The client
Brother Mobile Solutions provides mobile printing for field workers — including the in-car printers law enforcement officers use for electronic citations, reports, warrants, permits, notices and labels.
The challenge
Law enforcement is a fragmented market of thousands of agencies, each with its own vehicles, systems and buying timeline. Brother needed consistent coverage of government buyers: supporting existing customers as their equipment aged while finding net-new agencies with a clear need for reliable mobile printing.
What KSG did
KSG contacted law enforcement agencies nationwide in conversations focused on field workflows and upgrades. Our reps captured sworn officer counts, in-car printing environments, current printer models and field pain points, and supported existing Brother customers through service and upgrade discussions.
- Target agencies — prioritize departments by size, role and mobile-printing fit.
- Discover workflows — assess in-car printing, current models and service pain points.
- Qualify opportunity — identify upgrade, replacement and net-new customer potential.
- Transfer context — schedule meetings with detailed agency and workflow insight.
Results
- More than 10,000 agencies contacted and 800+ qualified meetings booked.
- An 8.9x average return on investment.
- A partnership that has run for more than eight years.
Why it worked
A dedicated focus on government buyers gave Brother consistent pipeline coverage. Need, timing and ownership surfaced earlier in each account, and the workflow detail captured on every call sharpened each sales conversation.
Program results supplied by Kensington Sales Group.