The Challenge
Industrial Flow Solutions had built a strong reputation in the Midwest for high-quality industrial pumps and flow control systems. But when their largest competitor was acquired by a multinational, they faced a choice: stay regional or grow to compete nationally.
They chose growth—but needed to rapidly build brand awareness outside their home market, recruit new distributor partners, and establish a lead generation engine that could feed a national sales organization.
Our Approach
We developed a multi-phase strategy to transform Industrial Flow Solutions from a regional player into a recognized national brand.
Brand Repositioning
We evolved the IFS brand to communicate their key advantages: American manufacturing, rapid customization, and exceptional technical support. The new positioning, "Engineered for Your Application," emphasized their flexibility compared to mass-market competitors.
Channel Marketing Program
We created a comprehensive channel marketing program to attract and support distributors:
- Distributor value proposition and recruitment materials
- Co-branded marketing assets and advertising templates
- Training programs and certification system
- Lead sharing and territory management tools
Digital Lead Generation
We launched a digital marketing program designed to generate leads nationally:
- SEO optimization for pump specifications and application terms
- Google Ads campaigns targeting high-intent searches
- Application-specific landing pages for key industries
- Marketing automation nurturing leads through the sales cycle
Technical Content Development
We produced a library of technical content including:
- Pump selection guides for common applications
- Technical comparison sheets vs. key competitors
- Video installation and maintenance tutorials
- Engineering webinars on flow system design
The Results
The transformation exceeded expectations:
- 267% growth in qualified leads over 18 months
- 12 new distributor partners signed in previously unserved territories
- 41% revenue growth with strong margin improvement
- National brand recognition established through content and advertising
- First sales in 8 new states within the first year
"Acme didn't just help us with marketing—they helped us think about our business differently. Their strategic approach to brand building and channel development gave us a roadmap for national growth that's working better than we imagined."