MW Molding
A $14M custom injection molder with 41% revenue concentration on a single Tier-1 medical OEM contract, eighteen months to renewal, no formal sales team, and a banker on the phone. We scored their full CRM in fourteen days.
A shop with a concentration problem.
MW Molding runs custom injection molding out of a single facility in Wauwatosa. Two outside reps plus the founder. HubSpot Starter, set up by the founder's daughter. No dialer. No sequencer. A yellow legal pad in the office.
Forty-one percent of revenue came from one Tier-1 medical OEM. The contract was up for renewal in Q3 2027. The founder's banker was asking what happened if the OEM moved the work in-house. The answer was that MW would lose half its margin in eighteen months.
The founder needed two or three anchor accounts in adjacent medical-device verticals before the renewal conversation. He had one quarter to find them. The 1,800 accounts in his CRM had been accumulated over fifteen years. Most were stale.
Fourteen days. 1,800 accounts. Twenty-five briefs.
February 2026 pilot
Week 1 — setup
CSV export from HubSpot. ICP defined: medical-device OEMs and Tier-2 contract manufacturers, $20M-$300M revenue, ISO 13485 or working toward it, US-based.
Weeks 2-3 — enrichment
1,800 accounts cross-referenced. 612 had public 10-K filings. 1,043 had US Customs records on medical-grade plastic HTS classes. 287 had hiring activity in the 14-day window.
Scoring
47 accounts scored above 70. Top 25 selected for full briefs. Three of those clustered into a single capex-signal pattern: medical OEMs filing for new device launches in Q3 2026 with tariff-exposed plastic component sourcing.
Delivery
Briefs landed in HubSpot as enriched records on March 11. Each one carried 10-K excerpt, customs summary, hiring delta, and a manufacturing-literate talking point. Three sequences set up; founder ran the first set of calls himself.
What changed.
Ninety days post-delivery
- + Three deals from capex signals. All three from the same medical-OEM cluster. Two requested quotes within 30 days of first contact. One progressed to FAI sample within 60 days. Total qualified pipeline: $1.2M.
- + CRM cleanup. 1,200 accounts dropped from active follow-up. They were sub-$10M private shops with no SEC filings, no relevant import volume, and no medical industry exposure. The reps stopped calling them.
- + Talking-point quality lift. The founder reported that calls opening with a specific 10-K excerpt converted to a second meeting at roughly 3x the rate of generic introductions. We did not measure this rigorously; it is his number.
- + Retainer conversion. Pilot ended March 11. Retainer started March 28. Now generating ~20 new qualified profiles per month plus weekly signal alerts.
"I did not need software. I needed someone reading filings I do not have time to read. The first brief I opened told me a public OEM had authorized $30M for a new line three counties from us. We were quoting them inside the week."
Honest footnotes. The composite "Midwest Precision Components" example used elsewhere on this site is not MW Molding. It is a teaching composite. MW's real numbers are above.
Pipeline reframing measures qualified opportunities tied to outreach the briefs enabled. Closed-won is too early to report; the longest-running deal is at quote stage.
Three deals from capex signals does not mean three deals closed. It means three opportunities are in active progression that would not exist without the briefs. Two have explicit acknowledgement from the prospect that the capex disclosure was the opener.