Berk-Rauch Associates

Berk-Rauch Associates came to MFG to find on-going business relationships rather than fulfilling one-off orders.

Berk-Rauch Associates

Started in 1980 by Noel Berk-Rauch, Berk-Rauch Associates has over 50 years of combined experience selling aluminum extrusions, machining, fabrication and finishing services. The business is two-fold, one side representing 4-5 domestic manufacturers, and the other side selling ladders, scaffolding, safety equipment and more. Berk-Rauch does a bit of everything, even dipping its toe in plastic, 3D printing, etc. With the drastic industry transition this past year, they have made it a point to work with high-end manufacturers who are looking to broaden their business scope.

“[MFG] has taken my business from a local NY city region to where I can reach out on a national, and sometimes international, level.

Noel Berk-Rauch
Owner, Berk-Rauch Associates

Business Challenge

Their ideal customer is one who is open-minded and responsive. They like to think of themselves as “a long-term player” and are looking for ongoing business relationships, not one-off orders. Too often Berk-Rauch would experience potential customers who do not follow-through on communication. In addition, Berk-Rauch needed customers to come prepared with the proper drawing file, CAD file, etc.

Solution

With the industry’s transition to the digital landscape, Berk-Rauch has found MFG to be the new way to find qualified leads. “It’s just like any other sales opportunity,” Noel Berk-Rauch says. “30 years ago, I used to get reams of paper with leads in the mail. This is no different.” Through MFG, Berk-Rauch has been able to directly find customers who are in need of the specific services they offer, at the ideal price point. Berk-Rauch has even created a buyer account, in order to quote for smaller parts and to check out the competition, which helps them be strategic and obtain a competitive edge.

Results

Berk-Rauch Associates has been using MFG for over 10 years, and MFG has allowed their business to go from a local to national, and sometimes international, level. They have found the platform to be extremely useful for obtaining qualified leads. In a recent posting, they received two quotes from the platform. One is a rep out of Michigan and the other is a machine shop out of Kansas.

Tips for Success
  • Same as with regular sales, you have to be relentless.  
  • Make sure the customer is actually in need, otherwise all they are looking for is a better price. 
  • Focus on the connection. It’s all about people at the end of the day and communication and establishing those connections is key.  

And They’re Not The Only Ones…

Christini Technologies

Needed a platform that would allow them to understand price and quality comparisons.

DESHAZO

Needed to find manufacturers capable of making parts fast at extreme quality standards.

Stratos Aircraft

Needed help sourcing parts, vetting suppliers, and managing data for an ambitious project.