Electric Heating Co., Inc

Synergistically Speaking

Eli is just back from a sales trip and shared the following: I called on a customer where we had just solved some big issues of performance in a molding operation as well as eliminating bore seizure concerns. I was enjoying a discussion about our success and sharing the story with a new huge advocate of our Watt-Flex® cartridge heaters and the distributor that shared in that success.

Our product offering is limited to cartridge heaters as applicable to this company, so what came next surprised me. I handed him our catalog and he looked at the cover, pointed to the heater with post terminals and asked, "Oh, do you make those, too? I thought to myself ... "Are you kidding? That's the same thing with a different termination." But as I thought about it, I understood that he is not conversant with our product line. So now he will be receiving a quotation and we will expand the business we do with him.

As I was driving away, I thought about the (almost) failing on my part ... I did not explore what other applications he had and how I could capitalize on recent success. As a distributor, your synergy opportunities are manifest. You have a host of product lines which you can present as a logical fit ... with a recent success with a controller, what heater is the customer controlling? With success with the heater, how is the mold being insulated?

My lesson was two-fold ... each Dalton Electric customer success story results in an opportunity to expand our business relationship with that customer through expanded product lines and services. And the other lesson ... it wouldn't have happened unless I were sitting across his desk and making the call !!!

Friday Funnies

The tourist had lost his way on a back road and stopped at the farmhouse to ask if he could be put up for the night. 'Well, we're a mite crowded, siknce there's already someone in the spare room,' replied the farmer. 'But I guess you can stay if you don't mind sharing the bed with a red haired schoolteacher.'

'Look,' said the tourist, 'I want you to know I'm a gentleman.'

'Well,' mused the farmer, 'as far as I can tell, so is the red haired schoolteacher.'

Dalton Electric Heating Co., Inc (978)356-9844
28 Hayward Street Ipswich, MA 01938 USA

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