JWPM Consulting
B2B Marketing Blog
Austin-Healey restoration
18 July 2024
Restoring an Austin Healey 3000: Quality refinish products matter Restoring a classic car is a labor of love, requiring not just time and effort, but also the right materials to ensure a high-quality …
Are Trade Shows worth it?
25 November 2022
The value of trade shows is constantly questioned by management teams due to their high expense and the difficulty measuring return on investment. In recent years the rise of digital marketing with …
Ethical food production and certification
03 November 2022
How can we really trust that our food meets an ethical standard? And will ethical food purchase behavior change in the face of tough global economic times? The ethical food movement has accelerated …
Innovaero awarded loitering munition contract by ADF
28 October 2022
Innovaero has been awarded a contract by the Australian Department of Defence to develop a sovereign loitering munition with a range of 200km and a choice of payloads. So, while mostly one thinks of …
Immunotherapy - the oncologist's precision guided munition
29 September 2022
Cancer immunotherapies assist the body’s immune system to hunt and kill cancerous cells with cell-by-cell precision. By comparison, surgery, radiotherapy, and chemotherapy inflict significant …
Turning inside cats into outside cats
23 April 2022
We're coming out of COVID, it's time to get the sales force out selling again. COVID hit Australia in January 2020, with the first case reported in Victoria and three cases confirmed in New South …
U-Pol defies global market forces
16 February 2022
The world is experiencing a critical shortage of paint products. Several factors have led to the shortage of supply. Lead times for raw materials used for paint manufacture, usually range from …
B2B Marketing: selling planes, trains and widgets
06 September 2021
What is industrial marketing (also known as business to business marketing) It's all called marketing, but selling Coke isn't the same as winning a contract to supply trains While the majority of …
Digital lead generation on steroids
06 September 2021
Build a well-oiled, mean, lean, lead-generating and order-taking machine. A pragmatic real-world approach to digital lead generation. The bewildering choice and complexity of online marketing systems …
Circular Economy a Growth Economy
18 June 2021
A circular economy is a growth economy, according to a recent KPMG report, and one which could give Australia a $23 billion GDP boost by 2025. By 2047-48, this is expected to grow to $210 billion in …
Banking on Regenerative Agriculture
16 December 2020
The concept of ‘regenerative’ agriculture has engaged and united many landowners across the World with new enthusiasm for the adoption of sustainable farm practices. Regenerative itself is an …
B2B Strategic Planning - Shooting for the moon
08 December 2020
What is strategic planning? There’s plenty written about strategic planning on the internet but nothing that fits with my own practical experience helping B2B Industrial Organisations develop …
Bright Sparc targets graphene disruption
29 November 2020
Scientists and commentators worldwide believe Graphene is the next giant leap forward for industry. And a South Australian start-up has recently listed on the ASX to provide the capital to be part of …
Sales planning and management in a digital world
20 September 2020
The traditional sales organization is changing, transitioning from field sales to inside sales closing business by phone and email. According to the Harvard Business Review, there are three key …
BrainChip ASX: Akida neuromorphic processor. AI at the edge.
22 July 2020
Brainchip, an Australian company, has innovated silicon technology capable of decentralizing AI processing from large data centers to mobile and IoT devices. AI's significance lies in its ability to …
Marketing is not rocket science
04 June 2020
Or is it? Soviet Sputnik and the USA Apollo program were two of the greatest marketing stunts of all time. It wasn't just about the technology - it was about inspiration. I remember first hearing …
Coronavirus crisis communication
22 March 2020
COVID-19 and managing a workforce that must come into close contact with clients. Extraordinary times require extraordinary measures. Employers face the task of assessing the shifting goalposts of …
Proposal Writing - do it right
08 March 2020
Bidding is hard work - it's not the first 90% that will kill you; it's the second 90%. Preparing a large bid is hard work. And it always seems that when you feel you are nearing completion - you …
Capture Planning - hooking big fish
05 March 2020
Capture planning is the process of deciding to BID or not, and working out HOW you will win. It is particularly important when participating in large (billion dollar) competitive bidding. The aim of …
Direct mail marketing is back
27 February 2020
Email marketing isn't dead; its being re-packaged as good old fashioned snail-mail The digital space has become so crowded marketers are looking for new ways to deliver the message. And now, tech …
7 reasons why math is important
14 February 2020
Math is a powerful tool that drives innovation. Making the simple complicated is commonplace; making the complicated simple, awesomely simple, that's creativity. (Charles Mingus) Sadly, math is …
Solution Selling - building a better sausage machine
27 January 2020
Systematically create customer value; feed opportunities in, crank the handle, and invoices pop-out the end - a "sausage machine." Adopting a systematised approach to business is a key enabler for …
What's making your phone ring?
20 January 2020
Be careful when making future marketing spend decisions based on ROI analysis, your best source of sales leads may actually be your sign painted service vehicles driving around - but how would you …
The importance of the CRM
09 January 2020
Building an effective inbound marketing system requires having a place to record and track sales lead information. If a sales lead calls, and the enquiry is never recorded - did it ever happen? While …
The BiVACOR artificial heart
19 December 2019
The heartwarming story of Australian genius Dr Daniel Timms and his journey developing the world's most advanced artificial heart. An updated version of the original article published on this Blog in …
What cycling teaches you about business
07 December 2019
Solution selling - how to avoid the vampire project Cycling is about maximising human performance through optimum engineering but also selecting and configuring the machine that is best fit for …
Business innovation - developing the right culture
20 November 2019
If "it's not broke, don't fix it" was true, we'd still be watching black and white television. However, it seems the majority of Australian businesses are happy living in the past. Only 16% of …
Soil carbon farming a double win for farmers
19 November 2019
Sustainability in agriculture is not a new term. Arguably, however, it's the early pioneers and advocates of organic and bio-dynamic agricultural practices in Australia who identified the urgent need …
Electric-Vehicle-Revolution: with changes comes opportunity
20 September 2019
Powering the electric vehicle revolution. The electric vehicle revolution is unstoppable. However, major changes to electricity infrastructure will be required, and there are practical limits to fast …
NDIS Content Marketing Case Study
05 August 2019
Content marketing case study: The roll-out of the National Disability Insurance Scheme (NDIS) has seen a sharp increase in the demand for disability services in Australia. One of the many aims of the …
Farm Machinery Sales - Robust Agricultural Innovations
26 July 2019
Moose Industries owner Nigel "Moose" Eckermann has a passion for farm machinery. Located in Port Lincoln (South Australia) is a bespoke agricultural machinery engineering business driven by a man …
B2B, or not 2B? - that is the question.
20 July 2019
Are digital technologies killing the sales representative? Many think salespeople will be replaced by digital lead generation and sales automation. But, who will actually kick the more complex sales …
Upper Spencer Gulf: the Axis of Industry
17 July 2019
Every year, 400 to 500 suppliers, government and industry representatives make the pilgrimage to the Upper Spencer Gulf to investigate, listen, and network at the GMUSG Industry Conference and Trade …
Manufacturing digital marketing case study
15 July 2019
Melbourne sheet metal products supplier FORM2000. Rebranding and digital content marketing campaign. Of all the manufacturing facilities we have visited FORM2000 is right up there as one of the most …
Local build: best option for turbine cooling system retrofit
22 December 2017
An Origin Energy gas turbine peaking plant in Adelaide South Australia has just undergone a successful replacement of critical oil cooling system components using a local supplier. The project is a …
Lithium boom - forecasts to be taken with a pinch of salt.
11 November 2017
Lithium battery manufacturers are beating each other up to grab their share of available Lithium The demand for Lithium is pushing ASX listed share prices up. (updated 8 August 2019) Kidman resources …
Why isn’t Australia adopting BIM?
05 November 2017
Digital integration is lagging in our construction sector. The Australian construction industry continues to miss out on the productivity benefits of adopting BIM (Building Information Modelling). …
B2B Digital Marketing - winning the online battle
01 November 2017
The world of B2B marketing is rapidly evolving. The modern customer searches for products, services and problem-solving - online. 23 years ago, when JWPM first hung up the shingle and declared itself …
B2B Digital Marketing - getting ready for the catch
25 October 2017
The majority of b2b marketers in the industrial space have been slow to adopt digital marketing. However, they are catching up fast. Manufacturers, engineering firms, construction companies, …
Tenders; knowing went to hold and when to fold
17 October 2017
One of the most important factors in tender success is "to tender or not to tender - that's the critical question." Some time back, JWPM was asked for advice by a large manufacturer on how to improve …
Dutch Nuon Solar team wins Solar Challenge
12 October 2017
Crossing the finish line after a 3,000 km journey from Darwin to Adelaide With barely enough room in the driver’s seat for a small girl, the Dutch Nuon Team solar car rolled into Adelaide this …
Think Asset Management is just for Engineers?
27 September 2017
Asset management is a distinct discipline that applies to all classes of assets not just plant and equipment While there has been continued media attention on power generation assets nationally, the …
Sales force too busy to meet with customers?
16 March 2017
The primary function of a field sales force is to build relationships In a B2B environment, relationships are critical. It seems a common complaint, however, of the BD/Sales Manager that they are …
Cross-border eCommerce (CBEC) explained
09 September 2016
A mouse clicks in China; a cash register rings in Australia CBEC continues to represent a lucrative direct-to-market avenue for SME’s across a whole range of consumer product categories. For clarity, …
Australian Navy supply ships to be built in Spain
12 March 2016
Early 2016, it was announced Australia was placing a major naval ship contract offshore. This article debates the relative merits of local build versus buying from overseas. South Australia was …
They're lying; world trade is improving
10 March 2016
The market demand for dry bulk carriers provides a leading indicator The Baltic Dry Index is often quoted as a measure of the strength of the global economy. It works like this. There are a fixed …
Flinders University Develops Microfluidic Chip
17 February 2016
New technology allows for much faster measurement of histamine levels Developed by Flinders University the device called a microfluidic chip, provides a much faster test for the presence of …
Making mineral development easier in South Australia
17 February 2016
Vast drill core library holds 130 years of samples ONE of the world’s most advanced drill core reference libraries holding 130 years of mining samples has opened in South Australia. The $32.2 million …
Building a 3D Printed Jet Engine
16 February 2016
3D Printing technology is now being applied to manufacturing precision robust metal parts In a world-first, Australian researchers at Monash University spin-off Amaero Engineering have built a jet …
Tallest structure in Australia to be demolished
30 April 2015
OMEGA - the world's first global electronic navigation system The fascinating history of global navigation technologies includes the building of a radio antenna tower at Woodside in Victoria. The …