Patterson Medical

Problem• Stagnant sales trending downward in medical channelsStrategy/Tactics• Reviewed why clients not buying • Redefined who to market (list mgmt, sales targeting)• Discontinued unproductive lines, added new • Expanded markets (rehab, spa, cosmetic, specialty med)• Refined, redesigned new tactics (web site, catalogs, collateral, direct

marketing materialsSales ResultsFlattened trend of losing existing customers. Added over 1,000 new

customers and increased sales by $450K

N. Goedeke

Patterson Medical

• Created marketing strategy which included direct mail, sales tools, promotions to lapsed customers

• Moved mailed catalog to online saving $1M a year

N. Goedeke