Vicone High Performance Rubber

“We wanted to get our marketing plan done right and Keystone helped us see things 20/20.”

Business Objective

Montreal-based Vicone High Performance Rubber knew they’d found a niche when they began operations in 2005, but quickly realized they needed help communicating their unique competitive advantages to set themselves apart in the industry.

The Problem

Vicone specializes in high performance rubber parts, and needed to build a brand that would position themselves as expert consultants who provide much more value than the rubber generalists who crowd the competitive landscape.

The Solution

After translating their business goals into a strategic sales & marketing plan, we helped Vicone to identify critical business issues that would be used to create a story that would resonate with ideal customers and prospects. A documented sales process was also created to help determine what sales tools would be needed and at which point in the customer’s Buying Journey they should be used.

“Our extensive experience in working with small and mid-sized companies allowed us to identify the best strategies and tool formats almost immediately,” explained Keystone’s Scott Broady. “We were then able to transform Vicone’s messaging roadmaps into the everyday sales language that help guide customers through their decision making process.”

The Results

“The sales process documents helped us think through our entire process, and allowed us to re-direct our activities based on our business model,” explained Mr. Leclair. “It became a key document for our lead generation activities and continued growth.”

The results speak for themselves as Vicone enjoyed year-over-year revenue increases of 95% during their first two years in operation.