Electric Heating Co., Inc

Consultive Advantage

As a distributor, you have a bag full of capabilities. When it comes to heaters, you can choose your best band, strip, tubular, radiant or cartridge heater. This gives you a distinct advantage to act in the best interest of your customer ... and it is to your advantage to let your customer that you are doing just that.

Your ability to decide among a number of any kind of heater puts you in a "consultive" position, in which you can increase performance, extend life, provide greater benefits and cut the cost of heating for your customer. The fact that you have a variety of manufacturer's products from which to choose will give you a degree of impartiality and credibility. Make sure that your customer understands that you are exercising this benefit in his behalf.

A tool builder who exclusively uses Watt-Flex® cartridge heaters exercised this advantage this week. He went into a shop of one of his customers and counseled them from his impartial standpoint that they were using the wrong heaters and that they could markedly improve the performance of all of their dies by working with Dalton heaters. What carried the day was the confidence the customer had that this "consultant" not only knew what was best for them, but would secure the heaters for them.

Friday Funnies

Opportunity is missed by most people because it is dressed in overalls and looks like work.

Thomas A. Edison (1847 - 1931)

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

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