019 – Sonnhalter, a communications firm marketing to the professional tradesman in the construction, industrial and MRO markets, announces Cleaning Technologies Group (CTG) as one of its newest clients. Founded more than a century ago, Cleaning Technologies Group is the industry leader in parts cleaning equipment and ultrasonic cleaning equipment for a vast number of applications. CTG provides parts cleaning equipment of various designs, including rotary basket and conveyor machines, benchtop cleaning systems, ultrasonic cleaning components and robotic cleaning systems as both pre-engineered platform products and custom designed systems. The company is comprised of three divisions, Blackstone-NEY Ultrasonics, Ransohoff and CTG Asia. “We at CTG proudly stand behind our expertise and processes, but we wanted to partner with an agency that could work with us to revamp our brand to increase our visibility in the industry,” said Dave Melton, marketing manager at Cleaning Technologies Group. “Sonnhalter possessed the industry experience to develop key marketing initiatives that will leverage our leadership and innovation in a way that’s both modern and cohesive.” Together, Sonnhalter and Cleaning Technologies Group look to create an open-ended plan for marketing support that will cover a variety of services, including creative messaging, media planning and public relations. “Cleaning Technologies Group is a company with a storied history, an expansive list of cutting-edge technologies and a footprint in nearly every industrial market,” said Matt Sonnhalter, vision architect at Sonnhalter. “We are excited to have the opportunity to work with them to further its presence as an industry leader and utilize new marketing tactics that are as up-to-date as the solutions it makes.” About Sonnhalter Established in 1976, Sonnhalter is the leading B2T marketing communications firm to companies that target professional tradesmen in construction, industrial and MRO markets. Sonnhalter is located in the historic Brownell Building…read more >

Thousands of vocational programs, many ways to connect

By Rosemarie Ascherl-Lenhard, PR Foreman, Sonnhalter We're in the midst of back-to-school season--which prompted us to update our vocational education database. And with the ongoing concern about our nation’s skills gap, the option for choosing an education to pursue a vocational career is certainly an attractive one. With plentiful skilled labor jobs to fill, trade jobs pay very well (sometimes better than four-year college degrees) and don’t saddle students with hefty student loans. We originally released our extensive vocational education database in 2015 after conducting extensive research on thousands of vo-ed programs across the country. When we updated the list in 2017, we added about 1,000 new programs, separating them out by state tabs and standardizing the descriptions to make it even easier to search, sort and use. Our most recent update features nearly 980 schools across the country, not including satellite or branch locations of each. There are almost 4,700 programs, offering different types of degrees or certifications. The types of programs include construction, electrician, robotics, welding, HVAC, plumbing, machine tool technology, among others. A separate tab for national programs and resources is also included. Why would a marketing communications firm take the time to create and update such a resource? We hope our tool helps to bridge the gap between manufacturers and educational programs. The database serves as a useful tool for companies looking to implement more grassroots campaigns to recruit the next generation of professional tradesmen. There are numerous ways to take advantage of a tool like our database. Here are a few suggestions of how to make our work, work for you. 14840read more >

Sonnhalter Partners With Habitat for Humanity for Tenth Annual Tool Drive

Donate extra inventory, demo models, tools and building materials that are no longer needed during the month of August to support Habitat for Humanity. CLEVELAND – August 1, 2019 – Sonnhalter, a communications firm marketing to the professional tradesman in the construction, industrial and MRO markets, is partnering with Habitat for Humanity again for its Tenth Annual Sonnhalter Tool Drive. From Thursday, August 1 to Saturday, August 31, organizations, businesses and manufacturers are encouraged to donate extra inventory, demo models, tools and building materials to the Sonnhalter Tool Drive to benefit Habitat for Humanity’s cause and its efforts of eliminating substandard housing. Affiliates of Habitat for Humanity individually work with participants to sponsor fundraising activities such as tool drives. The Sonnhalter Tool Drive strives to engage businesses and organizations to look through warehouses for extra inventory and overstocked tools or items, as well as the community to look through their workbenches, storage lockers, basements and garages for duplicated or no-longer-needed tools and items to donate.   “At last year’s Tool Drive, we were excited by the community’s response in donating more than $31,000 worth of tools, building materials, appliances and other items, bringing the total to more than $250,000 donated since our efforts began in 2010,” said Matt Sonnhalter, vision architect at Sonnhalter. “In our tenth year, we’re looking forward to exceeding last year’s total. We are once again counting on the generosity of our community as well as businesses to clean out their extra inventory, overstocked materials and demo models, and donate to this very worthy cause.” Sonnhalter partners with Greater Cleveland Habitat for Humanity for its annual Tool Drive. Greater Cleveland Habitat for Humanity has completed more than 250 homes since 1987 and today, engages over 3,000 volunteers, who provide more than 93,000 hours of service per year…read more >

3 Tips on Maintaining Good Relationships with Contractors

By Matt Sonnhalter, Vision Architect, Sonnhalter The cost of acquiring a new customer can be up to five times greater than keeping an existing one.   Unless you have a unique product that no one else has, you have to compete with someone for the business, and part of that process is building good customer relationships. Contractors, for the most part, are loyal as long as your product delivers on its promises and you don’t treat them like dirt. Bottom line is, if you treat them right, they’ll be customers for life. Not only will they continue to be a customer, but they will become an advocate for your brand. Contractors talk to each other and believe me, if your product doesn’t deliver on its promises, word will spread fast. Here are three ways to cultivate strong relationships with professional tradesmen: Stay in touch. E-mail is probably the best and most cost-effective way to this. Make them feel important, even if it’s a quick e-mail to say “thanks for your business” or a follow-up note from customer service after they helped out with a problem. It will pay off long term. 14808read more >

Pricing Challenge: Actual Versus Plan

This post originally appeared on INSIGHT2PROFIT.com. Welcome back to INSIGHT2PROFIT’s 2019 Pricing Challenge! Each article covers a common pricing challenge faced by businesses and provide some tips to help improve your profitability.   Now that we’re about halfway through 2019, let’s talk about the plan you set for the year. How have you performed thus far relative to your plan? If your performance hasn’t matched your financial projections for this first part of the year, what happened?  Maybe you’ve looked at your financial reports, and you see that your customer or product mix isn’t what you were expecting, or that you have been impacted by tariffs, and your profitability has suffered because of it. That’s a start – having a rough idea of the shortfall – but you need to get to the root causes. Has a shift in your mix driven down margin rates? Are you falling short of plan due to a volume slowdown, or are pricing shortfalls eroding your revenue growth? How does that vary by market segment or by salesperson? Analyzing the gap down to the customer-SKU level can yield clear, actionable intelligence about your problem. Well-run businesses have a strategy, and the budget is the road map to execute it. Planning at the same level of granularity as your sales allows for a healthier understanding of what’s happening within your business, why, and how to act. By having a detailed budget, you are creating a source of accountability for your team and a path for success for your business. Accurate revenue planning and measurement is tough to do, but it’s one of our specialties. Every engagement includes strategy, a client-specific model, a detailed plan and road map to execute it, and measurement to achieve the set goals. All while leveraging our DRIVE technology platform. To learn more about how your company…read more >

Manufacturers: Why Customer Service Is So Important In Serving the Tradesman

By Matt Sonnhalter, Vision Architect, Sonnhalter We’ve talked much over the years about customer service and how important it is to resolve issues. And, we’ve also addressed the issue that customer service is everyone’s responsibility, from sales through tech support. Customer service is really all about your customers’ total experience. This is true in our relationships with distributors as well as contractors. Manufacturers need to be careful, especially when business is on the uptick and attention to detail may come in second to short-term sales increases. Don’t take your distributor and tradesman for granted. There’s always someone out there that can identify contractor’s needs and deliver—and it won’t necessarily be based on price or delivery—but on the total customer experience. This article in HVACR Business by Jim Baston stressed, once again, how important customer service is in the big picture. Jim’s article is focused on the HVACR service business, but his points can be transferred to the manufacturing sector as well. Jim breaks it down into five dimensions of service: Reliability: Your ability to dependably and accurately deliver as promised. Assurance: Your ability to convey trust and confidence. Tangibles: Your personal presentation and the condition of the physical facilities and equipment. Empathy: Your ability to demonstrate a high degree of caring and individual attention. Responsiveness: Your willingness to promptly and courteously respond to customers’ needs. As manufacturers, you need to understand your customers’ (distributors and contractors) needs. Remember that everyone in your company is in customer service. If you haven’t asked your customers what their needs are recently, maybe you should. Things change and their priorities might have too. Focus on what matters to them. If you like this post you may want read: Manufacturers: Are you keeping up with your customers expectations? Customer Service: What Are You Doing to Retain Customers?read more >

Updated Sonnhalter HVAC Market Overview Now Available

Information on HVAC market codes, standards and certifications, key trade shows, industry associations, buying groups, training providers, top distributors, industry publications, blogs, online forums and more.   At Sonnhalter, we pride ourselves on working only in the B2T, or Business-to-Tradesmen, industry. And that means not only being up to date on what our clients are doing, but with their industries as well. To that end, we have developed comprehensive Market Overviews for relevant industries, and continually update them. Our latest update is for the HVAC Market. Please feel free to download, review and share, and if you have any questions, contact us. Sign up for our updated Sonnhalter HVAC Market Overview here.read more >

Best Practices for Dealing with Negative Feedback on Social Media

By Andrew Poulsen, Public Relations Technician, Sonnhalter When social media was in its dinosaur days, the technology’s potential seemingly capped out at reconnecting with old friends who live abroad, or more commonly, sharing with your peers that you were having a taco salad for lunch. Few would’ve predicted that social media would become not just a helpful, but an essential tool for companies to connect with customers in ways that are faster, easier, cheaper and more personal than almost any other asset within a marketing strategy. Social media allows companies to speak with customers directly and display trust and accountability in ways that did not exist 20 years ago. However, for companies new to these platforms or unfamiliar with the volatile nature of Internet commenters, seeing countless strangers saying hurtful and profane things about your products or services in real time can be jarring, if not infuriating. Uncomfortable as it may be, these kinds of comments are inevitable. Even the most beloved brands in the world have comment sections filled with negativity from disgruntled commenters and trolls. The reality is that there is no way to avoid negative comments and reviews, but by internalizing some of these best practices, you can learn how to maintain an even keel and turn some of these upset commenters into lifelong customers. Be quick to respond, even if you don’t have an immediate answer Customers who leave negative feedback are often coming from a place of disappointment or unmet expectations. The last thing you want to do is make them feel like you are avoiding them or as if their opinion doesn’t matter. If someone comments on an issue they have with your business, publicly reply to the comment immediately, even if it is just to say, “Can you please email or message us…read more >

3 Technology Trends Transforming Manufacturing

Today we have a guest post from MAGNET (The Manufacturing and Growth Advocacy Network) organization that has a mission for helping manufacturers grow and compete in Northeast Ohio, especially the 98% of startup to medium-sized manufacturers that drive our economy. MAGNET rolls up its sleeves to provide hands-on support ranging from new product design to operations and brings education and business together to create tomorrow's manufacturers. The widespread adoption of technology is indisputably transforming manufacturing operations. But before manufacturers jump right in and fight for technology implementation and adoption, it’s important to understand how certain techs can work, how they’re used, and what benefits they may reap. MAGNET details three common technology trends that are impacting manufacturing processes: 1. Expansion of the Industrial Internet of Things (IIoT) 2. More Emphasis on Cybersecurity 3. Continued Push for 3-D Printing To read the entire post and download MAGNET's 2019 State of Northeast Ohio Manufacturing Report, click here.read more >

Why Should You Use Social Media in New Business Development?

In the traditional sales model, we identify our prospects and then use several tactics to get in front of them, qualify them and ultimately sell them. But, what about all the other potential users of your product or service that you don’t know about? Yes, some of them may find you through a referral or make their way to your website, but there are many more that may not ever know that you exist. In most cases, especially for manufacturers who are selling more complicated products, there is a sales funnel you need to take prospects through before they are ready to buy. That’s great, but that only works if you’ve identified the potential sale. Think of social media as your silent salesman. It’s out there bird dogging for you and taking a potential customer through some of the initial stages of the selling cycle. Social media is a great way to connect with prospective buyers because they will find you based on what they are searching for (what kind of problem they are looking for a solution for) on the web. It allows you not only to connect, but to start a conversation. It allows them to get a better feeling for the company and how you go about helping people. In other words, you start building the “know, like and trust” model that comes with any sale, especially to new potentials. Social media is a great way to educate prospective buyers because of all the tools you have available: Blogs, Forums, YouTube, LinkedIn, Facebook, Instagram and Twitter. All are platforms for you to add value to the conversations by giving them great content, and it starts establishing you as an expert they can count on. Social media is a great way to collaborate with potential buyers because of…read more >

Sonnhalter and Viega Honored with PRSA Rocks Award

Marketing communications firm wins silver award in the “feature article” category for its article on the subject of water quality. CLEVELAND – May 2019 – Sonnhalter, a communications firm marketing to the professional tradesman in the construction, industrial and MRO markets, received a silver award in the “feature article” category at the 16th Annual Public Relations Society of America’s (PRSA) Cleveland Rocks Awards competition. The feature article, “Go with the Flow: Best Practices for Maintaining Water Movement in Plumbing Systems,” was written in collaboration with Viega, a leading manufacturer of pipe fitting installation technology. In 2018, Sonnhalter targeted and reached out to a top trade publication in the plumbing industry and pitched a feature article on the subject of water quality. Once accepted, Sonnhalter interviewed and collaborated with Viega personnel to develop an article that focused on how to reduce the spreading of water system-related illnesses. The winning feature article outlined a number of best practices for maintaining water flow and temperature with the intention of informing plumbing system designers and installers of some of the new ways to combat the risk of waterborne diseases. 14605read more >

Updated Sonnhalter Plumbing Market Overview Now Available

Information on plumbing market codes, standards and certifications, key trade shows, industry associations, buying groups, training providers, top distributors, industry publications, blogs, online forums and more.   At Sonnhalter, we pride ourselves on working only in the B2T, or Business-to-Tradesmen, industry. And that means not only being up to date on what our clients are doing, but with their industries as well. To that end, we have developed comprehensive Market Overviews for relevant industries, and continually update them. Our latest update is for the Plumbing Market. Please feel free to download, review and share, and if you have any questions, contact us. Sign up for our updated Sonnhalter Plumbing Market Overview here.read more >

Marketing Minute: Using an Integrated Marketing Campaign

Running a successful marketing campaign requires a number of different tactics, not just one "silver bullet." Join Matt Sonnhalter for a Marketing Minute and learn how your company can get the most results out of your marketing efforts by using an integrated campaign.   To view other videos from Sonnhalter, visit our YouTube channel here and let us know if there’s a B2T marketing topic you’d like us to cover.read more >

How to Repurpose Content for Contractors

by Matt Sonnhalter, Vision Architect, Sonnhalter For those of you who might be looking for ways to generate more awareness and conversations, generating new content may not be your only option. It makes sense to use other social media outlets as a way to get your existing messages out. To achieve higher reader engagement you need to know your audience, their habits and pain points. Different social media outlets reach people differently. So whether you’re looking to repurpose existing data or convert outdated info, consider delivering them in smaller bite size pieces using alternative avenues. Looking for ideas on how to do this? This article in Social Media Examiner, “19 Tools to Create Social Media Content,” shows you ways to repackage existing material and use other social media outlets to get the message out. They outline several ways and give examples of tools to use. Here are some highlights that I think manufacturers could use in reaching the professional tradesman: Present your business via video. Tell your story, not the corporate one, but the one that talks about ways to come up with solutions to help contractors do their jobs better. Use infographics. They are 30 times more likely to be read than pure text. People like visuals and are more likely to share them. Convert long form content into slides. Use existing presentations and break them up into smaller groups. You can use them as PowerPoint presentations or there are programs that will easily allow you to incorporate animation. Use podcasts to share your voice. Podcasts are one of the fastest growing mediums for social media and it comes as no surprise. Interview contractors and talk about the newest technologies. I’m sure you can come up with a multitude of topics to cover.  read more >

Sonnhalter Continues Support of Cuyahoga Community College With Annual Scholarship for School’s Construction Program

Agency’s fifth annual scholarship donation toward construction program adds to its longstanding relationship with trade professionals. CLEVELAND – April 2019 – Sonnhalter, a marketing communications firm to the professional tradesman in the construction, industrial and MRO markets, continues its support of Cuyahoga Community College’s (Tri-C) “Construction Program Scholarship” with a $2,500 donation. This marks the fifth year in a row Sonnhalter donated to the program. With more than 5,000 students enrolled, the construction apprenticeship program at Tri-C is one of the largest of its kind and helps students learn a valuable trade within the construction industry through quality assurance, drawings, project management, scheduling, problem solving and communication. “On behalf of Cuyahoga Community College, we are very grateful for Sonnhalter’s continued generous support,” said Megan O’Bryan, vice president, development and president, Tri-C Foundation. “This gift helps students realize a dream that otherwise may not have been possible by providing scholarships which are an essential tool in ensuring access to the education and training our students will need to work in the construction industry. Thank you for making a difference in the lives of Tri-C students.” Students receive up to 250 hours of classroom instruction, as well as up to 1,600 hours of on-the-job training. During their apprenticeship, students have the opportunity to earn wages and learn from experienced union workers and vocational instructors. Students who complete certification in the program will have the skills to take on careers that include cost/quantity estimating, project scheduling and CAD technician work. “With the construction scholarship, I was able to improve my skills and enter into the Carpenters Apprenticeship Program,” said Brian, a 2019 pre-apprenticeship training graduate at Cuyahoga Community College. “Each year, Sonnhalter is pleased to extend our support for this program and all the work it does to shape the minds of future…read more >

Pricing Challenge: Price Leaks

This post originally appeared on INSIGHT2PROFIT.com Welcome to INSIGHT2PROFIT’s 2019 Pricing Challenge! Each month we’ll discuss a common pricing challenge faced by businesses and provide some tips to help improve your profitability. First up, let’s talk about price leaks. You’ve set your product pricing, but after considerations like discounts, freight costs, program allowances, rebates and payment terms, how much of that price actually reaches your bottom line? Today we’ll look at how just one factor – expedited orders – can dip into your profit margin and how you can quickly address that challenge.   Has this ever happened to you? Your customer calls and says they need their product in three days instead of the usual two weeks. You jump through hoops to make it happen – interrupt your production cycle, delay other customers’ orders, pay extra for freight, pay overtime – and you do it for free to keep your customer happy. You just offered your customer tremendous value; you should be getting paid for it. How might you go about making that happen? First of all, ensure your customers have a clear understanding of what your standard lead time is. If they ask about expediting, and your production team says it’s feasible, let your customer know there will be an associated surcharge. Based on our historical tracking of expedited order requests, one of two things will happen: You’ll save money. When faced with a fee, about half of your customers will decide they don’t actually need the order that quickly and can deal with the regular lead time. You neither disrupted production nor incurred additional expenses to meet a need that wasn’t real. You’ll make money. The other half of your customers will appreciate that you offer the option to expedite orders and will gladly pay the surcharge,…read more >

Spring Clean Your Social Media

By Rosemarie Ascherl-Lenhard, PR Foreman Since the social media scene developed years ago, it’s become cluttered. There are accounts on all social platforms that sit, gathering dust for years. Do any of those accounts belong to you or your company? Thanks to Marie Kondo’s recent popularity, we’ve become obsessed with decluttering and organizing, so we thought it might be a good time of the year for a little spring cleaning of your social media. By now, most companies have several social media accounts that have been running for quite some time and even a few accounts that have shut down (Google+) or become less relevant as a social media platform (Flikr). It doesn’t take much time to conduct a quick audit of your social media platforms and get back on track, if you know what to do. Here are a few pointers to get you started. 14552read more >

Updated Alternative Energy Market Overview Now Available

Information on the alternative energy market, from key trade shows and industry associations, to training providers, codes and standards, industry publications, online resources and more.  At Sonnhalter, we pride ourselves on working only in the B2T, or Business-to-Tradesmen industry. And that means not only being up to date on what our clients are doing, but with their industries as well. To that end, we have developed comprehensive Market Overviews for relevant industries, and continually update them. Many of our clients know they need to get into the “green” arena but do not know how to approach it or how to bring value to the “green” market. Our updated, 28-page overview of the alternative energy industry (focusing on certain segments within the larger context) can be used as a means of educating and planning for the types of products and services needed in the future. The overview covers the following segments of the Alternative Energy market: • BioMass/BioFuels/BioProducts • Geothermal • Hydropower • Solar • Wind Please feel free to download, review and share, and if you have any questions, contact us. Sign up for our updated Sonnhalter Alternative Energy Market Overview here.read more >

Blogs and Forums for the Professional Tradesman

There are around 505 million blogs in the world today and not all are created equal. So, how do you identify and communicate with the right blogs and forums to get in front of professional tradesmen? The first question to ask yourself is: are your products or services applicable to your end users using social media? If the answer is “yes,” then your goal should be to do comprehensive research to identify the right communities, monitor them and jump in and get involved in the conversations. As you get involved in these conversations on social media, keep this in mind: Your brand can be affected positively or negatively. You don’t control the message. Your brand depends on the “loyalists” who are passionate about your brand. Key blogs or social media sites are authored by thought leaders from your industry. Social media demands transparency, so be honest in your engagement.   Here are a few sites that may be of interest to brands attempting to reach and interact with the professional tradesman: 14451read more >

Sonnhalter and One Hour Heating & Air Conditioning Honored with Silver Davey Award for Integrated Campaign

Marketing communications firm and One Hour Heating & Air Conditioning received a Silver Davey Award in the business-to-business integrated campaign category. CLEVELAND – March 2019 – Sonnhalter, a communications firm marketing to the professional tradesman in the construction, industrial and MRO markets, received a Silver Davey Award in the 14th Annual International Davey Awards competition. Sonnhalter accepted the award in the business-to-business integrated campaign category for the “Shouldn’t We Be Talking?” personalized road trip campaign it developed with One Hour Heating & Air Conditioning. Sonnhalter worked with One Hour Heating & Air Conditioning to create a personalized, integrated campaign to connect with business owners to discuss the potential benefits that they would gain from joining the One Hour franchise. With the objectives of gaining interest among prospects and softening the idea of becoming a franchisee, Sonnhalter used the simple concept of sitting down over a cup of coffee to broach a difficult topic with the theme, “Shouldn’t We Be Talking?” The theme was intertwined throughout all the touch points of the campaign and culminated in the salesperson bringing a thermos of hot coffee to the meeting. The campaign consisted of several touch points that were personalized to communicate local market knowledge and insights and secure an in-person meeting. Communication tactics for the campaign included phone calls, emails, postcards, 3D mailings of coffee mugs and social media. “Converting a business into a franchise of a national brand can be a hard and stressful decision, so the campaign’s goal was to make that experience feel more honest and conversational,” said Matt Sonnhalter, vision architect at Sonnhalter. “Both Sonnhalter and One Hour are very pleased with the rise in opportunities that stemmed from this campaign and are honored to be awarded for our efforts.” The Davey Awards honor the finest creative work from…read more >

Should Your Company Start a Blog?

Join Matt Sonnhalter for a "Marketing Minute" and learn the pros and cons of starting a blog as part of your company's marketing strategy.     https://www.youtube.com/watch?v=vhlFipdzA6w To view other videos from Sonnhalter, visit our YouTube channel here and let us know if there's a B2T marketing topic you'd like us to cover.read more >

Sonnhalter Adds Weldcote as New Client

CLEVELAND – January  2019 – Sonnhalter, a communications firm marketing to the professional tradesman in the construction, industrial and MRO markets, announces Weldcote as one of its newest clients.  Weldcote was founded in 2006 by Bill Roland and John Pandorf, two industry veterans with more than 65 years of experience. Weldcote manufactures and distributes high-quality welding supplies, including abrasives, consumables, production alloys, auto-darkening welding helmets and various tools and accessories. With its recent acquisition by Zika, new product offerings are continually being added. “Our vision as a company is not to compete with the ‘titans’ of our industry, but rather supplement and expand the offerings that are not being provided by those larger firms,” said Joe O’Mera, CEO of Weldcote. “We believe having a niche-minded agency like Sonnhalter will help us leverage our innovative product offerings by using the best possible channels.” Sonnhalter assists Weldcote in a number of public relations objectives, including developing press releases, organizing media events, drafting and placing feature articles in key trade publications, providing trade show support and maintaining media relations on a daily basis. “Weldcote is a company that has recently experienced a lot of success, and we look forward to utilizing our industry expertise to put them in the best position possible in getting the word out on all the exciting things to come in the near future,” said Matt Sonnhalter, vision architect at Sonnhalter. “We are pleased to be working with Weldcote and to increase visibility for its innovative line of products.” 14441read more >

Updated Construction Market Overview Now Available

Information on construction market trends, key trade shows, industry associations, buying groups, training providers, top distributors, industry publications, blogs, online forums and more.   At Sonnhalter, we pride ourselves on working only in the B2T, or Business-to-Tradesmen industry. And that means not only being up to date on what our clients are doing, but with their industries as well. To that end, we have developed comprehensive Market Overviews for relevant industries, and continually update them. Our latest update is for the Construction Market. Please feel free to download, review and share, and if you have any questions, contact us.   Sign up for our updated Sonnhalter Construction Market Overview here.  read more >

Podcasting: Another Effective Tool to Reach Contractors

by Matt Sonnhalter, Vision Architect Podcasts are a very popular medium today and rightfully so. Podcasts can add another dimension to your audience as they can hear the voice behind the words. Alisa Meredith wrote a piece on HubSpot on why marketers should be using podcasting and shows you that getting started is relatively painless. Jay Baer, in an episode on Social Media Examiner, said, “There’s something about bringing somebody inside your head through your ear holes that ties you to that person in a way that reading a blog post or reading a book or anything else just doesn’t.”   Using podcasts is a way of building brand awareness as well as loyalty. Podcasting gives busy contractors another way to get information (let’s face it, we all only have so much time to read), and with the auto industry’s smart dashboards, it is making it easier to listen to. You can also upload your podcasts onto iTunes, which can give you access to more potential customers who are searching for info on key subjects by key words or phrases. Don’t be obsessed with the number of people who listen to your podcast, but instead, be more concerned on the quality of them.     There are several ways that you can use podcasts to get to the professional tradesmen. Here are a few to consider: You initiate them. You can talk about issues affecting the tradesmen and possible solutions they could consider. You can interview industry experts or association leaders that can talk about everything from legislative issues that might relate to your business in the future, or talk about things you can do now to improve your business. Be a guest on someone else’s podcast. There are bloggers out there that target the same types of audiences you do. Follow them for a while, and…read more >

8 Tips for Making Customer Service a Priority in your Marketing

Think customer service isn’t an integral part of your marketing? Ask yourself the following questions: What part of your company do existing customers deal with the most? Have you ever avoided a business because of a negative remark a friend made? If the answer to both is yes, you’ve just seen how an effective customer service program is also your best marketing strategy.     Need more proof? In our latest Tip Sheet, we’ve laid out eight tips for making customer service a priority in your marketing efforts, and as always, it’s geared toward manufacturers, distributors and others in the B2T marketplace. You can sign up to download it for free here. Let us know what challenges you’ve had with customer service and check out our other tip sheets here.read more >

Manufacturers May Be the New Nerds? (In a GREAT Way)

By Chris Ilcin, Account Superintendent, Sonnhalter Remember about 10 years ago? The Lord of the Ring movies had raked in awards (and millions of dollars), San Diego ComicCon became something you heard about, E3 became the trade show you wished you got to go to and The Big Bang Theory debuted, soon to become TV’s #1 show. Suddenly “nerd culture” was all the rage. Writers were penning think pieces about how this was the ultimate victory for the kid that got picked on in high school. TV commentators discussed at length how this was a “cultural shift” and heralded a new age.  Add to that the continued dominance of the Marvel superhero movies, and the last decade has definitely belonged to the kid that read comic books at lunch. Well, I predict that the next decade will be the “Age of the Maker and Manufacturer.”   13871read more >

Updated Electrical Market Overview Now Available

Information on electrical market trends, key trade shows, industry associations, buying groups, training providers, top distributors, industry publications, blogs, online forums and more.   At Sonnhalter we pride ourselves on working only in the B2T, or Business-to-Tradesmen industry. And that means not only being up to date on what our clients are doing, but with their industries as well. To that end, we have developed comprehensive Market Overviews for relevant industries, and continually update them. Our latest update is for the Electrical Market. Please feel free to download, review and share, and if you have any questions, contact us.      Sign up for our updated Sonnhalter Electrical Market Overview here: http://www.sonnhalter.com/tradesman-insights/market-overviews/electrical/read more >

Sonnhalter Partners with Habitat for Humanity for the Ninth Annual Sonnhalter Tool Drive

Help eliminate substandard housing during the month of August by donating extra inventory, demo models, tools and building materials that are no longer needed. CLEVELAND – July 2018 – Sonnhalter, a communications firm marketing to the professional tradesman in the construction, industrial and MRO markets, is partnering with Habitat for Humanity again for the ninth annual Sonnhalter Tool Drive, during the entire month of August. Organizations, businesses and manufacturers are encouraged to donate new and gently used tools, as well as cabinets, sinks, building materials and appliances, to the Sonnhalter Tool Drive between Wednesday, August 1 and Friday, August 31, to benefit Habitat for Humanity’s cause of eliminating substandard housing. 13815read more >

Updated Plumbing Market Overview Available

Information on plumbing market trends, key trade shows, industry associations, buying groups, training providers, top distributors, industry publications, blogs, online forums and more.  At Sonnhalter we pride ourselves on working only in the B2T, or Business-to-Tradesmen industry. And that means not only being up to date on what our clients are doing, but with their industries as well. To that end, we have developed comprehensive Market Overviews for relevant industries, and continually update them. Our latest update is for the Plumbing Market. Please feel free to download, review and share, and if you have any questions, contact us. Sign up for our updated Sonnhalter Plumbing Market Overview here: http://www.sonnhalter.com/tradesman-insights/market-overviews/plumbing/ SaveSave SaveSaveread more >

Eighth Annual Sonnhalter Tool Drive Raises $30,000 Worth of Donations for Habitat for Humanity

CLEVELAND – September 2017 – Sonnhalter, a communications firm marketing to the professional tradesman in the construction, industrial and MRO markets, partnered with Greater Cleveland Habitat for Humanity for an eighth year during its annual Sonnhalter Tool Drive, which ran the entire month of August and collected $30,000 worth of tools and building materials. Since Sonnhalter began its efforts in 2010, it has collected more than $220,000 in donations.   Organizations, businesses and residents were encouraged to donate new and gently used tools, as well as building materials, furniture and appliances, to Sonnhalter to help benefit Habitat for Humanity’s cause of eliminating substandard housing and homelessness. “Cleveland Habitat for Humanity eagerly awaits Sonnhalter’s annual Tool Drive,” said John Habat, executive director of the Greater Cleveland Habitat for Humanity. 12929read more >

Sonnhalter and Mortar Net Solutions Honored with Silver Davey Award for Integrated Campaign

Marketing communications firm wins award for integrated campaign highlighting unique moisture management solution in masonry walls. CLEVELAND – May 2017 – Sonnhalter, the leading B2T (business-to-tradesmen) marketing communications firm, received a Silver Davey Award in the 12th Annual International Davey Awards competition. Sonnhalter accepted the award in the integrated campaign category for the “H2Oh!” print ad, landing page and e-blast it developed with Mortar Net Solutions. The Davey Awards honor the finest creative work from small firms, agencies and companies worldwide. The Davey Awards are named after King David who defeated the giant Goliath with a big idea and a little rock. The story resembles what small firms do each year by deriving strength from big ideas instead of big budgets. For more than two decades, Mortar Net Solutions has provided a full line of trusted moisture management solutions that are field proven and help deliver structural integrity for years to come. The H2Oh! campaign was developed to convey the message that Mortar Net Solutions’ moisture management solutions stop moisture damage before it starts, so customers avoid the unpleasant discovery of finding cracks, corrosion and mold from water damage in their walls. “We’re excited to receive this award for a campaign that brought attention to Mortar Net Solutions’ dedication and leadership in preventing masonry wall moisture damage,” said Matt Sonnhalter, vision architect at Sonnhalter. “We really wanted to emphasize how no other company is this focused on correct moisture management for masonry and provides a solution that brings customers peace of mind in ways unique to any of its competitors.” 12602read more >

Sonnhalter Adds Airmaster as New Client

Cleveland – March 2017 – Sonnhalter, a communications firm marketing to the professional tradesman in the construction, industrial and MRO markets, announces Airmaster as one of its newest clients. Located in Clarklake, Mich., Airmaster is a leading manufacturer of air circulation, ventilation and heating solutions since 1886. Airmaster exports throughout the world and offers the largest line of air moving equipment in North America. Airmaster services the end user markets in the industrial, electrical and HVAC segments. Previously referred to as Airmaster Fan, the company has a full fabrication and tool and die facility, which offers a complete engineering and technical staff. “Airmaster began its relationship with Sonnhalter during a crucial time in which the company was in the midst of creating a new brand structure, as well as relocating to a new headquarters,” said Benjamin Braitsch, president and CEO of Airmaster. “Sonnhalter helped us develop a new brand that was fresh, streamlined and communicated that we are more than just fans.” In 2016, with the help of Sonnhalter, Airmaster unveiled a new brand identity with the introduction of a new logo. Sonnhalter provides a full range of marketing communications services for Airmaster that will span across multiple departments which will guide Airmaster creative messaging on both print and electronic platforms, as well as managing its public relations and media relations. “Sonnhalter is excited to have the opportunity to be a part of rebranding this new era in Airmaster’s long history,” said Matt Sonnhalter, vision architect at Sonnhalter. “As Airmaster continues to improve and streamline their processes for delivering air circulation and ventilation solutions, we look forward to building a brand that reflects their commitment to being on the industry’s cutting edge.” About Airmaster: Airmaster, based in Clarklake, Mich., manufactures heaters, air circulation and ventilation fan solutions for industrial and…read more >

Sonnhalter Supports Cuyahoga Community College With Annual Scholarship For School’s Construction Program

Agency’s third annual scholarship donation toward construction program adds to its longstanding relationship with trade professionals. CLEVELAND –March 2017 – Sonnhalter, a marketing communications firm to the professional tradesman in the construction, industrial and MRO markets, continued its support of Cuyahoga Community College’s (Tri-C) “Construction Program Scholarship” with a $2,500 donation. This is the third year in a row Sonnhalter donated to the program. With more than 5,000 students enrolled, the construction apprenticeship program at Tri-C is one of the largest of its kind and helps students learn a valuable trade within the construction industry through quality assurance, drawings, project management, scheduling, problem solving and communication. “On behalf of Cuyahoga Community College, we are very grateful for Sonnhalter’s generous support,” said Megan O’Bryan, vice president, development and Tri-C Foundation. “This gift helps students realize a dream that otherwise may not have been possible by providing scholarships which are an essential tool in ensuring access to the education and training our students will need to work in the construction industry. Thank you for making a difference in the lives of Tri-C students.” Students receive up to 250 hours of classroom instruction, as well as up to 8,000 hours of on-the-job training. During their apprenticeship, students have the opportunity to earn wages and learn from experienced union workers and vocational instructors. Students who complete certification in the program will have the skills to take on careers that include cost/quantity estimating, project scheduling and CAD technician work. “Each year, Sonnhalter is pleased to further extend our support for this program and all the work it does to shape the minds of future hardworking professionals in the construction industry,” said Matt Sonnhalter, vision architect at Sonnhalter. ”It is also a unique and exciting opportunity to support a program that educates individuals in our own…read more >

Sonnhalter’s Rachel Kerstetter Awarded “Rising Star Award” by Greater Cleveland Public Relations Society of America Chapter

CLEVELAND – December 2016 – Rachel Kerstetter, public relations architect at Sonnhalter, was honored with the inaugural “Rising Star Award” at this year’s annual Cleveland Rocks Awards, presented by the Public Relations Society of America’s (PRSA) Greater Cleveland Chapter. This year marked the 14th year in which the PRSA Greater Cleveland Chapter honored the area’s best in marketing and communications with more than 50 awards across more than 30 categories. The first recipient of the Rising Star Award, Kerstetter was recognized as an outstanding public relations professional with seven or fewer years of experience. At the ceremony, Kerstetter was honored for her high level of professionalism, proven abilities in aligning PR strategy and execution with client goals. “In a short amount of time, Rachel has become an invaluable asset to not only the PR objectives of our clients, but also to the many inner workings necessary to make our agency thrive in our respective niche,” said Matt Sonnhalter, vision architect at Sonnhalter. “Sonnhalter is proud to see a well-deserving candidate such as Rachel be the first to receive this award. With a long career ahead of her, we look forward to watching her grow as an accomplished young professional and seeing how it will move our public relations efforts forward.” Kerstetter joined Sonnhalter in 2011 and served as public relations engineer prior to her promotion to public relations architect in 2015. Kerstetter is an active member of the PRSA, serving on the board of directors, and is vice president of membership of the Greater Cleveland chapter. She earned her bachelor’s degree in communications from the University of Mount Union, located in Alliance, Ohio. About the PRSA Greater Cleveland Chapter The PRSA Greater Cleveland Chapter is the professional organization that brings together public relations, communications and marketing practitioners throughout Northeast Ohio.…read more >

Sonnhalter Announces Marketing Minute Video Series

Video series offers quick, easy-to-understand marketing advice on a variety of industry topics. CLEVELAND – November 2016 – Sonnhalter, a marketing communications firm to the professional tradesman in the construction, industrial and MRO markets, announced the release of its “Marketing Minute” video series. Hosted by Matt Sonnhalter, vision architect at Sonnhalter, the Marketing Minute video series offers short and concise pieces of marketing and business tips for organizations trying to reach professional tradesmen. Some of the topics covered in the video series include: “What is a USP?” “What is a Creative Brief?” “What is a QR Code?” “Is Print Dead?” “The Modern Press Release” “For many of us, the daily workload doesn’t leave much time in our busy schedules to learn about new trends happening within our industry,” said Matt Sonnhalter. “With the Marketing Minute series, our goal is to educate professionals on some of the latest industry happenings in a way that is fun, informative and concise.” To watch the Marketing Minute video series on YouTube, please visit this link. About Sonnhalter Established in 1976, Sonnhalter is the leading B2T marketing communications firm to companies that target professional tradesmen in construction, industrial and MRO markets. Sonnhalter is located in the historic Brownell Building in the heart of downtown Cleveland. Sonnhalter’s brand identity highlights its expertise in marketing to the professional tradesmen. Its tagline, “Not Afraid To Get Our Hands Dirty,” promotes the employees’ willingness to roll up their sleeves and dig deep into clients’ businesses, also, it refers to the market it targets: the tradesmen who work with – and dirty – their hands every day. Sonnhalter developed the acronym “B2T,” which stands for “business-to-tradesmen” to capture the essence of its specialty. #    #    #read more >

Creativity is the Key

By Chris Ilcin, Account Superintendent, Sonnhalter It took creativity to start your business, and it takes creativity to keep it running every day. So why not apply that same creativity to the greatest challenge facing the manufacturing industry: the lack of skilled tradesmen and tradeswomen? The time to act is now. Waiting for someone else to plug the hole simply won’t work. Schools’ budgets are squeezed too tight. Government agencies are interested in quick fixes, not long-term solutions. You need to find the next generation of workers. You have two huge advantages: as a manufacturer you’re used to seeing a problem from all angles and creating a solution. And your jobs are actually cool. They allow people looking for a challenge to use their minds and hands together to build something. So how do you reach future workers? Show off what you do! Take this example from Birmingham Georgia. A normal company would just see this as another contract. Another job. But BL Harbert saw an opportunity. The Barber Vintage Motorsport Museum is one of the most innovative museums in the world. Why not use it as a draw to show how their skills and abilities help make it that way? Partnering with Go Build Alabama, they arranged for 120 students to get an exclusive behind-the-scenes tour of its museum expansion. Now, we can’t all be working on projects at cool museums, but believe me, much of what you do looks really cool to an outsider, especially when placed into the larger context of what it’s helping to create. I wish I could have seen a CNC machine in action when I was 16 or even a welder or PEX pipe. When you see what a little creativity can do to make the world a better place, or just to improve on…read more >

8 Tips on How to Connect with Contractors

Building relationships with contractors is no different. It can't be a one-way street when everything you talk about is trying to sell them something. You'd get a lot farther if you were looking out for their best interest and helping them solve problems or do things better so they can make more money.read more >

Sonnhalter Adds Mortar Net Solutions as New Client

Cleveland – March 2016 – Sonnhalter, a communications firm marketing to the professional tradesman in the construction, industrial and MRO markets, announces Mortar Net Solutions as one of its newest clients. Located in Burns Harbor, Ind., Mortar Net Solutions is a leader in the development, distribution and support of innovative moisture management solutions for masonry construction. The company developed and brought to market a series of innovative solutions, including MortarNet®, BlockFlash®, LathNet™ and TotalFlash® that continue to aid masons and architects in their commitment to the creation of beautiful and durable structures. “After an exhaustive search, we’re happy to be working with Sonnhalter as we continue to increase our footprint in the marketplace,” said Art Fox, marketing manager at Mortar Net Solutions. “Mortar Net Solutions was impressed by Sonnhalter’s ability to market to the contractor and distributor levels, and we look forward to applying their expertise to our line of industry-leading solutions.” Sonnhalter provides a full range of marketing communications services for Mortar Net Solutions that will span across multiple departments which will guide Mortar Net Solutions’ creative messaging on both print and electronic platforms, as well as managing its public relations and media relations. “Sonnhalter is happy to expand its reach in marketing to the professional tradesmen through Mortar Net Solutions’ customer base in the masonry construction industry,” said Matt Sonnhalter, vision architect at Sonnhalter. “Mortar Net Solutions delivers solutions that are one-of-a-kind to the market, so we are excited to drive the message of these unique products.” About Mortar Net Solutions Mortar Net Solutions develops, distributes and supports innovative moisture management solutions for masonry construction. Mortar Net Solutions was founded in 1992 with the invention of its flagship product, MortarNet®, a mortar collection solution developed to prevent water damage to masonry cavity walls. Mortar Net Solutions also developed…read more >

Sonnhalter and Viega Honored with Silver Davey Award

CLEVELAND – February 2016 – Sonnhalter, a marketing communications firm to the professional tradesman in the construction, industrial and MRO markets, received a Silver Davey Award in the 11th Annual International Davey Awards competition. Sonnhalter accepted the award in the Print-Collateral Brochure category for a brochure on Water Quality created for Viega LLC. The Davey Awards honor the finest creative work from small firms, agencies and companies worldwide. The Davey Awards are named after King David who defeated the giant Goliath with a big idea and a little rock. The story resembles what small firms do each year by deriving strength from big ideas instead of big budgets. Viega LLC launched its Water Quality Initiative to educate the engineering community and prepare them for the new ASHRAE 188P standards to combat Legionella and other waterborne pathogens. Sonnhalter worked with Viega to create the water quality campaign and the 8-page brochure to educate the industry and position Viega as the leader and subject matter expert. “We’re excited to receive this award for a campaign that supported and educated such an important issue,” said Matt Sonnhalter, vision architect at Sonnhalter. “As an agency that works closely with professionals in the plumbing industry, it was a great experience to help Viega combat a problem that affects millions.” About Viega Founded in 1899, the Viega Group is the global leader in press technology systems for industrial, commercial and residential industries. Viega LLC, headquartered in Wichita, KS, offers more than 3,000 products, including Viega ProPress® for copper and stainless, Viega MegaPress® for black iron pipe in hydronic systems, Viega MegaPressG for gas and Viega PEX Press systems in Zero Lead™ bronze and high-performance polymer. For more information, visit www.viega.us. About The Davey Awards The Davey Awards honors the “Davids” of creativity, the smaller agencies, companies, or organizations with…read more >

5 Ways to Boost Audience Engagement in the Digital Age

In 2015, it’s anything but a surprise that social media has completely revolutionized how companies, agencies and organizations connect with their audiences. Many companies utilize these services to build transparency, inform customers of new products and to keep their audiences in the loop on any day-to-day updates and promotions. While we’ve all seen organizations curate pages on Facebook and Twitter, here’s a look at some newer ways companies are maximizing visibility and profitability through social media.read more >

Seven Mistakes to Avoid in your Content Strategy

Every construction company with an online presence feels the pressure to create consistent, high-quality content. When done properly, it represents a great way to generate site traffic, build brand awareness and demonstrate your expertise to the world. Every blog post, article and other piece of content you generate is an opportunity to plant seeds that could eventually blossom into a steady stream of viable leads. Are you doing it right? Here are the seven mistakes to avoid in your content strategy.read more >

Think Outside (Your) Box

Ask yourself and a few other people in your organization to name your top-selling product. If anyone answers with a product number, you’re doing it wrong. Don’t think like your catalog or even your current customers. Think like the customer you don’t have yet.read more >

Positioning: Have You Found Your Focus?

Last fall, Sonnhalter was recognized by HubSpot as an agency that "gets" positioning and has found its focus. It's no secret that we're known for our B2T marketing communication niche and that we really dig in and get our hands dirty. But the question we often get is: "Does B2T limit you?"read more >
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