Grabiner/Hall Public Relations Effort Generates Sales Leads
When VYCON, a publicly traded, innovative developer and manufacturer of flywheel energy systems decided that they were ready to grow, they sought the help of a marketing and public relations agency. Grabiner/Hall, of El Segundo, California was selected based on their ability to combine state-of-the-art creative ability with solid marketing experience.
As with all small, privately funded companies, budget was an issue. Louis Romo, Vice President of Sales and Marketing, took a hard look at where they were spending their marketing dollars and made an unusual decision - he cut tradeshows. "We just weren't getting the leads from tradeshows to justify the expense of exhibiting and traveling," said Romo. "But it was our main lead generation mechanism at the time. I decided to give PR a shot and see if we could do any better. It was a risk because without the leads from the tradeshows, if PR didn't pan out, we would have no lead pipeline."
Before long the Public Relations Dynamic Duo of Grabiner/Hall - Kande Hall and Victoria Hurley, two PR pros who not only talk the talk, but most definitely walk the walk - were on the case. Before long, they were conversant in all aspects of flywheel technology and its application and had set the PR strategy for the company.
Romo's gamble paid off. "We were preparing to make a public offering and so it was crucial that we start to get some press to support the stock."
As Hall and Hurley developed relationships with the media, generated news to support those relationships and studied the competition, the news stories began to flow. In less than one year, VYCON was featured on the front page of the business section of the Los Angeles Times, the front page of the business section of the Long Beach Press Telegram, and every key trade publication in their industry.
The amount of press that Hall and Hurley have garnered for VYCON has changed the company.
"We've literally gotten hundreds of leads from around the world from people who have read about us," continued Romo. "In addition to elevating the company's overall profile, the Kande and Victoria's work has raised our profile to the point that our recruiting efforts have attracted some really heavy hitting candidates. All in all, I'd say, working with them has proven to be a viable decision. The press we garner levels the field, gives us credibility we should have, but is difficult to achieve without the media coverage."
When asked about tradeshows, Romo says, "We'll go to the ones that really matter, however, we don't need to rely them for leads anymore."
Media Inquiries:
Kande Hall
Ph: 310.364.1100 ex106
Fx: 310.364.1222
Twitter: KandeHall
Email: Kande@grabinerhall.com