Dale Kirby is no stranger to promotional products, having been in the business for 14 years. But when it comes to client recruitment, shes literally \"amazed\" at whats going on at her company, Bagpeddler.com (asi/129990) In the old days, cultivating clients was a labor-intensive process, often involving building relationships over years and years. And while that process undoubtedly still exists for many, theres another track for building client lists, which is another ball game entirely: the Internet. \"People weve never even met just call us up,\" says Kirby, director of marketing for the three year-old firm.
\"Anyone whos operated in a traditional business model would be amazed, if they were sitting here as well.\" The result of their Web-focused approach is that sales have grown an average of 129% over the last three years, growing the firm from a \"small storefront in a country town\" to an operation thats now leasing a whole floor on the outskirts of Portland, OR. It also means that the company isnt regionally focused at all, and has 50% of its clients on the East Coast, even though the firm is based in Sherwood, OR. That means two shifts of staffers, to handle business from different time zones.
Client retention remains solid, too repeat customers are around 40% of their business despite the fact that buyers could always go to competing Web sites or local distributors. Thats helped by guerilla marketing tactics, the companys \"secret sauce\" that Kirby says bolsters the brand and creates loyalty among far-flung customers. \"With an online business, its just fascinating,\" says Kirby. \"They seem to be finding us.\"
Dale Kirby, director of marketing
Promopeddler.com (asi/300367)
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