Digital makes impact on client’s bottom line

The situation

As a highly respected supplier of industrial engine parts to many of Australia’s largest sectors, EPE’s knowledge and experience had fueled its ability to maintain a large client base.

With an eye on long-term partnerships with clients, EPE recognised an opportunity to drive the growth and scale of their business through marketing. Essentially, for many years it had flown under the radar, it was now time to proactively promote the business.

Spoke was engaged to look at ways to increase the average spend of its large and respected client base. The company houses literally thousands of products and through its longstanding channel partnerships with suppliers from around the world, has access to many more.

Creating a capability to showcase its product range, reinforce its focus on quality service and in general, come up with smarter ways to connect with industry, partners and clients was the overall remit.

What’s being delivered

Spoke developed a comprehensive plan to help EPE share their news through a number of dedicated channels including a monthly e-newsletter, Facebook and Instagram accounts. Spoke created:

  • Custom engagement strategy to deliver commercial outcomes using marketing and digital tactics
  • Copywriting, researching and interviews to produce a monthly eNews publication
  • Weekly content created for engagement across Facebook and Instagram
  • Regular behind-the-scenes photography and videos to create a bank of social media content
  • New website
  • Creation of Google AdWords campaigns including designing dedicated website landing pages
  • Support and management of customer and supplier sundowner events onsite at EPE

Today the program continues to evolve, adapt and be implemented.

Commercial outcomes achieved

Played significant role in attracting clients and increasing scopes with existing partners

Revenue growth recorded at approx. 30 per cent over the same time as the previous year

Greater profile in the market and clearer understanding of the diversity of products offered

Engine Protection Equipment Managing Director Peter Gardner believes the partnership with Spoke has helped build recognition for the company.

“One of the added benefits of working with Spoke is leveraging their networks in other industries and that contributes to connecting us with different markets,” he said. “They often present ideas that we’re able to adapt into our business.”

Since realising the benefits of digital engagement, EPE is looking at expanding into a potential online sales function to complement its existing customer service.

“We’ve made a lot of changes in the past 12 months, including relocating to a new, purpose-built warehouse that allows us to carry a lot more stock,” Peter said.

“But we’re also getting a lot of positive feedback from clients and contacts about our monthly eNewsletter and our social media audiences are building steadily after a concerted effort to post regular and varied content.

“Spoke has essentially integrated its people into our team to help us improve the business and we’ve kept them busy learning about our industry.

“We’ve even had them researching the performance of tug boats in severe weather and design concepts for trucks of the future so we can keep our social media content fresh, informative and entertaining.

“What’s more, they tell us that some of our ideas are paying dividends for their other clients too.”

Who is Engine Protection Equipment?

For more than 40 years, EPE has grown its operation to become one of Australia’s largest suppliers of diesel engine parts, with a 2,000m2 warehouse that stocks thousands of items from clamps, pumps and exhausts to filters, hoses and insulation. The EPE team is highly regarded and has a revered reputation for knowing all there is about diesel engines for commercial and industrial applications. That is supported by EPE’s own dedicated fabrication workshop. Clients include large-scale prime contractors to in the mining, power generation and other sectors, as well as businesses and individuals across logistics, agriculture and the marine industry, among others. See www.epe.net.au for more information.