Creating the finest line of marking systems in the industry doesn’t happen by accident. It takes a collaborative effort by the entire organization. That’s why, in a very real sense, every one of our employees is actually a member of the sales process.
Our sales representatives often work the long sell, keeping in close contact with a prospect for months or even years. During this time they act as an educational resource and offer suggestions to help resolve unique pain points. But often, our reputation can act as a “silent sales rep” and set the stage for a faster turnaround. We asked Sales Manager Sean O’Connor for some real-life examples.
Sean related the story of how a major manufacturer of components for vehicular products needed a new way to mark parts for automobiles and trucks. “We hadn’t done work for this particular company, but we’ve helped out its sister divisions in other locations.” So they called SCHMIDT.
“They were using paper labels for tracking pipes, and that method is not what you would call permanent,” Sean remarked. Human error and lost stickers were making traceability a huge problem. It didn’t take long for Sean to show how a portable Stinger® handled marking, not only for tracking numbers, but for adding detailed information on a bar code that could trace the pipe right back to the shift when it was marked. Sean showed them how to upload the data from the manifest into the Stinger® and print it on the parts as they came down the assembly line. A Cognex Reader for verification completed the package.
“Since other divisions had already recommended us, it was a pretty short turnaround from demo to order,” Sean said. “The customer knew what they needed and was confident we could deliver.”
Sean had worked with this company for years and showed them how a Mark3® pin marking system would make a deep permanent mark on the galvanized steel and make matching parts a sure thing. A shuttlefeed system was added to keep the line moving. “The customer was running multiple shifts and told me quite frankly that they were going to beat up our machines pretty bad,” Sean recalled. “But they knew from experience that our systems are built to take it and our customer service would keep them up and running. It was another case of our reputation laying the groundwork for a quick turnaround.”
Building A Reputation Cycle
When customers are pre-sold on our brand, orders, shipment and installation occur sooner. This abbreviated process allows the customer to realize the benefits of our products much faster. Their satisfaction creates referrals that inform new contacts about our quality products and service. These prospects become the next generation of knowledgeable customers who routinely turn to us for their marking systems. It’s a continuous cycle that starts with a team effort from everyone at SCHMIDT.
What can we do for you? Learn what other companies know from working with us. If you need marking optimization, there’s no better place to start than right here. Contact us if you would like more information on how one of our customized marking systems can add value to your company.