Adding Science Behind the Art of Prospecting – Two Leads
Hello AAR Agency Growth Program Partner,
AAR Partners has joined forces with Catapult and Winmo to help provide leads for new business opportunities based on the right timing.
But this time, we’ve put science behind the art of prospecting by using data from technologies like Winmo, Pathmatics, and Bombora. This powerful combination helps increase the probability of reaching out at the right time to engage and eventually convert.
This month our research showed a surge of interest around “Media Agencies” and “Media Planning” within the QSR and Retail sectors.
While there are a host of brands/companies looking for media help, we have isolated two opportunities, for our AAR Agency Growth Program Partners to evaluate, who may be in need of some media services help right now.
Founded in 2004, Shake Shack is based out of New York. It is known for its natural hamburgers, hotdogs, and milkshakes. Historically, this is a brand that has not had to put a lot of dollars into large media campaigns, but in the time of Covid, it’s no surprise to see the ramp up in social media and total media spend so far in 2020 of just $200k. Given their recent ramp up in spend, high interest in “Media Planning”, and recent Winmo Edge article about reaching Millennials in cook at home, it wouldn’t surprise us to see this brand continue to search for new ways to get in front of their target consumers. Bombora showed a surge score of 81 points out of 100.
Key Contact: Jay Livingston, CMO
Email: jlivingston@shakeshack.com
Personality Type: Confident; Ambitious; Bold
Jay tends to be an extremely direct communicator that makes quick but calculated decisions. He is likely to thrive in the spotlight, since he is vocal, charismatic, and upbeat. He may eagerly pursue innovative solutions, often preferring to take swift action. Don’t be surprised if he avoids tasks or projects that simply don’t excite him.
- Help him develop structure and processes to be more efficient
- Do not over analyze and provide too much process
- Thrives in communicating with quick conversations and messages, when necessary
- Work with a sense of urgency
- Comfortable with taking (informed) risks
Key Contact: Laura Enoch, Director, Brand Marketing & Communications
Email: lenoch@shackshake.com
Personality Type: Thoughtful; Steady; Patient; Accommodating
Laura tends to be cautious, respectful of authority, sincere, and skeptical of risks or big, sudden changes.
- Be warm and ask questions.
- Maintain an assuring and patient demeanor.
- Speak with certainty and friendliness
- Offer help and be personable.
Headquartered in Oklahoma City, OK., is a chain of furniture stores. The company, founded in 1945, offers customers low prices for unique heirloom pieces. While their digital spend has remained relatively consistent throughout the pandemic, we have seen a big drop off in their typical broadcast media spend. With their current surging interest in Media (84 points out of 100), it may be time to reach out and try to get on their radar early before they begin spending again. Bombora showed a surge score of 84 points out of 100.
Key Contact: Rit Mathis
Email: ritmathis@mathisbrothers.com
Personality Type: Dynamic; Visionary; Spontaneous
Rit tends to be outgoing and driven and may expect colleagues to keep up with his fast pace. Rit is likely to handle stressful situations well, and can use their natural charisma to persuade and motivate teammates to work towards creative solutions.
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- Rit is drained by lots of rules
- Comfortable making decisions with limited information
- Bold ideas energizes Rit
- May have a difficult time staying focused on one task/idea
- Allow Rit to take the lead
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Key Contact: Harry Fogarty, Director of Advertising
Email: hfogarty@mathisbrothers.com
Personality Type: Enthusiastic; Open; Casual; Optimistic
Harry is likely to thrive in an unstructured environment and tends to act on intuition over logical analysis.
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- Be casual and express enthusiasm.
- Keep it friendly and bring the energy.
- Speak with colorful language and enthusiasm.
- Share ideas and initiate collaboration.
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