R-K
Electronics, Inc.
Cincinnati, Ohio USA
January/February 2004
Sales Tip: What message is YOUR customer hearing?
Quote
More Custom Products
2004 Pricing Updates
Amazing Product Application: Single Phase Voltage Monitors
Sales Tip:
What message is YOUR customer hearing?
Are you getting the right message to your customers?
Are your salespeople positioning the company the same way that everyone discussed it in the sales meeting?
Did you talk about increasing the gross profit on sales, and that in order to do that you had to prove that you had products and services that you could adapt to meet your customers needs in the most effective way?
Did your salesperson, when confronted by purchasing, say “Sure we can meet their price!”?
Take a reading on your customers. Ask them what the message is that your salespeople are giving them. Keep asking for the feedback, it will accomplish three things (with a fourth to follow).
1. You will find out if the salespeople are delivering the right company message.
2. If the customers don’t give you the right feedback, retrain the sales force.
3. You’ll train the customers on the message you want them to hear.
And the fourth benefit is:
4. Oh my gosh, they might believe the message and give you an order!
Tell your story, then tell it again, and again, and again, and...
Quote: “To win with customers, you must tilt the value equation in their favor.” – Doug Hall, Jump Start Your Business Brain
More Custom Products
Custom products make up just over 50% of R-K’s business and for you, the distributor, customs can mean a good Gross Profit percentage tied into a long term customer commitment.
To get your mental juices flowing, here is one of the customs that R-K has already received an order for:
Hydraulic Pump Motor Controller
This application is rather simple, but the space available for the control is really small (about 2"x2"x2"). There isn’t anything available that can meet the combination of customer requirements in a package that small. Size is a critical issue.
The control operates on a 24VDC supply and runs an 8 amp hydraulic pump DC motor. It only has 2 inputs and 2 outputs. The inputs are a pressure switch and reservoir float switch. The outputs are an indicator lamp and the motor load.
The design is processor based, since there are time delays, maximum run times and various flashing patterns to indicate a variety of faults.
This custom design will save the customer over 50% is material costs, 80% reduction is space required and expand their features big time over the component based design.
2004 Pricing Updates
Current pricing (dated 2001) is good through March 5, 2004. New pricing takes effect March 8, 2004. It is available on the web site to view, print and download. (There are no updates or changes to the multipliers.)
Get your new list pricing schedules dated
3/8/2004 on our web site at www.rke.com. There is a link on the homepage. If you’d like an Excel spreadsheet file with the part numbers and prices, let Lisa know.
(If you do not have access to the web or have computer problems, you may e-mail, call, or fax Lisa and she can get a copy of the new list prices out.)
Amazing Product Application: Single Phase Voltage Monitors
Single phase voltage monitors are often an important addition to a control system. They are used to monitor the 1Ø control voltage and react if the voltage goes too high or too low.
A - Applications
Applications usually involve motors or combinations of electronic and electro-mechanical controls.
The problem is that if a low voltage condition occurs in a control panel some of your equipment may keep on working, some may stop and some may get really hot.
Electronic equipment tends to stop working or lock-up somewhere around 95 volts. When that happens it may continue to provide a signal to another device without any control or simply shut-down. The problem is that the other device may still be working.
Low voltage also tends to cause coils and motors to overheat. That overheating may shorten the operational life of the device.
B - Benefits
Benefits for installing a single phase voltage relay in your control are:
• If the voltage drops to less than 95 volts, the entire control can be shut down. That may be safer than some of the control continuing to operate without any control.
• When low voltage occurs, motors and coils consume more current and tend to overheat. The single phase voltage relay can disconnect the loads when the voltage goes low and avoid damage to the coils and motors.
C - Customers
Customers using 1Ø voltage relays include:
• Control panel builders
• Instrumentaion users
• 1Ø refrigeration applications
• Blower applications
• Transfer switch applications
Check out these single phase voltage relays on our web site, www.rke.com...
SVM • Plug-in, Single adjustment
Over & Undervoltage
12VAC to 380VAC
and 12VDC to 100VDC
SVM-79 • Plug-in, Dual Adjustment
Over & Undervoltage
120VAC and 240VAC
SVM-A6857 • Plug-in, DPDT
Dual Adjustment
Over & Undervoltage
SVT • Din or surface mounting
Pluggable terminal blocks
Lots of adjustment options
Adj. Re-start timer
12VAC to 240VAC and 12VDC to 55VDC
