P. D. Q.

The Client: Located in Staatsburg, New York, this $15 million company is a leading manufacturer of custom-engineered, sheet metal "card cages". Card cages are used to hold printed circuit boards in electronic equipment. The company’s largest customer is IBM, for which it produces products used in main frame computers.

Situation as Presented to PDL&Co: PDQ felt that it was over reliant on IBM as a customer and, in addition, wanted to grow as a company. It had taken on new sales representatives, but they had not been effective. The company engaged consulting support to critically analyze its situation. The project was partially funded by a federal support program for small manufacturing concerns.

PDL&Co Solution: PDL&Co established that there was considerable additional market potential for PDQ in its specific area of expertise – custom designed and engineered “card cages”. It was suggested that all corporate initiatives be directed to building on that expertise. Sales representation was adjusted; promotional literature was changed; management time was reallocated according to a prepared business plan. PDL&Co further assisted by specifically identifying and making initial contact with hundreds of people in electronic manufacturing firms that had the potential to need the company’s highly engineered product. Since then new business with non-IBM customers has been found and sales have tripled.

Scott Hutchins, President: "P. D. Lovett & Company’s detailed research validation and presentation enabled PDQ to take a "rifle approach" to identify potential customers within our markets. It was a pleasure to work with Paul & his staff and would call upon them again if the need should arise."