R-K
Electronics, Inc.
Cincinnati, Ohio USA
May/June 2004
Sales Tip: Volume Wins!
Quote
New Intrinsically Safe Relays
Custom Products
New Pricing
Amazing Product Application: DC Current Sensing
Sales Tip: Volume Wins!
(Not Frequency)
To drive customer loyalty, the amount purchased per buying event is over three times more important than purchase frequency.
A customer’s annual purchase volume is made up of the amount of times they buy and the amount they buy with each purchase. In the marketplace both strategies are pursued with brands offering frequent-buyer clubs as well as supersizes.
Statistical modeling of household purchasing data from over nine thousand consumer products found that volume per purchase is 3.5 times more important than frequency of purchase in explaining the total amount that a customer purchases each year.
Conceptually this makes sense. Competition is not static. Your competitors are perpetually making offers to entice your most loyal customers to give them a try to experience and enjoy what they have to offer.
Think of customer loyalty as a giant roulette wheel. With more loyal customers, you have a larger proportion of the wheel dedicated to your brand. When customers make purchase decisions, they spin the wheel. With each spin of the wheel there is a defined opportunity to win or lose your customer’s next purchase.
When a customer purchases twice as much as normal, you receive 100% of both the current purchase and the next purchase. This gives you a greater opportunity for that customer to notice and appreciate your meaningful difference. When the customer appreciates your difference,
your odds of developing the most valuable aspect of customer - a meaningful presence in your customer’s mind - increases.
Quote: “Why can’t life’s problems hit us when we are 18 and know all of the answers?” Unknown, but probably a parent
New Intrinsically Safe Relays
Based on requests from several customers, R-K is just finishing up our UL approvals for a new series of intrinsically safe relays. One significant feature over the ISR & ISL are that the new IS_R and IS_L have AC supply voltage.
Supply voltages available on the new units will be:
• 24VAC
• 120VAC
• 240VAC
They will be available as 1, 2, 3 or 4 channels with relay contact outputs. They will also have the functional option of 1, 2, 3 or 4 independent channels or as a latching relay (L) for duplex pump down applications.
The temporary literature sheets should be on our web site by the time you get this. As soon as we complete our UL approvals, you will see the UL symbol on the web spec sheets.
Custom Products
50% reduced sub-panel space
$0 cost over existing material
80% reduction in labor
20% to 100%+ increase in features and benefits
Do you have an OEM that builds 100 or more of the same thing, or very similar things a year? You need to be talking to R-K’s great design staff.
New Pricing
If you haven’t figured it out yet, R-K has a new List Price schedule that was effective as of March
5th.
If you do not have your copy yet, you can download it in color or black & white from our web site,
www.rke.com.
The Multiplier schedule did not change, but we change the date to March 5th
to avoid confusion.
Need an Excel file of all the list prices and part numbers to load into the company computer? Call or e-mail Lisa at
lsmith@rke.com.
Amazing Product Application: DC Current Sensing
There aren’t many products that will sense DC current, But R-K has one. We even have a cheap solution to an expensive “calibrated” shunt.
A - Applications
DC motor loads
Heater loads
Plating applications
Battery charging
DC braking
B - Benefits
R-K has a product that will do it!
It is simple to apply
Circuit impedence is low.
It’s adjustable.
Avoids damage to equipment.
Verifies proper heating.
Ensures electrodes still have enough surface area.
Let’s you know when the battery is charged.
C - Customers
Steel mills
Machinery with DC drives
Plating companies
Machines with rotating equipment.
Operations requiring batteries.
So what is this great R-K product? The ZV. It is a millivolt sensitive relay that will provide you with an output when the input signal exceeds the ZV’s millivolt trip point.
What is the cheap shunt? Got some Aluminum wire? Aluminum wire has a higher resistance per inch than similar copper wire. Use your Ohm meter and a pair of cutters to trim the wire to the right resistance for the millivolt input to the ZV.
Check out the ZV on line at www.rke.com.
