Air Flo Spray Equipment
Industry: Manufacturing
Location: Colorado Springs, CO, USA
Employees: 2 employees
Founded: 1965
Website: www.airfloeq.com
KnowledgeNet.ai solutions:
- KnowledgeNet.ai license
Background
Client: Chris Ludwig, CEO of a U.S.-based fluid handling and precision dosing equipment distributor
Industry: Industrial Equipment Distribution
Challenge: Long sales cycles, shrinking markets, and tariff-induced disruptions
The Challenge
Chris Ludwig inherited a family legacy—an industrial equipment distribution business started by his father in 1965. What began as a paint supply warehouse evolved into a specialized operation focused on fluid transfer and precision dosing systems, serving clients across North America.
But change hit hard.
First came the collapse of the North American printing industry. More recently, U.S. tariffs on European imports dealt a major blow—particularly disruptive since Chris’s company represents a niche German equipment manufacturer, Walther Systemtechnik. That partnership accounted for more than half of their revenue, and business declined by 80%.
The Turning Point:
With pressure mounting and a need to rebuild his sales pipeline quickly, Chris turned to KnowledgeNet.AI in early 2024. After some initial testing, he fully integrated the platform into his sales workflow—and the impact was immediate.
- Lead Generation: Nearly 400 targeted leads were sourced using KnowledgeNet’s research and enrichment tools.
- Smart Contact Replacement: When contacts bounced, replacements within the same organization were identified and engaged in minutes—saving hours of manual research.
- Focused Outreach: Strategic lists (e.g., automation integrators, OEMs, chemical manufacturers) were built and exported directly to Pipedrive, Chris’s CRM.
- Buying Committee Mapping: Recognizing that sales rarely hinge on a single decision-maker, Chris used the platform to map full buying committees—CEOs, COOs, engineers, and floor managers—and personalized his outreach accordingly.
Results
- ~10% of sourced leads converted into monthly outreach targets
- Two high-value sales opportunities originated directly from KnowledgeNet-enabled outreach
- 35–40 key decision-makers are now active in his nurture stream
- Major time savings: Chris effectively replaced an entire sales support team using automation and AI
A Quiet Win in a Tough Market
Though the two high-value opportunities didn’t close due to external market dynamics, Chris still considers them wins.
“In our world, getting a response on a first outreach almost never happens. With KnowledgeNet, it did.”
Chris also leverages the platform’s integration with AI tools like ChatGPT, crafting prompts to identify ideal customers by NAICS code, streamlining workflows, and automating large portions of his engagement process.
Conclusion
In a market shaped by disruption, tariffs, and long sales cycles, Chris Ludwig found momentum through data, automation, and AI. His story demonstrates that even niche distribution companies serving highly technical industries can adapt, compete, and grow—when equipped with the right tools and mindset.
