Sales help

[jmoutoux]

This is question for those who have other expertise. I am having trouble with this whole sales area, I was wondering what kind of advice the pros can offer me in better tactics for selling my service.

James Moutoux
jmoutoux@rogers.com
www.imtechnicalsolutions.ca

[Tom]

I operate a business similar to your for extrusion, however it is marketed at a higher technical level, as I don't "setup" the extruders in the hands on sense.

Selling technical expertise can be difficult. There is a model for selling technical expertise, and that is consulting firms. However the type of technical expertise that is sold by consulting companies is at a much higher level than machine setup and operation. The closest to what you are trying to supply are contract maintenance workers. Those services are sold based on reputation and availability. Think "Joule". The maintenance workers are also much more general purpose.

You need to demonstrate the value of your service to your prospective customers. Since most of your customers will employ setup people which they are already paying for you need to demonstrate how working with you in addition improves their bottom line. Your web site proposes firing those high priced setup people and replacing them with your services. This is a big set for a company because that setup ability is core to the company. If I owned an injection shop, I would not fire my core competency, period.

On the other hand, companies will find themselves without good setup people from time to time. Then you can step in. You may even be able to offer setup people on a contract basis and then convert them into a full time hire, collecting a fee for both activities. Perhaps you then become an unemployment to employment service for IM setup people. Recruiting fees collected can be significant depending on what you negotiate. Having setup people has value; if you can manage the transition periods for companies seemingly that provides a lot of value for companies in need. Yyou might be able to make a good living by filling that need.

“If you IM setup person quits today, we will have a competent technician there tomorrow to keep you running.”

If you agree with such a business model, then sales, marketing and business practices can be developed to support it.

[jmoutoux]

Actually i appreciate your response, and perhaps this is where my flaw is. It is a company that offers basic services to advanced. We have process managers working for us. This is a high level of technical experience we are offering. The at the press idea is because anyone can make things look good on paper but to provide also a hands on level to show it works. Are guys have assisted in the start up of several company's. So perhaps i am not conveying the concept of our company properly. We are definitely not setup techs or maintenance workers although we do offer such services. The main purpose of our company is higher injection molding technical needs such as process engineers who can help take a job that is losing money for any reason and help turn it back into a profit job.

[Tom]

I try to work with the highest level of extrusion technology available and market my services that way. Sometimes I'm busier than I can handle, but mostly it just generates a steady stream of business. In injection molding it is obvious that MoldFlow software drives engineering and development. People have confidence in it, and it lends credibility. I would think that you need to hitch your wagon to that horse. If that is not possible, give me a call and I might have some ideas to share.

[jmoutoux]

So if i am understanding correctly you are dealing with the manufacture of extrusion equipment and other related products? and use them as a source of generating clients?

[Tom]

I represent high technology extrusion products like simulation software. The software is similar to MoldFlow.

I do not represent any vendors of production size extruders.

Sometimes clients want the kind of analysis that the software products can help with, but don't want to buy or run the software. In that case i can use my 30 years of experience and ability to run the software to help explain and resolve their problems. The problems can be related to the screw design, devolitilization, die design, adaptor piping, filtration, post die processing and product cooling, all of which can be modeled to help determine where problems are occuring. The software is also used to test new design ideas to see if those designs wil perform better. All of this work can be done off line and without cutting metal until a design is finalized.

I can attest that success rates are very high using this technique in extrusion. The success of modeling in Injection Molding is obvious. I am suggesting that you similarly combine your expereince with Injection Molding technology tools to demonstrate that your service functions at a step above what is conmonly available.

[jmoutoux]

Your software services sound great but in injection molding i do not think there is any one software or solution to getting a good consistent product. We assist in setting up or troubleshooting the whole system from the mold to finished product. Anyone can hang a mold and run plastic through it, but not anyone can hit target cycle times with consistent repeatability. This is where having years of experience can have a huge impact. My staff have come from positions of upper management such as process managers. There years of experience are invaluable in getting a job making money quickly and efficiently. This is what i am trying to market. Also mold flow if i am not mistaken is now been bought out by HUSKY. Hopefully that helps you in understanding what i am trying to sell and i appreciate all your valuable advice and time.

[Tom]

MoldFlow exists because expereince alone is not enough to solve all problems.

So expereince can't solve all problems and computer modeling software can't solve all problems; perhaps combined they have a better shot.

Check out Moldex 3D:

http://www.compuplast.ca/Moldex3D.htm

If you ever need any help on the plasticor side of the machine, give me a call. I have modeling software for that.

[jmoutoux]

Great thanks for the help buddy and i will contact you if i encounter anything in the extrusion end of things.