I Made the Top Story Again! I Like This Gig!!!

[lendaddy]

Originally posted by LubeMaster77
The type of product/service that you could peddle would require someone with some engineering chops. Expensive and timely to bring in, forget farming out. Do you have a guy or two that has some skills and knows how to make a friend? You guys sound like your running lean. You may feel like you couldn't spare anyone but in your woods a good machinest would be far easier than someone who has worked in your shop and knows the business.

Do you have someone internal? All is it takes is 1 good rep with the desire and confidence. Believe me, it starts with one.

I agree, we can do it from within...........heck, we don't have a choice

The fact is that we are so small that 1-2 decent jobs would completely transform us so that's the light at the end of the tunnel. I thought about this in bed last night....again......and it's really a matter of relativity or velocitization(is that a word?). We got so accustomed to work coming to us that we don't know how to react, it's such a foreign land. We've always been a service for other companies, so we have no internal-product mentality. We don't know what's normal in sales either, what is the most effective way to sell ourselves? Via specific jobs or a more general "here are our abilities" keep us in mind approach. Something tells me that I'm making this more difficult than it is, just go bang on some doors and tell em what we do.

One of the things that is dawning on me during this is that the purchasing agents from other companies don't think like owners. I would go in and try to sell them on savings(maybe a few percent) and they would balk at all the work required to switch vendors. I've actually found them more receptive to making their lives easier than saving them money. If I can combine two processes at my facility and save them all the logistics and BS of coordinating it at two........well their eyes light up. They light up in the way I thought they should have when I told them I could save them money. So is it easier to sell piece of mind and convenience than it is savings? Sure seems so.

Wow Lube, sorry for the hijack! I'm outta control on this one

[efhughes3]

Sales ain't rocket science as they say. It comes down to having pride and knowledge in your company's abilities, and knocking on doors. It's a lot like luck being the intersection of preparation and opportunity. It's 1/2 ability/product, 1/2 personality. You've done the preparation in developing your company, now, by getting out and looking for new opportunities, you will find some. The more people you reach out to, the more chances you will have to find something.

[lowyder993s]

Originally posted by lendaddy

One of the things that is dawning on me during this is that the purchasing agents from other companies don't think like owners. I would go in and try to sell them on savings(maybe a few percent) and they would balk at all the work required to switch vendors. I've actually found them more receptive to making their lives easier than saving them money. If I can combine two processes at my facility and save them all the logistics and BS of coordinating it at two........well their eyes light up. They light up in the way I thought they should have when I told them I could save them money. So is it easier to sell piece of mind and convenience than it is savings? Sure seems so.

Wow Lube, sorry for the hijack! I'm outta control on this one

No truer words have ever been spoken! Studies show owners/decision makers WILL spend more for the same product w/ less hassles. The owner thinks if he can free up some of his P/A's time he's going to get more production, hence make more money from him. Bang on some doors, maybe try a few who you think may not be a perfect fit for your company as practice. Then go out for the ones you might think you may be able to service. If you a get a P.O. or a bid, make sure you meet or beat all deadlines. Show them you're there to service them. And lastly, ask your competition if he has accounts he may want to rid himself of. Our competitor sent a customer our way 10 years ago, he couldn't be bothered to take on the work. That customer regularly spends in excess of 1M+/year w/ us AND pays in less than 20 days! Currently we produce products for him that are in all the Home Depot's, Lowes, etc west of the Miss. They want us to be their sole Nat'l supplier. I got no problem w/ that This line is also NOT in our general field of work. Good Luck!

[M.D. Holloway]

Len,
I'm actually writing a book on what you are talking about. Should be published towards the end of 2007 from Industrial Press. PM me and I will tell you more.

[lendaddy]

Originally posted by lowyder993s
No truer words have ever been spoken! Studies show owners/decision makers WILL spend more for the same product w/ less hassles. The owner thinks if he can free up some of his P/A's time he's going to get more production, hence make more money from him. Bang on some doors, maybe try a few who you think may not be a perfect fit for your company as practice. Then go out for the ones you might think you may be able to service. If you a get a P.O. or a bid, make sure you meet or beat all deadlines. Show them you're there to service them. And lastly, ask your competition if he has accounts he may want to rid himself of. Our competitor sent a customer our way 10 years ago, he couldn't be bothered to take on the work. That customer regularly spends in excess of 1M+/year w/ us AND pays in less than 20 days! Currently we produce products for him that are in all the Home Depot's, Lowes, etc west of the Miss. They want us to be their sole Nat'l supplier. I got no problem w/ that This line is also NOT in our general field of work. Good Luck!

Interesting Jim, I'd like to hear more about that project of yours, not necessarily the specific job, but how it progressed into such a large project.

We certainly do need to flat ass pound the pavement, it will be my focus starting tomorrow.

[lendaddy]

Originally posted by LubeMaster77
Len,
I'm actually writing a book on what you are talking about. Should be published towards the end of 2007 from Industrial Press. PM me and I will tell you more.

PM a comin'

[lendaddy]

Lube, your PM box is full, but thanks for the info. I'll definitely check out your other articles.