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Fluke Case Study: Customer Acquisition from the Penton List

By: Infogroup/Interactive – Walter Karl
Published: 2/24/2010

Finding the right target audience for a given product or service offering is perhaps the most arduous task faced by a firm. Hours and hours of manpower go into the creation of a particular product or service, but if there is no one to sell them to, that time is wasted.

One way to find groups of target customers is through the use of industry-specific contact lists. The list mentioned in this case study, the Penton List, was compiled by a firm that publishes magazines about energy and construction, and electrical systems.

Discover how Walter Karl was able to use the Penton List to help the Fluke Corporation find an ideal target market for its products.


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