Company Profile:

Paul Downs Custom Tables and Furniture, a U.S-based custom furniture manufacturer specializing in bespoke conference tables.

Event(s) attended: BOND Custom, 2023

Industry: Furniture (Custom)

Company size (by employee count): 27

 

Attendee Profile:

Paul Downs - Founder/President. Knows his product inside-out and has built a team of craftsmen, engineers and project managers he knows he can rely on. He just needs to break through the noise and get the attention of the architects and designers who will get what’s special about his product and potentially specify it at scale

Personal fact: In addition to running the business, Paul is a prolific writer.

Favourite quote: "Fortune favors a prepared mind."

The Problem

Paul Downs Cabinetmakers wanted to get their high-end custom tables specified by architects and designers but struggled to reach the right decision makers. Paul, being the sensible and ambitious Founder and CEO that he is, recently embarked on a year-long campaign to stop relying so heavily on Google AdWords. Ultimately, Paul was looking for a way to meet and spend some meaningful time with the world's best custom architects - the ones with real influence over who and what gets specified in large-scale custom projects.

The Solution:

Paul had heard about BOND. In fact, he had planned to attend BOND Custom in 2020 but the pandemic made that impossible. And so, 3 years later, Paul got on a plane to San Antonio to attend his first BOND Custom.

BOND Custom gives manufacturers one-on-one meetings with senior architects and designers in a structured environment. It gave Paul the opportunity he had been looking for to make personal connections, demonstrate the craftsmanship and quality of his products, and better understand how his company could meet the specific needs of senior architects and designers at the top A&D firms and their prestigious projects.

Results

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Secured direct engagement with high-level architects and decision-makers.

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Gained valuable feedback on how to better align their products with architectural needs.

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Walked away with 4 projects totalling $500,000!

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Improved the likelihood of their products being specified in other future projects, increasing business opportunities.

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Paul's comments on:

ROI:

"We’ve already got four active projects out of this with a value probably in the range of half a million bucks, which to me is an enormous success. And we haven’t even even started our follow-up so much."

Audience quality:

"Have you been to Neocon? I mean, it’s just a gigantic scrum. And I think that it’s not actually conducive to conversations in the way that this was. This venue gets me to the subset of people who might possibly go to Neocon who I’m actually interested in. So instead of having to wade through 25,000 people, I’ve got 24 or 27 who I really want to meet."

Effectiveness:

"I would say it went really, really well. This was an event that put us in direct contact with a target audience that is very difficult to reach by other means…And they (BOND) delivered what they promised, which was a chance for us to meet, explain what we do, and have an actual personal connection with a target audience, which is pretty well insulated from outsiders by any other means.

Any advice to other manufacturers considering BOND?

“Do your homework and be prepared!”

“One of the things that was also good about this is that you have a lot of information going both directions. We had detailed information of every single person, and… projects they were working on, which we were provided with…. We could make a choice out of everybody who was attending who we prioritized as wanting to meet… so that we had a pretty tailored response to each person. And I feel that that made the meetings much more productive”

It starts here:

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