QUADRANT FOOD PROCESSING & PACKAGING SALES PROGRAM · • Train inside, outside sales – Market...

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QUADRANT QUADRANT FOOD PROCESSING FOOD PROCESSING & PACKAGING & PACKAGING SALES PROGRAM SALES PROGRAM

Transcript of QUADRANT FOOD PROCESSING & PACKAGING SALES PROGRAM · • Train inside, outside sales – Market...

Page 1: QUADRANT FOOD PROCESSING & PACKAGING SALES PROGRAM · • Train inside, outside sales – Market forces driving material changes – Quadrant materials to meet the market needs –

QUADRANTQUADRANTFOOD PROCESSINGFOOD PROCESSING

& PACKAGING& PACKAGINGSALES PROGRAMSALES PROGRAM

Page 2: QUADRANT FOOD PROCESSING & PACKAGING SALES PROGRAM · • Train inside, outside sales – Market forces driving material changes – Quadrant materials to meet the market needs –

Quadrant FPP Program 2

PURPOSE & GOALS

• Re-establish Quadrant and our preferred partners asthe best sources for engineering plastic materials anddesign assistance in the FPP market

• Refocus our sales & distribution efforts on– application development– material performance selling and specification– especially QEPP proprietary materials

• Results = increased sales, higher margins– and the next phone call

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Quadrant FPP Program 3

PROGRAM IMPLEMENTATION• Work with distributor partner by market center• Train inside, outside sales

– Market forces driving material changes– Quadrant materials to meet the market needs– Selling tools

• Game plan with partners– Training - “Show & Go”– Target list development & prioritization– Close coordination of progress

• Key account priorities• Feedback, modify, pursue

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Quadrant FPP Program 4

What’s Changingin the

Food ProcessingEquipment Industry?

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Quadrant FPP Program 5

Key Food IndustryChange Drivers

• MORE!– Production output

• FASTER!– Throughput

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Quadrant FPP Program 6

More & Faster Mean:

• Higher line speeds and temperatures– higher output

• more frictional heat and more wear• more frequent lubrication• more dimensional change in equipment parts

• More aggressive, hotter cleaning chemicals– faster line clean-up and change-over

• more chemical degradation of parts• more dimensional changes in equipment parts

A whole new game in material selection

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Quadrant FPP Program 7

How the Drive to More and FasterProduction Affects Material Selection

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Quadrant FPP Program 8

The “New” Key Material Properties

• Chemical Resistance: more aggressive chemicals– faster line turn-around time in CIP/SIP cleaning

• Heat Resistance : hotter product processing & cleaning– more through-put and faster line turn-around time

• Dimensional Stability: higher temperature swings– greater potential for part growth/shrinkage cause gaps, buckling– trapped food = bacterial growth

• Self-Lubrication: reduce wear, and the cost and time of lubrication– minimize potential contamination from external lubricants– extend run time between maintenance cycles

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Quadrant FPP Program 9

First things First:

Can Quadrant Materials

Meet My Compliance Requirements

For FDA

And Other Agencies?

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Quadrant FPP Program 10

Quadrant’s FDA / Agency Compliant Materials

Application temperature range

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Quadrant FPP Program 11

Can Quadrant Materials

Help You Handle

Increased Chemical Concentrations

During CIP / SIP?

(clean-in-place / sanitize in place)

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Quadrant FPP Program 12

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Quadrant FPP Program 13

Can Quadrant Materials Help You

Minimize Trouble From

Parts Growing Or Shrinking

Due To Higher Heat And Moisture?

(and trapping food, bacteria)

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Quadrant FPP Program 14

<0.01% 0.30% 0.20% 0.06%

Dimensional Stability(Moisture Absorption & CLTE)

UHMW-PE Nylon 6/6 Acetal Ertalyte® TX

9.0 x 10-5 5.5 x 10-5 5.4 x 10-5 4.5 x 10-5

In./in./FCoefficient of Linear Thermal Expansion (CLTE)

H20 Absorption24 Hour Immersion

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Quadrant FPP Program 15

How About Materials That Handle

Hotter Production Conditions,

Hotter Chemicals,

More Frictional Heat?

Under Load?

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Quadrant FPP Program 16

The Answer Is -- We Have The Answer.

Remember the temperature resistance reality check:

• Heat Deflection Temperature: @ 264 psi load - per ASTM– how a material performs at temperature under real world load

• Acetron GP and Ertalyte: 180 - 212F range.• Techtron PPS and Ketron PEEK from 240 - 325F

• Continuous Use Temperature:– how a material retains toughness over time at a specific

temperature -- not under any application load.

• Quadrant Always Reports Both

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Can Quadrant Materials

Help Eliminate

The Cost, Time and

Contamination

of External Lubrication?

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Quadrant FPP Program 18

Problems Associated with Lubrication

• Cost of lube system and lubricants themselves• Contamination of food products• More frequent lubrication due to higher speeds• Survival in higher temperatures, aggressive cleaning solutions• Non-lubricated equipment failure

Quadrant Materials Help Get The Grease Out

• Quadrant‘s extensive line of “Extreme” wear resistantengineering plastics require little or no lubrication to function

• Available for broad temperature ranges and environments

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Quadrant FPP Program 19

Example: Ertalyte TX - Part of Quadrant’s

Portfolio

Proprietary technology that extends typicalproduct performance to new extremes.

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Quadrant FPP Program 20

Cleanability - The Acetron GP Advantage

• Acetron GP still the best POM in the game

• Porosity-free: ease of cleaning, less chance ofbacterial growth

• Colors now available (FDA compliant)– white, black, 7 colors– rod .250” - 4.00” diameters– plate .250” - 3.00” thick (2x4’s)– low minimum make to order quantities– 50% less expensive than USP Class VI colors

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Quadrant FPP Program 21

Photomicrography:

Acetron GP vs 3 competitors

Where can’t bacteria hide?

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Quadrant FPP Program 22

Other Opportunities to ImprovePerformance and Cost

• Quadrant’s broad portfolio of Extreme materialsimprove wear life, productivity and overallmaintenance cost in general machinery components

– Mechanical and bearing and wear applicationswhich do not require FDA or other agencyrecognition

– Typically in packaging, drive and material handlingcomponents

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Quadrant FPP Program 23

Rotating Equipment

• Examples: Mixers, roasters, meat “massagers”• Support rollers: individual or on 2-wheel bogies• Heat & wear resistance - key properties• FDA usually not required

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Quadrant FPP Program 24

Metal Replacement: Remember the “WhyPlastics?” Message

• Extend part life• Reduce or eliminate lubrication• Extend life of mating parts• Lighter weight - increase system efficiency

• Reduce the cost of the system andmaintenance - but not necessarily material

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Quadrant FPP Program 25

The Lighter Weight Advantage

Case study:Ertalyte TX dosing piston - redesigned from stainless steel

• Ertalyte TX part weight: 1/6 that of stainless steel• Longer wear life cut cost of replacement, maintenance• Later redesigned entire drive mechanism

– used lighter duty, lower cost drive system– achieved increased line speed and output– extended time between maintenance

• The Basic “Why Plastics” story in an Extreme material

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Quadrant FPP Program 26

New: FDA Listed Structural Materials

Techtron PPS• Outstanding chemical

resistance• Unmatched dimensional

stability• Excellent machinability• Tougher than “industrial

grade” PPS• Unique to Quadrant

Radel PPSU• Highest notched IZOD

impact resistance ofany Quadrant material

• Almost unlimited steamsterilization resistance

• Highest HDT of anyFDA grade material

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More New Materials In Development

• Four new self-lubricating, bearing & wear materials• FDA compliant• Currently in development for introduction in 2005

• Key distributor partners get preferred position• Introduce to established food accounts

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QuadrantQuadrantCustom Cast ComponentsCustom Cast Components

and Near Net Shapesand Near Net Shapesforfor

Food Equipment ApplicationsFood Equipment Applications

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Quadrant FPP Program 29

NylatronNylatron® Near Net Shape Castings® Near Net Shape Castings

Ideal for parts that are prohibitive in machining due to:• Geometry - Size - Cost

Compared to machining from stock shapes:• Material savings up to 40% is possible• Machining time is minimized

Compared to injection molding of resins:• Larger, thick-walled products possible (max. 1500 lbs../ pc)• Lower tooling costs• Thick to thin wall thickness transitions possible

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Quadrant FPP Program 30

• Inherently low stress and dimensionally stable• Complex configurations possible• Easily modified to enhance performance

– Wear enhancing additives– Glass and aramid fibers– Heat stabilizers– Flame retardants– Impact modifiers

Nylatron Custom Castings

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Quadrant FPP Program 31

Example: Star-Wheel Blanks

Machining the centerhub required 2 millingoperations whenmachining from plate -custom casting greatlyreduced time & materialloss = lower cost

18”

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Quadrant FPP Program 32

Food Processing Brochure

• “Face to face” sales tool• Need to be familiar with its information and how to

present it• Organized as a material selector based on

temperature (HDT) range of applications in use• Compares materials within each application range• Present it as a useful guide for engineers

Page 33: QUADRANT FOOD PROCESSING & PACKAGING SALES PROGRAM · • Train inside, outside sales – Market forces driving material changes – Quadrant materials to meet the market needs –

Quadrant FPP Program 33

New … for design,production andmaintenance engineers:

Quadrant’s Guide toSelecting Materials forFood Processing &Packaging Applications

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Quadrant FPP Program 34

The driving forces in the industry & what they mean...

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Quadrant FPP Program 35

How to use this guide...

Page 36: QUADRANT FOOD PROCESSING & PACKAGING SALES PROGRAM · • Train inside, outside sales – Market forces driving material changes – Quadrant materials to meet the market needs –

Quadrant FPP Program 36

Note

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Quadrant FPP Program 37

Colors

No Porosity =Less Bacteria

Page 38: QUADRANT FOOD PROCESSING & PACKAGING SALES PROGRAM · • Train inside, outside sales – Market forces driving material changes – Quadrant materials to meet the market needs –

Quadrant FPP Program 38

Photomicrography:

Acetron GP vs 3 competitors

Where can’t bacteria hide?

Page 39: QUADRANT FOOD PROCESSING & PACKAGING SALES PROGRAM · • Train inside, outside sales – Market forces driving material changes – Quadrant materials to meet the market needs –

Quadrant FPP Program 39

ERTALYTE & ERTALYTE TX

“BEST IN CLASS”

• wear life, temp comparison

• less dimensional change

Page 40: QUADRANT FOOD PROCESSING & PACKAGING SALES PROGRAM · • Train inside, outside sales – Market forces driving material changes – Quadrant materials to meet the market needs –

Quadrant FPP Program 40

Lighter weight parts alsomean lighter duty, lesscostly drive systems.

Page 41: QUADRANT FOOD PROCESSING & PACKAGING SALES PROGRAM · • Train inside, outside sales – Market forces driving material changes – Quadrant materials to meet the market needs –

Quadrant FPP Program 41

One of the few FDA/USDAfilled PTFE’s

Better dimensionalstability, bearing and wearvs PTFE & UHMW-PE

Page 42: QUADRANT FOOD PROCESSING & PACKAGING SALES PROGRAM · • Train inside, outside sales – Market forces driving material changes – Quadrant materials to meet the market needs –

Quadrant FPP Program 42

Fluorosint 207

Stable Strong

Page 43: QUADRANT FOOD PROCESSING & PACKAGING SALES PROGRAM · • Train inside, outside sales – Market forces driving material changes – Quadrant materials to meet the market needs –

Quadrant FPP Program 43

• FDA pending (2Q 2005)

• less expensive than PEEK

• better chemical resistance than PEEK

• better wear resistance than PEEK

Page 44: QUADRANT FOOD PROCESSING & PACKAGING SALES PROGRAM · • Train inside, outside sales – Market forces driving material changes – Quadrant materials to meet the market needs –

Quadrant FPP Program 44

Great case study

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Quadrant FPP Program 45

Temperaturedemands are onthe rise

Page 46: QUADRANT FOOD PROCESSING & PACKAGING SALES PROGRAM · • Train inside, outside sales – Market forces driving material changes – Quadrant materials to meet the market needs –

Quadrant FPP Program 46

Hot + clear =Polysulfone

Page 47: QUADRANT FOOD PROCESSING & PACKAGING SALES PROGRAM · • Train inside, outside sales – Market forces driving material changes – Quadrant materials to meet the market needs –

Quadrant FPP Program 47

More high tempand loadapplications

Page 48: QUADRANT FOOD PROCESSING & PACKAGING SALES PROGRAM · • Train inside, outside sales – Market forces driving material changes – Quadrant materials to meet the market needs –

Quadrant FPP Program 48

Broad portfolio for non-FDA parts...

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Quadrant FPP Program 49

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Quadrant FPP Program 50

Unmatched tech support and quality assurance ...

Page 51: QUADRANT FOOD PROCESSING & PACKAGING SALES PROGRAM · • Train inside, outside sales – Market forces driving material changes – Quadrant materials to meet the market needs –

Quadrant FPP Program 51

More Application Case StudiesFrom Around The World

Page 52: QUADRANT FOOD PROCESSING & PACKAGING SALES PROGRAM · • Train inside, outside sales – Market forces driving material changes – Quadrant materials to meet the market needs –

Quadrant FPP Program 52

Meat ( Burger) Processing & Packaging Line

Grinder

Mixer

Former

Hot Air Tunnel

Belt Grill

Freezer

Thermoformer

Packaging Eq.Processing Eq.

51

Page 53: QUADRANT FOOD PROCESSING & PACKAGING SALES PROGRAM · • Train inside, outside sales – Market forces driving material changes – Quadrant materials to meet the market needs –

Quadrant FPP Program 53

Mixing auger for a dough mixer • begins as a near net shape casting over a stainless steel shaft • provides added stiffness, strength and a seamless design. • custom lengths are also possible

The design replaces a UHMW-SS mechanical assembly

Feed Screws/Augers

Page 54: QUADRANT FOOD PROCESSING & PACKAGING SALES PROGRAM · • Train inside, outside sales – Market forces driving material changes – Quadrant materials to meet the market needs –

Quadrant FPP Program 54

Conveying Components

• Drive gears• Cam races• Bushings

• Idler wheels• Rollers

• Drag plates• Guides

• Taster

Page 55: QUADRANT FOOD PROCESSING & PACKAGING SALES PROGRAM · • Train inside, outside sales – Market forces driving material changes – Quadrant materials to meet the market needs –

Quadrant FPP Program 55

Dough Kneader and Forming Equipment

Ertalyte

Bakery Equipment

Page 56: QUADRANT FOOD PROCESSING & PACKAGING SALES PROGRAM · • Train inside, outside sales – Market forces driving material changes – Quadrant materials to meet the market needs –

Quadrant FPP Program 56

Dosing Equipment:

• dough measured in a chamber

• pressed out by using a square

piston made from Ertalyte TX.

• Very low wear - long life• Low coefficient of friction• No need for greasing• High loading capability• High dimensional stability

Advantages:

Dough Processing & Measuring

Page 57: QUADRANT FOOD PROCESSING & PACKAGING SALES PROGRAM · • Train inside, outside sales – Market forces driving material changes – Quadrant materials to meet the market needs –

Quadrant FPP Program 57

Bakery EquipmentScraper:

Acetron GP(also Ertalyte)

Rolls: Cast Nylatron

Page 58: QUADRANT FOOD PROCESSING & PACKAGING SALES PROGRAM · • Train inside, outside sales – Market forces driving material changes – Quadrant materials to meet the market needs –

Quadrant FPP Program 58

Bushing: Ketron PEEK 1000 Tube 160mm / 120mm (WE SELL Ketron PEEK TUBES)

• Good wear life

• Excellent heat, chemical resistance

• FDA

• High compression resistance

Meat Processing & Packaging - Grinder

Self-Lubrication Upgrade Alternatives : Techtron HPV and Ketron PEEK TX• Better wear resistance• Less wear on mating parts

Page 59: QUADRANT FOOD PROCESSING & PACKAGING SALES PROGRAM · • Train inside, outside sales – Market forces driving material changes – Quadrant materials to meet the market needs –

Distributor Sales Partnersin the Quadrant

Food Processing& Packaging Program

Roles & Execution Plan

Page 60: QUADRANT FOOD PROCESSING & PACKAGING SALES PROGRAM · • Train inside, outside sales – Market forces driving material changes – Quadrant materials to meet the market needs –

Quadrant FPP Program 60

Sales Partner Criteria

• Actively support and promote Quadrant product line

• Commit for long term account development

• Assign “key contact person” to help drive the program

• Commit to the sales plan and required support– call plan, training, inventory

• Adapt to product “benefits” selling vs. quote and hope

• Ability to connect to need for machined parts

Page 61: QUADRANT FOOD PROCESSING & PACKAGING SALES PROGRAM · • Train inside, outside sales – Market forces driving material changes – Quadrant materials to meet the market needs –

Quadrant FPP Program 61

Prospecting and Targeting• Existing FPP accounts

– many are currently “buy-sell”– develop materials advisor approach

• Known FP&P accounts the bad guys have

• Lists provided by Quadrant

• Old leads, quotes

• Industry contacts

• www.selectoryonline.com - Quadrant resource

Page 62: QUADRANT FOOD PROCESSING & PACKAGING SALES PROGRAM · • Train inside, outside sales – Market forces driving material changes – Quadrant materials to meet the market needs –

Quadrant FPP Program 62

Inside Sales “Script” Points for FP&P Prospects• Our major supplier Quadrant has a new engineering guide to help you understand

and select new materials for food processing applications.• It also contains a lot of application case studies from companies like yours around

the world• These new materials

– reduce part replacement and maintenance cost,– allow for faster production speeds and higher temperatures– handle just about any cleaning agent and temperature without distorting– and often eliminate the need for lubrication

• Our OS sales rep would like to stop by to give you one of these material selectionguides and show you how it can help you. If you’re interested, he can also arrange aworkshop on selecting these new materials for your technical people.

• Are you the right person to talk with or should we contact one of your associates?• May we use you as the referral person?• THANKS! (Outside sales person) will be calling to set the appointment.

Page 63: QUADRANT FOOD PROCESSING & PACKAGING SALES PROGRAM · • Train inside, outside sales – Market forces driving material changes – Quadrant materials to meet the market needs –

Quadrant FPP Program 63

Then What?• OS Sales person visits the prospect• Walk through in person the Food Industry Materials

Selection Guide• Ask for an application where one of these materials

could help.• Find out where the part is machined.• Ask for a trial order to get something going.• Offer a “problem solving - new materials workshop”

for more people in the company

Page 64: QUADRANT FOOD PROCESSING & PACKAGING SALES PROGRAM · • Train inside, outside sales – Market forces driving material changes – Quadrant materials to meet the market needs –

Quadrant FPP Program 64

Sales Presentation Tip:Help Them Sell Themselves

• Start with a flipchart or whiteboard• Ask questions about the drivers, and

whether they’re important to them.– Are you pushed for higher productivity?– What about hotter more aggressive

cleaning - any part degradation?– Dimensional changes in parts -- where

food gets trapped?– Wear life of parts - time between

maintenance and replacement?– If you could eliminate external

lubrication, would it be a benefit?

• Write down their answers• Hit their concerns in your presentation• Works 1-on-1 and with groups

Page 65: QUADRANT FOOD PROCESSING & PACKAGING SALES PROGRAM · • Train inside, outside sales – Market forces driving material changes – Quadrant materials to meet the market needs –

Quadrant FPP Program 65

Outside Sales “Script” Points - 1• We represent Quadrant, the leading supplier of engineering plastics like Nylatron

and Torlon for machined parts.

• They’ve been working closely with a lot of companies in your industry worldwideon developing materials that meet tougher requirements for higher productivity.

• The feedback they get is there’s a need for materials that hold up better as yourproduction lines are pushed for more and faster output.

• Mainly, properties like chemical resistance (especially with aggressive cleaningagents), higher heat resistance, dimensional stability and wear resistance toeliminate lubrication.

• Quadrant offers through us their product line which includes new materials thatcan withstand these changes, for more “up-time” and maintenance cost savings.

• To make it easy to understand all this, here’s a guide that explains thesematerials.

• It breaks them out by your application temperatures, compares them againsteach other on how they perform, and their relative cost.

• Can I walk you through the guide?

Page 66: QUADRANT FOOD PROCESSING & PACKAGING SALES PROGRAM · • Train inside, outside sales – Market forces driving material changes – Quadrant materials to meet the market needs –

Quadrant FPP Program 66

Outside Sales “Script” Points - 2

• Can we talk about any parts where these materials can do a better job for you?

• Let’s consider a trial program where I can get you prototype material without any

cost penalties over what your using now -- if you’re willing to evaluate it.

• Can you contact your machined parts source on our behalf to get this started?

• Can I have the contact information for them to help get this going?

• Is there anyone else in your company who might be interested in this guide?

• If you have a number of engineers involved in similar applications, we might

consider a materials workshop. This would let us go through some material

comparisons, and some case studies from companies like yours who got

measurable benefits from these materials.

• Here are the things I’ll follow up on, and be back to you shortly.

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Quadrant FPP Program 67

Sales Ideas and Tips• Proprietary Quadrant materials give your customer better

performance and help you protect the business

• Sell high, retreat only if necessary

– example: a bearing application currently (or considered in)UHMW, nylon 101, acetal - Pitch ERTALYTE TX

• For a larger engineering group, go for a materials workshop.

• To get an evaluation, especially where price is an obstacle, offera prototype quantity of a proprietary material at the price he’spaying now -- no risk. He has to monitor the evaluation. Giveshim something real to take to his boss after the evaluation.

• Be sure to get his source for machined parts -- internal orexternal. Always a good prospect for the future, and they maybe seeing problems the engineer doesn’t know about.

Page 68: QUADRANT FOOD PROCESSING & PACKAGING SALES PROGRAM · • Train inside, outside sales – Market forces driving material changes – Quadrant materials to meet the market needs –

Quadrant FPP Program 68

Quadrant

Roles & Activities

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Quadrant FPP Program 69

QUADRANT SUPPORT

• Lead lists• Training & joint calls:

– Material selection– Application Development– Engineering Presentations (especially groups)

• Communications tools (brochure, presentations - joint mailers, etc.)• Sample material and/or trial prototype discounts• Pricing and contract support (especially proprietary mat’ls)• New Material Development

Page 70: QUADRANT FOOD PROCESSING & PACKAGING SALES PROGRAM · • Train inside, outside sales – Market forces driving material changes – Quadrant materials to meet the market needs –

Quadrant FPP Program 70

Material Selection Guide ComplementsMaterial Selection Guide ComplementsEngineering Materials WorkshopsEngineering Materials Workshops

• Material Selection presentation• Addresses industry drivers,

problems and solutions• Case studies - worldwide• Gain commitment to specific

application development– at seminars, ask everyone to

bring a problem application

• Establish projects, a lot of newcontacts, and machiningsources

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PRICE SUPPORT: Contract Pricing

Pay To Play• generic materials now in use

– PEEK, Ultem, 101, etc• price levels already set• must be competitive to play• Ertalyte & ACGP fit this ~80% of

the time

Value Added Proprietary Selling• lower “cost in use”• first recommendation for

problems, new applications– sell high

• protected position– vs the bad guys

• initial trial pricing– try it at same price as your

current material

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BOTTOM LINE:

Quadrant Is Committed ToThe Partners Who Are DoingThe Application Development

Contract and trial pricing managed throughyour Quadrant sales representative

and the Inside Sales Team

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The product strategy fits the market drivers …

The customer benefits are clear …

The tools are in place…

Let’s get moving.

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Getting Started• Assign key contact person• With Quadrant sales rep, review the consolidated target and

prospect lists• Train IS & OS sales personnel• Obtain brochures, folders, samples required• Review scripts - role play (modify as needed)• Make initial calls, develop target list• Work the targets hard, provide feedback, review and copy

successes, review and brainstorm “speed bumps”

Let’s Go!