Jul 16, 2016

SELLING SKILL IN PLANT MAINTENANCE


SELLING PRODUCTS FOR PLANT MAINTENANCE


In today's tough competitive environment the need to remove unwanted and unnecessary business costs makes any Maintenance Products Supplier the preferred supplier to the world's big companies through to local maintenance professionals. It may be design, manufacturing or maintenance.

In the maintenance area the suppliers periodical plant visit and survey approach delivers reduction in downtime, provides on plant coaching or training and increases safety standards. With the most comprehensive maintenance inventory rationalisation can also be realised.

Companies salesperson or technical service engineer or any representative is willing to discuss customer's specific application needs.

The following is, but one approach to the maintenance market. The assumption that must be made is that almost everyone would prefer to sell original products applications.
These are interesting, challenging and easily defined as far as value potential. Maintenance, Repairs and Overhauling is a much harder way to pay the fiddler, yet it offers large dolor value potentials in virtually every territory.Maintenance should be a part of every sales strategy. It should offer balance to your sales thrust and hopefully even out the highs and lows that can be caused by manufacturing variances. In order for maintenance selling for industries to be a profitable use of salesman's time, it must be handled in the same passion as the OEM applications professionally.

Maintenance, Repairs and Overhauling customer's leads come about in the same fashion as OEM application customers. The most successful means we have found are the following....

MANUFACTURING DIRECTORY.
TYPES OF PLANT MAINTENANCE

Paper Mills.
Chemical Plants.
Petroleum Plants.
Primary Metals.
Machineries.
Cement Plants.
Sugar Industries.
Automobile Industries.
Power Plants.
Manufacture of Food Products.
Manufacture of Beverages, Tobacco and Tobacco Products.
Manufacture of Jute, Hemp and Nesta Textiles.
Manufacture of Textile Products.
Manufacture of Wood and Wood Products, Furniture and Fixtures.
Manufacture of Paper Products and Printing, Publishing and Allied activities.
Manufacture of Rubber, Plastics, Petroleum and Coal Products.
Manufacture of Chemicals and Chemical Products.
Manufacture of Non-Metallic and Mineral Products.
Manufacture of Basic Metal and Alloys Industries.
Manufacture of Metal Equipments.
Manufacture of Machineries, Machine Tools and Parts.
Manufacture of Electrical Machinery, Apparatus, Appliances and supplier parts.
Manufacture of Transport Equipment and Parts.
Other Manufacturing Industries.
Repair services.
Steel and Energy and so on.Some other areas that are less than old methods, yet have large maintenance budgets.
Hospitals.
Power Plants.
Transport Service Maintenance.

Highway and Railway and so on.. ample opportunities are there for generating sales from MRO customers in a different way depending upon various maintenance applications.
Selling maintenance products to Industries makes a salesperson more efficient and enhances his selling experiences.

WHERE DOES MAINTENANCE FIT IN THE ORGANIZATIONS?

PLANT MANAGER.

PRODUCT DESIGN (responsible for product design)

MAINTENANCE (responsible for keeping the plant running)

PLANT ENGINEERING (responsible for facility and production line design)

PLANT PRODUCTION.

PURCHASING.

SHIPPING & RECEIVING.

HOW A MAINTENANCE DEPARTMENT IS ORGANIZED?

Maintenance Operations (Foremen And Tradesmen)
Maintenance Control (Planners, Facility Engineers)
Maintenance Personnel (Training Supervisors)
Maintenance Engineering ( Mechanical Engineers, Electrical Engineers,Industrial Engineers, Instruments Engineers, Spare Parts and Standards Engineers)
Maintenance Materials ( Material Co-ordinators)
Each and every Plant regardless of size, capacity productivity and organizational structure, uses maintenance products every day.
Who in Maintenance?
Initiates The Purchase Request?
Select the type of products?
Specifies by brand name?
In maintenance today....
There is an increased demand for......
Profitability.
Maximum returns on Investments.
Engineering Reliability in facility and equipment operations.
Buying proven and performance - tested supplies and equipment.
Improved procurement standards and inventory control.
Efficient utilization of manpower and facilities.
Improved overall plant performance.



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