R-K
Electronics, Inc.
Cincinnati, Ohio USA
September/October 2003
Sales Tip: Slipping Through the Cracks
Quote
Custom Timer
Amazing Product Application: Reduce Labor with the CAB-X
Sales Tip:
Slipping Through the Cracks
You want my opinion? Sure! You are losing a ton of business by not following up on obvious sales. The interesting thing is that you never know about business that you lost because you never followed up.
This is kind of like the theory that fools don’t know they’re fools because they are fools. You may have a more “sensitive” example, but you get the idea.
I can guarantee you that you are missing a lot of business that is being offered to you. Why don’t we get around to it?
1. I’ve never called on them before.
2. That’s not in my area.
3. I’m not sure what they want?
4. There was somebody but, gee, I can’t remember who it was.
5. I’ll see about that next week.
6. It’s almost on the top of my list.
7. Bob will follow up on that.
8. Nobody called to remind me.
9. I’ve got to get to a soccer game.
10. It’s on the other side of town.
Pick the response that fits you, or make up your own. We are all letting business slip through the cracks.
• Pay attention.
• Write yourself notes.
• Follow up. Follow up.
• Take a chance.
• Call on a customer to learn something about what you sell.
• Your existing customer will still buy fromyou, even if you miss one sales call.
This is almost as bad as the sales call where you say, “You didn’t want to buy anything today did you.” And the customer answers, “No.”
(Just as you foolishly expected.)
Quote: “When things are not working right and they don’t feel right, they probably aren’t right.” – Rebecca Mark, Former CEO, Enron International
Custom Timer
Custom products make up just over 50% of R-K’s business and, for you the distributor, can mean a good Gross Profit percentage tied into a long term customer commitment.
Here is one example of a custom that R-K has quoted on OR actually received order for.
Weird Timer (On Delay - Off Delay)
In this application the customer was buying a standard product from another supplier, but the supplier discontinued the product.
Bad deal for the customer!
Good deal for R-K and our distributor!
R-K had to match up with the base wiring for field replacements and provide all the adjustments and function as the obsoleted design.
The adjustments included:
• 2 pots to adjust the On time and the Off time independent of each other.
• 2 selectors to select the time ranges for the On and Off times
What is On Delay - Off Delay operation?
First of all we need a continuous supply voltage and a control contact.
When the control contact closes, the On Delay timing begins and the contacts remain in their de-energized state. At the end of the time delay the relay contacts are energized (On Delay function - They delay turning On.)
As long as the Control Contact remains closed the relay contacts remain energized.
When the Control Contact opens the Off Delay timing begins. When Off Delay time ends, the relay contacts are de-energized.
(Off Delay function - They delay turning Off.)
Next time the Control contact closes, it starts all over again. If the Control Contacts do not stay closed for the entire On Delay period, the relay output will not energize. If during the Off Delay timing the Control Contact opens before the end of the timing periond and recloses, the output contacts will remain energized. If supply voltage is removed from the timer at any time, everything drops out.
Need a “different” timer? We can create them. Who said you can’t sell timers!
Amazing Product Application: Reduce Labor with the CAB-X
R-K builds and alternating relay for duplex pump panels. One of the options is the “X-Connection.” What the heck is an “X-Connection”?
Pump panel builders are always looking for a way to save a buck, and the X-Connection gives them that opportunity.
The X-Connection internally makes three
electrical connections that panel builders would otherwise have to manually do external to the alternator. The savings are that your panel builder can remove the labor associated with installing three wires in the control panel. This results in a cost savings for labor!
Here is the hook-up drawing for the X-Connection with the three wires you do not have to install marked as A, B, and C.
“3” is the adjustment code for the CAB with the X-Connection CAB-115A-3.
