Posner Industries Grows 388% with JPW Thanks to NetPlus Growth Plus Plan
A distributor of steel, fasteners, power tools, abrasives, and contractor supplies, Posner Industries joined NetPlus Alliance in the spring of 2018. Shortly after that year’s NetPlus Annual Meeting, they began exploring opportunities with JPW Industries, a global designer, manufacturer and distributor of branded metalworking and woodworking equipment and specialty shop tools. After discussing their goals, Posner Industries moved their entire hoist and lifting equipment offering to JPW Industries under the JET Tools brand.
To grow the relationship and sales, they chose the following activities:
- Showroom displays
- Marketing assets
- Demonstration products
- Onsite safety training
- Quarterly flyers
- Inventory buyback programs
The result? Posner Industries experienced 388% sales growth with JPW, with 80%-90% of that growth due to their converting existing lines to the JET Tools line of lifting equipment. Posner Industries has also experienced additional growth in their machinery business and small equipment they previously weren’t selling.
Dave Kerns, Purchasing Agent at Posner Industries, said the gains were largely due to the support JPW Industries and Regional Sales Manager Chris Wright provided. Wright offered hands-on demonstrations and customer interaction which proved to be instrumental in the sales growth. The feeling is mutual for Wright who said of the partnership, “We got the absolute opposite of resistance, nothing but flat-out support. Everything they’ve done has been extremely supportive of the relationship.”
JPW Industries also noted that the placement of their JET Tools product line displays in each of the Posner showrooms enhanced their own visibility to the end user. A win-win for the partnership.
Both companies said NetPlus Alliance provided an atmosphere to them that allowed them to connect with each other, strengthen their relationship and identify areas of opportunity that were mutually beneficial.
Learn more about how NetPlus Alliance brings channel partners together for growth.