Case Studies
LEARS International has clearly demonstrated its ability to identify and fast track promising new technologies, over the past two decades, through a proven track record of sales, support and business development in the following diverse technology sectors:
Indoor Air Quality
Marketplace
B2B focus - establishing the product in key verticals - initially via direct sales to create reference sites and case studies - and then establishing niche distribution channels.
Client/Product
Developed over the past 3 years, this compact but powerful air filtration and monitoring system, took a step forward against the competition in March 2020, when it was clear that the product had a significant competitive edge in addressing airborne coronavirus droplets.
Sales Cycle
Typically 4 weeks
Business Development
Identify pro-active vertical sectors where management want to be pro-active in protecting both their staff, clients (and patients) i.e. to put in place state of the art technology, above and beyond the basic government guidelines, to address the risk of contagion in enclosed, poorly ventilated spaces.
Compelling Event
COVID-19 (SARS-CoV- 2)
Sales
$1.5M in the first 18 months of launching the product in the UK.
B2B focus - establishing the product in key verticals - initially via direct sales to create reference sites and case studies - and then establishing niche distribution channels.
Client/Product
Developed over the past 3 years, this compact but powerful air filtration and monitoring system, took a step forward against the competition in March 2020, when it was clear that the product had a significant competitive edge in addressing airborne coronavirus droplets.
Sales Cycle
Typically 4 weeks
Business Development
Identify pro-active vertical sectors where management want to be pro-active in protecting both their staff, clients (and patients) i.e. to put in place state of the art technology, above and beyond the basic government guidelines, to address the risk of contagion in enclosed, poorly ventilated spaces.
Compelling Event
COVID-19 (SARS-CoV- 2)
Sales
$1.5M in the first 18 months of launching the product in the UK.
Smart IoT Control
Click image to go to the UK Web Site
Marketplace
Control of multiple remote controllable devices ( IP, IR & RS232) from an iPad or iPhone in the home, office, factory or hotel room.
Client/Product
Custom Installer responsible for integrating equipment and then providing control of these often disparate devices. iPad/iPhone control using on screen 'Virtual Remotes' that look like exactly like the traditional remote that the Client already knows how to use.
Sales Cycle
Typically 1-3 months
Business Development
Identify the niche distributors in this marketplace and use their established Dealer channels to sell through
Compelling Event
Price competition at the low end of the market requiring Installers to spend less man hours programming.
Order Value
$100,000 in the first year with an average order value of $1,000 per installation.
Control of multiple remote controllable devices ( IP, IR & RS232) from an iPad or iPhone in the home, office, factory or hotel room.
Client/Product
Custom Installer responsible for integrating equipment and then providing control of these often disparate devices. iPad/iPhone control using on screen 'Virtual Remotes' that look like exactly like the traditional remote that the Client already knows how to use.
Sales Cycle
Typically 1-3 months
Business Development
Identify the niche distributors in this marketplace and use their established Dealer channels to sell through
Compelling Event
Price competition at the low end of the market requiring Installers to spend less man hours programming.
Order Value
$100,000 in the first year with an average order value of $1,000 per installation.
AudioVisual Products
Click image to go to the UK Web Site
Marketplace
Dealers & Custom Installers (B2B & B2C)
Client/Product
Morel Loudspeakers - Hi-Fi & Home Cinema - High End Loudspeakers
Sales Cycle
Typically fast turnaround - less than a one month sales cycle. Highly susceptible to industry trends and fashion
Business Development
As the British Consumer marketplace is slightly younger than the U.S. and its economy has fared better of late, there is still plenty of growth in the Audio Visual & Hi-Fi Consumer sectors. The challenges are intense competition and end-user confusion due to the proliferation of products. Initial challege is to focus on setting up a small, but high quality and highly focused Dealer network. Exclusivity in terms of local territory and protected margins will be a key concern for Dealers taking on these products.
Compelling Event
Morel need to break into the UK marketplace - second only to the US. Previous attempts directly and via other agents have been unsuccessful
Order Value
Typically £1,000 - £1,500 for the Cinema range and £1,500 - £5,000 for the high-end audiophile loudspeakers
Sales
$1M over the past 5 years
Dealers & Custom Installers (B2B & B2C)
Client/Product
Morel Loudspeakers - Hi-Fi & Home Cinema - High End Loudspeakers
Sales Cycle
Typically fast turnaround - less than a one month sales cycle. Highly susceptible to industry trends and fashion
Business Development
As the British Consumer marketplace is slightly younger than the U.S. and its economy has fared better of late, there is still plenty of growth in the Audio Visual & Hi-Fi Consumer sectors. The challenges are intense competition and end-user confusion due to the proliferation of products. Initial challege is to focus on setting up a small, but high quality and highly focused Dealer network. Exclusivity in terms of local territory and protected margins will be a key concern for Dealers taking on these products.
Compelling Event
Morel need to break into the UK marketplace - second only to the US. Previous attempts directly and via other agents have been unsuccessful
Order Value
Typically £1,000 - £1,500 for the Cinema range and £1,500 - £5,000 for the high-end audiophile loudspeakers
Sales
$1M over the past 5 years
Virtual Reality Training
Marketplace
Automotive Electronics - Training & Diagnostics Systems (B2B)
Client/Product
Degem Systems - AutoTronics Division
Sales Cycle
Typically a 3-6 month lead time, but may be as long as 2 years when dealing with Government Institutes
Business Dev
A mature and highly competitive market with a strong British Supplier already well established in the UK. Furthermore most of the large value sales has been made to the major Training Centres & Colleges
Compelling Event
Packaged the existing hardware and software into an entry level solution for £35,000 which were then affordable by the smaller Colleges
Order Value
Typically between £25,000 and £150,000
Sales
$3M over two years
Automotive Electronics - Training & Diagnostics Systems (B2B)
Client/Product
Degem Systems - AutoTronics Division
Sales Cycle
Typically a 3-6 month lead time, but may be as long as 2 years when dealing with Government Institutes
Business Dev
A mature and highly competitive market with a strong British Supplier already well established in the UK. Furthermore most of the large value sales has been made to the major Training Centres & Colleges
Compelling Event
Packaged the existing hardware and software into an entry level solution for £35,000 which were then affordable by the smaller Colleges
Order Value
Typically between £25,000 and £150,000
Sales
$3M over two years
Smart Tracking Systems
Marketplace
Personnel & Asset Tracking using Bluetooth technology in Hospitals. (B2B)
Client/Product
Established GIS developer; Online access to critical infrastructure data using Bluetooth & SCADA technology
Sales Cycle
Typically 3-6 months
Business Development
Profile the 'best fit' marketplace to sell to; Identify Decision Makers; Identify decision making process; Initial goal to establish reference sites
Compelling Event
An infrastructure disaster. In the case of the first two sales: an inability to determine the impact of closing a valve - the effect was the flooding of the basement putting the operating theatre out of action for several days
Order Value
$250,000 for capturing necessary data and creating an online system for managing the utilities infrastructure in the Building. Further sales of $1M+ over three years
Personnel & Asset Tracking using Bluetooth technology in Hospitals. (B2B)
Client/Product
Established GIS developer; Online access to critical infrastructure data using Bluetooth & SCADA technology
Sales Cycle
Typically 3-6 months
Business Development
Profile the 'best fit' marketplace to sell to; Identify Decision Makers; Identify decision making process; Initial goal to establish reference sites
Compelling Event
An infrastructure disaster. In the case of the first two sales: an inability to determine the impact of closing a valve - the effect was the flooding of the basement putting the operating theatre out of action for several days
Order Value
$250,000 for capturing necessary data and creating an online system for managing the utilities infrastructure in the Building. Further sales of $1M+ over three years
Medical Electronics
Marketplace
Life Sciences - Patient Monitoring (B2B)
Client/Product
Hospitals/Patient Tracking System - accurate within 2 meters of patient location
Sales Cycle
12 weeks
Business Dev
Identify key reference site hospitals, upon which to leverage future sales
Compelling Event
The inability to track the exact location of a heart attack patient within a given timescale and their subsequent death triggered the need to prevent this disastrous event re-occurring
Order Value
$40,000 per Bluetooth Installation. Further incremental sales to that client of $1M+ over three years
Life Sciences - Patient Monitoring (B2B)
Client/Product
Hospitals/Patient Tracking System - accurate within 2 meters of patient location
Sales Cycle
12 weeks
Business Dev
Identify key reference site hospitals, upon which to leverage future sales
Compelling Event
The inability to track the exact location of a heart attack patient within a given timescale and their subsequent death triggered the need to prevent this disastrous event re-occurring
Order Value
$40,000 per Bluetooth Installation. Further incremental sales to that client of $1M+ over three years