How an MDS graphic solution is helping salespeople zero in on customer needs.
SITUATION
The sales team of Humphrey Products was frustrated with their cumbersome product catalogs. They were filled with detailed technical specifications which made them difficult to flip through during sales presentations. They needed a reference guide that would enable them to quickly identify a customer’s need and display a variety of parts to aid discussion.
SOLUTION
MDS identified primary product categories with a color-coding system to make each category distinctive. The solution also condensed specifications into concise lists. Working with David Kamm Photography, MDS arranged product photography which made the individual parts easy to identify.
RESULTS
The sales team is extremely happy with the product guide’s organization and ease of use. The new design allows them to reference particular valves at a glance. Humphrey Products was so impressed with the graphics, they have extended them to additional datasheets and their new Web site.
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"The product guide is an effective sales tool, and it has become a benchmark for our corporate literature,”
Bonnie Martens
Marketing Communications Specialist, Humphrey Products
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