Success Story 1 – Using our
pads
I have an account that was using the 4mm film back
disc 180g and Dynabrade bull nose back up pads. The customer
was sanding chair frames. The customer was more concerned
with the back up pad usage than the discs. The department
would go through 10 pads per day. After looking at what we
had to offer I decided to test our pads. The sample back up
pad that I presented lasted 3 months. Needless to say the
customer was quite pleased. I sold a box of 10 pads that have
lasted almost a year. I gained all of the disc business as
well.
Success Story 2 – Persistence
pays!
Another particular case was the amount of discs
used in the boating industry. I have an account that uses a
tremendous amount of 5” discs. The disc Acme provides
gives the same amount of life as the nobitron Champagne (A273) and
is significantly cheaper. The disc only lasts roughly 20
seconds before being changed. This has proven to be a tough
market to penetrate but once we broke the ice the volume has made
it worth while. I personally spent a solid year dealing with
issues and working the account before we got to the success part.
Management was not pleased with the change at the beginning stages
and battled to change back to their past supplier. There were
constant complaints about everything imaginable but we handled each
issue in a timely manner and gave no ammunition to resort back to
their old ways. Persistence paid off! We have had the
account under contract for a year and working toward a two year
contract.
Success Story 3 – How I got a customer for
life!
My wide belt success story is simple. I was
fortunate to set a test at a major hardwood flooring account whose
current process was cloth 22s 77s 55s and paper 120 and 180g.
The account was using 4mm ceramic in cloth and 362UZ in
paper. I presented Acme in cloth and stss000 in 120g and
Aatarf in 180g. The major pain for the customer was
dust. The 4mm would leave more dust on the product than was
going through the dust extraction. The customer was paying an
employee to blow off the dust with an air hose at the end of the
wide belt line. Once we tested our products the dust issue was
resolved as well as getting better life than 4mm. The account
was changing belts at the end of every shift; 3 shifts per
day. I was able to prove to them that the changeovers were
excessive. After the testing period was completed we signed a
2 year contract. The cost savings the customer experienced is
unbelievable. In the long run we will have a customer for
life! We also received a referral that should do more then
three times this customer’s business.
