The right tool for the job? A clutter buster.
The engineering and performance of Altec cranes is the very definition of uncompromising. However, the buyers of high-performance cranes are extraordinarily risk adverse…they do not want to get this purchase wrong. As a result they tend to stick to what they’ve bought in the past. They are extraordinarily hard to engage, but the Altec sales team is exceptionally good at consultative selling. The challenge, connecting the two. Our solution, send them something that would force them to pay attention, break through the clutter of standard pitches and would make them feel ashamed for not at least taking our call after receipt. Turns out the guilt of a gift taken and not reciprocated upon is also a powerful tool.