R-K
Electronics, Inc.
Cincinnati, Ohio USA
May/June
2005
Sales
Tip: Kick Some…
Joslyn
Arrester Literature
New
List Pricing
1
Meg Ohm Probe Sensitivity
Bonus
Sales Tip: Would You Pay for You?
Amazing
Product Application: Dual Seal Failure Relay
Quote
of the Month
Sales Tip: Kick B_ _T in Your Sales
Meeting!
Here’s an interesting technique I’ve run into a couple of
times for motivation in sales meetings…
Everyone must identify one customer that they are going to sell between
now and the next sales meeting (or by the end of the month, or within
6 weeks—you pick the time frame).
How much money!?! What will this sale be worth? It better be good. Oh,
did I say that they need to stand up at the front of the meeting and tell
this to all of the other salespeople and execs? Hmmmm, just a detail.
Now they need to tell why this is a good deal for the customer. If the
reason is a joke, they will look like idiots in front of their peers.
It may also be educational for the other salespeople and help them sell
another customer.
What else you gonna sell em? “Not only am I going to sell them this
thing, but I am also going to sell them this too.” Add ons are worth
much higher profits. (See my “Would you like fries with that article?”)
Follow up at a later meeting when the salesperson said that they would
have the deal closed. What were the results? How did the process play
out?
The follow up brings closure to this deal and sets the stage for the next
one and a pattern for others to follow. The goal is more sales that benefit
the customer and make all of us more money. What a concept!
Joslyn Arrester Literature
Do you need the sales brochure for Joslyn? We have it on our web site
now. Go to www.rke.com and click on the pull down menu to Joslyn. Click
on the “GO” button and you’ll have the Joslyn pdf file.
New List Pricing
New list Pricing will take effect on May 27, 2005. You can download the
new list price schedule from the web site even as you read this (www.rke.com).
The multiupliers will remain the same, but to avoid confusion, we are
updating the Multiplier Schedule with the 5/27/05 date. If you need a
5/27/05 Mult Schedule, call or e-mail Lisa (lsmith@rke.com). The Multiplier
Schedule is NOT on the web site.
We also have all of our part numbers with list pricing in an Excel format.
If you would like that to more easily up date your computer, just call
Lisa and she can e-mail the file to you.
Bonus Sales Tip - Would
You Pay for You?
Would your customers pay you for your sales call? Are your sales people
talking brochures or providing real value to your customers?
Do customers genuinely look forward to seeing your sales person and are
willing to paying a premium for your product and service to justify their
salaries?
Would they rather spend time with one of your engineers or designers instead?
How did you answer these questions? Would you pay for you?
1 Meg Ohm Probe Sensitivity
We were not expecting this as a benefit of the new Quad ISR design, but
we can set the sensitivity of the intrinsically safe inputs to over 1
meg Ohm. (We don’t know of any other product that will do that.)
This is a big deal for customers that have high impedance liquids that
they have to monitor. How about oil?
The new Quad ISRs have also been designed to meet the new UL ISR standards
that will take effect the end of this year. Some current designs on the
market that are acceptable now, may not meet the Listing criteria after
2005.
Choose the IS-R in the pull-down product list on our homepage at www.rke.com.
Amazing Product Application
- Dual Seal Failure Relay
If you have a customer in the water or waste water pumping industry, we
have a product for you—the LLO. The LLO will monitor pump motor
seals for failure.
A - Applications
When you have a pump and put it under water, there are seals on the motor
shaft that keep water from entering the windings of the motor.
In these seal areas are two probes that monitor the conductivity of the
liquid in the seal area. The impedance of the oil in the seal should be
over 50KΩ. If water leaks in, the impedance will drop below the 50KΩ
level. If that happens the LLO will detect the lower impedance and provide
a signal to alert the operator that a seal is starting to fail.
(Just for claification, we have people that specify 10KΩ or 50KΩ
and even 100KΩ for seal failure. The LLO can do all of them.)
B - Benefits
The benefits of detecting a seal failure are:
1. Prevention of damage to the motor.
2. Opportunity to schedule maintance prior to motor/pump failure.
3. Less down time
4. Lower cost for motor/pump repair
Another unique benefit of the LLO is that it is a DUAL seal failure relay.
Most suppliers need to provide two relays to monitor two seals. The LLO
does one or two sets of seals and costs about the same as our competiton’s
single seal failure relays. (That makes the LLO half price!)
The LLO is UL Listed.
C - Customers
• Wastewater facilities
• Lift Station builders
• Fresh Water Pumping facilities
• Pump Panel builders
• System Integrators
• Landfill Pumping
• Fountain Systems
Check out the LLO on our web site at www.rke.com.
Quote of the Month
“One of the advantages of being disorderly is that one is constantly
making exciting discoveries.”
– A.A. Milne
