By partnering with Factur, Hanowah Corporation diversified its customer base, entered new industries, and generated measurable revenue growth, without adding internal sales headcount.
Company Overview
Hanowah Corporation is a national provider of pallet, packaging, and supply-chain support services. The company helps manufacturers optimize packaging programs, manage suppliers, improve sustainability outcomes, and reduce operational costs across complex, multi-location environments.
The Challenge
As a growing national supplier, Hanowah saw strong potential to expand both within its existing customer base and into new industries. While demand for pallet and packaging programs was increasing, internal sales resources were stretched thin managing active accounts, supplier coordination, and ongoing customer needs.
Cold outreach and early-stage prospecting became a bottleneck. Hiring additional staff to handle outbound efforts would have increased overhead, while inconsistent follow-up risked leaving opportunities on the table, especially in adjacent markets like automotive that Hanowah had not previously penetrated.
Hanowah needed a scalable way to uncover new opportunities, diversify its customer mix, and ensure consistent follow-up with prospects, without pulling focus away from servicing existing accounts.
The Solution
Hanowah partnered with Factur to support outbound prospecting through its Industrial Lead Generation service. Factur assumed responsibility for cold outreach, initial qualification, and warm follow-up, allowing Hanowah’s internal team to stay focused on closing and account management.
Factur began by expanding opportunity generation within the beverage industry, where Hanowah already had a strong value proposition in pallet and packaging management. From there, Factur strategically introduced Hanowah into the automotive sector, opening access to a new customer base with similar logistical and sustainability needs.
A key differentiator was Factur’s disciplined follow-up process. Rather than letting early-stage or “not now” prospects go dormant, Factur maintained consistent engagement over time, nurturing opportunities until they were ready for sales conversations. This approach maximized pipeline value while saving Hanowah significant internal time and effort.
The Results
Within six months, the partnership delivered measurable business impact. Factur helped generate new customers, quoted opportunities, and increased revenue, while also enabling Hanowah to successfully diversify into a new industry.
The automotive market quickly emerged as a meaningful growth channel, strengthening Hanowah’s overall pipeline resilience. Internally, sales leadership reported significant time savings, as their team no longer needed to manage cold outreach or repetitive follow-ups.
Most importantly, the consistency of Factur’s prospecting and follow-up ensured that opportunities were not lost due to timing, turning previously unreachable or delayed prospects into active sales conversations.
15
Opportunities Quotes
4
New Customers Acquired
$600K
In Increased Business
