INDUSTRY EXPERTISE

Industrial &
Off-Highway

Since 2015, SALT has been prospecting Industrial and Off-Highway Vehicle OEM accounts on behalf of our customers. Over the years, SALT has mapped buying systems, vendor qualification processes, and key contacts within our proprietary CRM (customer relationship management) System.

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Industrial and Off-Highway SALT Statistics

strategic
contact records
strategic

DAILY

New Opportunities Identified

$1.7B+

Quoting Opportunities Identified

SALT acts as an extension of your team, bringing your brand name into key accounts you select. We educate key contacts within the account of your capabilities and value until we identify a quoting opportunity.

Scott McClaugherty

Vice President of Sales

“I have been generally satisfied with the services provided, and I appreciate the support and assistance received from the SALT Team. I will not hesitate to consider recommending your team.”

Kaspar Wire Works is a Wire Forming Manufacturing Company based in South Texas. They specialize in custom wire formed and welded baskets, fan guards, and shelving for large industrial accounts. In 2023, Kaspar was acquired by Marlin Steel.

Terry Barber

Technical Sales Manager

“Just wanted to let you know the call you set for us went very well. The prospect specifically mentioned he really appreciated your contact with him - it was brief, to the point, and you didn’t bug him with many emails or messages. He appreciated the SALT approach.”

Mainway is a roll up of several Manufacturing Companies in Canada providing metal stamping and custom tooling for high volume industrial OEMs.

Tuncay Onursal

VP / Sales Manager

“ERNST has been officially awarded for a new program generated by SALT! We are not only adding a new customer, but also adding our first non-automotive project here at ERNST USA. This high volume program will add significant revenue starting Q1 2023. Additional good news is that we are still in final discussion for a second part for the same program. Thank YOU for the hard work of the entire SALT team for helping ERNST in generating new opportunities. Excellent job!”

ERNST is a globally recognized producer of metal components including metal forming, post-stamping machining, and sophisticated laser-welded assemblies. They have annual revenue of ~$130 million and locations in Germany, China, France and the USA. SALT targets large production programs with more than 100,000 parts, ~$1 million in value. They have been a customer since 2019.

Prabhat Kumar Bhagvandas (PKB)

Global Chief Executive Officer

“SALT's services have been exceptional. They have demonstrated the ability to understand customer needs, and stay focused towards the objective. They are always available, communicate very well and every member of the SALT team has been a joy to work with. Anthony sets the benchmarks by personal example. We have thoroughly enjoyed the association of working with SALT. The results have been extraordinary.”

Rossell Techsys is an Indian Manufacturer of electronics and wire harness systems sold into Industrial and Off-Highway Vehicle accounts. They have been a SALT customer since 2023.

Types of Clients Represented:

Metal Fabrication Welding & Assembly Services
Metal Fabrication Welding & Assembly
Metal Stamping Services
Metal Stamping
CNC Machine Shop Services
CNC Machine Shop
Injection Molding
Injection Molding
Wire Forming Services
Wire Forming
Metal Castings Services
Metal Castings

Client:

Metal Contract Manufacturing - Stamping Company up to 600 tons.

Opportunity:

SALT worked with the customer to identify lists of Major OEMs such as John Deere and Caterpillar. SALT expanded the list to include major T1 suppliers to these OEM accounts. We identified Bergstrom as one of the potential targets. Bergstrom is a supplier to HVAC and climate control systems for the cabs of various types of vehicles - including construction and heavy agriculture. SALT used internal resources to identify 30+ potential contacts at Bergstrom who could be involved in the purchasing and engineering process for metal & stamped parts.

We began contacting each of the contacts via email and phone calls in May, 2016. After 3 rounds of attempts, a Senior Buyer responded to an email asking for additional information. SALT set a phone call and learned there were quality issues with an existing supplier. We received a quote package with prints and EAU quantities. Our customer quoted the package and invited Bergstrom onsite for a facility tour. After several rounds of negotiations and prototypes, our customer won the package valued at $1,600,000 annually.

Client:

Custom Fabrications - Contract Manufacturing Offshore Supplier of

Opportunity:

The customer was seeking regional OEM accounts manufacturing various types of industrial equipment. SALT worked with the customer to identify mid-sized equipment OEMs within a 5 state region. One of the accounts identified was McElroy. Using our internal data, SALT built a list of 17 contacts that could be involved in purchasing from outside vendors. One engineer quickly responded, but said there were no current projects. SALT began nurturing a relationship by following up with the engineer every 6 weeks via phone and email thereby establishing trust.

After several quarters, our customer was planning a trip within 20 minutes of McElroy’s manufacturing location. SALT leveraged the trust build to book an onsite introduction meeting. The meeting went well, resulting in a full facility tour. Several parts were identified as potential for outsourcing and our customer began to quote. Over the years, SALT transitioned from the primary point of contact, allowing our customer to carry the relationship we started. The account is now valued more than $800,000 annually.

Client:

Offshore Supplier of Metal Castings

Opportunity:

Working with an importer of metal casting components, SALT identified EMP as a possible target due to the oil and water pumps they provide. SALT built a list of 14 contacts and identified 3 in sourcing that were responsive and engaged. SALT began to build relationships with all three. The nurture process lasted nearly a year where SALT maintained contact every 6 to 8 weeks looking for new quoting opportunities.

SALT maintained more than 43 interactions with the prospect before we received the first quote. The customer was thrilled to find the opportunity was significant volumes more than 100,000 parts per year with several SKUs. It was quickly determined that our customer would be competitive, so we transitioned the relationship. The customer now works directly with EMP and values the customer at more than $1,400,000 annually.