PUMP UP THE (MACHINERY) SALES – February 2011

NO MORE TALK ABOUT A “DOUBLE-DIP” RECESSION, WE ARE OFFICIALLY IN RECOVERY MODE.

THE EVOLUTION OF MACHINERY SALES AS WE CAME OUT OF THE RECESSION WAS INTERESTING TO WATCH. AT FIRST ANYBODY THAT WAS LOOKING FOR MACHINERY WAS BUYING USED EQUIPMENT FROM AUCTIONS AS OTHER BUSINESSES CLOSED OR DOWNSIZED. AFTER THAT SOURCE OF CHEAP EQUIPMENT DRIED UP WE SAW A BIG INCREASE IN REPAIR PARTS BEING PURCHASED. THEY NEEDED TO GET THAT OLD KBC MACHINE SITTING IN THE CORNER RUNNING AGAIN TO HANDLE THE NEW WORKLOAD. THE FINAL STAGE THAT WE JUST STARTED GETTING INTO IS TO BUY NEW MACHINES TO ADD MORE CAPACITY.

HERE IN THE U.S. THERE IS A 100% TAX DEDUCTION IN THE FIRST YEAR FOR CAPITOL EQUIPMENT PURCHASES SO THAT IS HELPING PUMP UP THE INTEREST IN NEW MACHINES AS WELL. THE ONE THING THAT IS DRIVING SALES THOUGH IS THE WORK THAT THESE SHOPS HAVE NOW AND FOR THE FORSEABLE FUTURE. SEVERAL CUSTOMERS HAVE TOLD ME THE TAX THING IS NICE BUT IF THEY DID NOT HAVE THE WORK THEY WOULD NOT BE BUYING A MACHINE.

FOR 2011 I’M EXPECTING INCREASED SALES OF MACHINERY AT ALL OUR U.S. AND CANADIAN LOCATIONS. WE HAVE BETTER STOCK OF MACHINERY THAN MOST OF OUR COMPETITORS WHICH GIVES US AN ADVANTAGE. THE MACHINERY WEB SITES ARE NOW LINKED DIRECTLY TO THE “MACHINERY” TAB ON THE KBCTOOLS.COM WEB SITE. MOST CONVERSATIONS WE HAVE NOW ARE WITH CUSTOMERS WHO ARE LOOKING AT THE MACHINERY SECTION OF OUR WEB SITE. SOME SAY THEY RECEIVED A SALE FLYER AND THEN LOOKED ON-LINE FOR MORE INFORMATION. OTHERS SEARCH FOR “KBC” ON-LINE AS THEY HAVE A KBC STICKER ON A MACHINE WE SOLD SOMETIME OVER THE PAST 30 YEARS. A FEW SEARCH BY A BRAND NAME (KENT, JET, KING, ETC) AND WE POP UP ON THE FIRST OR SECOND PAGE. A FEW FIND US WITH A “GENERIC” SEARCH THAT HAPPENS TO MATCH THE INFORMATION WE HAVE ON OUR WEB SITE. THE WEB SITE ALSO SEEMS TO BRING US MORE LEADS FROM LARGER COMPANIES WHERE OUR SALE FLYER NEVER GETS IN THE RIGHT HANDS. 

ALL THIS PUTS US IN A GOOD POSITION TO BENEFIT FROM THE INCREASED DEMAND FOR MACHINERY AS MANUFACTURING IN NORTH AMERICA STAGES A COMEBACK.

THAT SOUND YOU HEAR IS THE PHONE RINGING WITH OLD AND NEW CUSTOMERS LOOKING TO BUY MACHINERY!!! PICK UP THE PHONE AND SELL, SELL, SELL!!!!!

– PHIL

PUMP UP THE SALES – February 2011

PUMP UP THE SALES

February 2011

           I have good news and bad news.  The bad news is that I’m late.  The good news is that you’re Not the Father.  Sorry I missed the deadline.  I take full responsibility, because that’s my job.

           The last few P.U.T.S. that I’ve done have mostly been about “Knowledge is the Key”, which it is; but, along with knowledge, we Must also pay attention to Detail.  In an effort to Not continue to repeat myself, and in an effort to get others “involved” in the daily running of KBC, I’ve asked some select coworkers to put together, in one paragraph, their ideas on how to P.U.T.S. to see if any of what goes into our monthly articles has had any impact.

           Here are their thoughts.  Frankly I was impressed by how quickly they came back to me today, so be prepared in the future, as I’ll be asking for more participation.  But be warned.  If you talk the talk without walking the walk, it’s a waste of thought, ink, paper, and most of all, my time in reading it.  So, be careful, you will be judged.

Yours truly,

The Honorable J.H.E.

When the customer orders a boring bar or tool holder, I try to sell them a box of inserts with it.  I also suggest buying extra screws or clamps, because the darn things are so small they are bound to fall on the floor!  Ordering extra batteries for mics or calipers is also helpful because the Only time you need a battery is when you used the last one two weeks ago.  It’s helpful to push quantity breaks too.  “Well if you buy 2 more grinding wheels, you’ll get 10% Off!”  “WOW!!”

 SHOWROOM ETIQUETTE

           The KBC Showroom acts as a “First Impression” to our customers.  It is important to keep the shelves dusted, the floor clean, and the counter neat and organized.

           The shelves should be stocked on a regular basis.  Freshen up your showroom and switch out product.  Be sure to keep current Flyer Items in your showroom, as well as current Sale Flyers.  Your week Spiff Item(s) should be advertised in the showroom, with the item nearby and available for their purchase.

           Have the customer pick ups ready Before the customer gets there.  Our Goal – get the customer in and out and leaving with a good feeling.  “Wow, KBC is Great!”  “They are so organized, the place looks great, and the service was fantastic!”  And once this is accomplished, they are sure to tell their friends and business partners about us!

           I try to pump up the sales by checking on backordered items when a customer calls checking stock.  If I see that it is already on order with our supplier, I put them on hold and call the vendor real quick, as the estimated delivery in the system is only a product of past deliveries.  If the customer knows it’s on the way to our location, they usually keep the item on order. 

          I also use the substitute feature while taking an order.  It’s handy to offer them something comparable with the touch of a button.

          The last step I take is reading the vendor notes.  Most of the time, an order can be drop shipped from our supplier that day.  The note screen gives a lot of information, such as Minimum order quantities, customer pricing, drop ship information and website login information.

 DETAILS, THEY MATTER!

           Pay attention to Detail!  Technically every order entered is the responsibility of at least three people:  the person that took and processed the order, the person that pulled the order, and the person that packed the order.  Give “Your” order the once over to ensure that it IS entered correctly.  Is there more than one customer with the same name??  As the order taker, you should, at the very least, get their phone number so you can ensure you use the right account.

          Was the order pulled right??  A part number is Not just a part number.  It has a Description printed right next to it.  A 6” file does Not come in a 12” long box.  Hello, McFly!  When the order is packed, this Same observation can be made. 

          If you can read and have even a little bit of common sense, then the three people that are responsible for the order will work happily ever after.  The End.

          There are tons of ways to Pump up the Sales.  For example, when you call the customer to tell them their Backorder is ready for pick up, this is the perfect opportunity to ask them if there is Anything else they need at this time; which will then Save them from having to Call again, And save their driver from having to come back again right away.  Although, we definitely want them to keep coming back to us, so we want to make their job as easy as possible.    This is also a good opportunity to mention the Spiff!  You never know, they just may need it!

          You can call on customers you have not heard from in a while and ask them who they are buying from and remind them that we will Not be undersold.

          Follow up on All Quotes that you have not heard back on.  Ask them what it will take to get that order.

 STREET SMARTS vs. BOOK SMARTS

           Some people are smart in the head, but dumb in the brain.  You have to THINK about what you are doing BEFORE you do it.  I know all of us are guilty of doing something and then saying after “why did I do that!”  This all applies to Pumping Up the Sales.  If you are doing one job, you could be neglecting another.  This applies to being on the phone, helping on the counter, etc.  When you are pushing for one order, you could be neglecting another.  Think about how you would feel if you were on the other end.

           Hard Sales are history or are all used car salesman.  We want the guy to come back and not to regret calling us.  Most of our customers are as busy as or busier than us, and you can sense it when you talk to them. 

          We were ALL born with common sense; we just sometimes seem to neglect it.

           My contribution is short and sweet and pretty simple stuff.  You Cannot Pump up the Sales until you have Pumped up Yourself!!  Sometimes other people are responsible for this; maybe they’ve given you praise, inspired you, motivated you……..but don’t wait for this to happen, because it may not.  And it is YOU, ultimately, that is responsible for You and Your Attitude. 

           Pretty simple, a bad attitude and/or mood can Only equal a Bad Day.  And that’s not good for you, your health, your family, business, and surely Not for KBC.

           Negativity seems to spread like wild fire.  If you see a fire, try to help put it out.  If it’s You that is going to start this fire, if something seems just too big for you to handle, then ask for help or work it out; but Stop it Before it starts! 

           The Only thing we need to have be contagious around here is Positive Energy, and a little laughter can’t hurt either J.  I’ll be the first to admit that it is a easy to sometimes feel knocked down, drained, deflated, defeated, overwhelmed……….. but to be able to realize that you have reached this point and to stop it dead in its tracks, well, that’s what you call Pumping Up to Positive.  It’s a win, win.  It’s good for You, Your health, Your family, Business, & most of all, KBC – Now you are ready to Pump Up the Sales!! 

           To be Positive is a choice and one that we ALL have.  And, if we ALL choose it, we will be sure to Pump Up Our Sales!!!

Energetically Yours,

TEAM MICHIGAN