1. No category

CARGO
SPECIAL FEATURES
Top Products for the Heavy Equipment Industry
November 2014
1969 - 2
014
YEARS O
45
© 2014 Wurth USA, Inc.
Cargo_November Special Features_11/2014
Y
T
FQ
U A LI
CARGO PROSPECTING
Sales Manager’s Guide: 5 Easy Steps To Prepare You For Sales Success
1. HOW DO I BEGIN?
Utilize Web Search For Your Area: Google, Bing, Yahoo
search engines: Type in phrases like: "heavy equipment repair",
"material handling repair", "forklift repair", "construction equipment
maintenance", etc. One useful tip is going to Yellow Pages website
(www.yp.com) and typing in “Forklift Repair” in What Do You Want
To Find? near “Your Area”. It will give you a comprehensive list of
repair centers in your area - a specialized list of prospects!
2. WHAT DO I BRING?
Products: HHS-K (Art. #0893106050), Rost Off Max Ice
(Art. #0893241002), Anti-slip Paints (Art. #08900006...) Nut Buddy
(Art. #071415000)
Catalog Pages: HHS-K (Art. #0893106050), Rost Off Max Ice
(Art. #0893241002), Anti-slip Paints (Art. #08900006...) Nut Buddy
(Art. #071415000)
Marketing Material: Cargo Expert Brochure, Nut Buddy New
Product Page, Chemical Section, Equipment Expert Mini Brochure
saved to iBooks and ready to be accessed.
© 2014 Wurth USA, Inc.
Cargo_November Special Features_11/2014
3. WHO DO I TALK TO?
Goal: Find the right person to speak to in regards to heavy
equipment maintenance and repair.
Tip: Make a positive introduction and open up dialogue with open
ended questions.
Example Intro: "Hello, my name is _____ and I'm the Territory
Manager / District Manager and we are representing Wurth USA.
Our company is specialized in maintenance and repair products for
the material handling industry. The main focus of our product line
and services are reducing downtime, increasing turnaround, and
supporting preventative maintenance issues."
Key Questions (Take Notes): Which are the most common
repairs you see in your equipment workshop? Who do you currently
use for your supplies to deal with those kinds of issues? How many
techs are working in your facility? How much equipment are you
currently servicing? What performance metrics are you getting
measured on? Which are the main criteria for you in the vendor
selection process except price? Does your current vendor provide VMI
services and also product application training? If yes, how?
5 STEPS TO SUCCESS
4. SHOW SAMPLES
Example Lead-In #1: “Thank you very much for sharing some insights with me. This gives me a better understanding of what you're looking for.
Please allow me to show you only one of our favorite products which helped many of my customers in the material handling industry significantly by
expediting the repair process for ______ .”
Example Lead-In #2: “Thank you very much for sharing some insights with me. This gives me a better understanding of what you're looking for.
In regards to the product line, could you please outline in this brochure (Choose CARGO Expert brochure or Equipment Expert Mini Brochure) what
similar products you are using in your shop and any products which capture your interest?”
Example Lead-In #3: “Thank you very much for sharing some insights with me. This gives me a better understanding of what you're looking
for. When I follow up in two weeks what product or service wold you like to learn more about and who would be the person I can show and
demonstrate this to?”
© 2014 Wurth USA, Inc.
Cargo_November Special Features_11/2014
5. CONDUCT A STRUCTURED DEMO
5. Example (Sig 3000 Super Impact Grease):
1
Apply a bead of Sig 3000 Super Impact Grease
to a flat metal surface.
2
Using a mallet, hit the center of the bead of Sig
3000 Super Impact Grease.
3
Finally, after making impact with the bead
multiple times, slowly lift the mallet. This
demonstrates the true quality of the product in
that it wont splatter.
MONTHLY CARGO SPECIALS
Gasket Compound
3 at $13.99 EA
© 2014 Wurth USA, Inc.
Cargo_November Special Features_11/2014
You save over $13!
Color
Temp Range
Non
Corrosive
Sensor
Safe
Low
Odor
Low
Volitile
Military Specs
Art #
Red
-60˚F up to 600˚F
No
Yes
No
Yes
MIL-A-46106A-TYPE1
08909102
Clear
-75˚F up to 550˚F
No
No
No
No
MIL-A-46106A-TYPE1
08909104
Clean Prep
Wurth Film
3 at
$8.99 EA
2 at
$9.99 EA
You save over $14!
You save over $8!
Description
Art #
Description
Art #
15.7 fl oz Aerosol
08909380
500 ml Aerosol
08933300
NOVEMBER 2014
Dust & Mist Respirators with Exhalation Valve
10 at $2.39 EA
You save over $25!
Description
Art #
Dust & Mist Respirators w/ Exhalation Valve
0899120001
Flap Wheels
Size
Grit
Art #
Special Price
Savings
1"
60
16727405
5 at $6.99 ea.
Over $11
2” x 1”
60
167274050
10 at $10.40 ea.
Over $25
© 2014 Wurth USA, Inc.
Cargo_November Special Features_11/2014
Zebra Emery Cloth
$59.95 EA
You save over $13!
Grit
Roll Length
Roll
Art #
240
28 m
50mm
0674850240
MONTHLY CARGO SPECIALS
H3 Halogen Bulb
Split Wire Loom
H-3
$16.95 EA
$3.49 EA
You save over $4!
You save over $1!
I.D.
O.D.
Art #
1/4"
3/8"
177114197
Bulb #
Volts
Watts
Duratek
Art. #
Firstec Art.
#
64151
12
55
172096411
07201121
© 2014 Wurth USA, Inc.
Cargo_November Special Features_11/2014
Dura Wrap
Description
Art #
Special Price
Savings
Dura Wrap - 6’ Roll
0894700580
$16.95 ea.
Over $7
Dura Wrap - 25’ Roll
0894700581
$47.99 ea.
Over $18
NOVEMBER 2014
ATC Blade Fuses
30 at $0.39 EA
You save over $5!
Amp.
Color
Art. #
15
Blue
0731015
20
Yellow
0731020
30
Green
0731030
Wurth USA Equipment Expert
© 2014 Wurth USA, Inc.
Cargo_November Special Features_11/2014
Here at Wurth USA, we understand the importance of having your fleet of equipment running at its fullest potential year-round, which is why we
have compiled a list of the top products used in your industry. We offer products that provide solutions for categories such as body work, routine
maintenance, and general repairs. Wurth USA offers you an extensive line of high quality products to keep your equipment operating more and less
in your shop!
Don’t let THIS happen to YOU!
We also support the practices and high
standards of the following organizations:
CARGO SPECIAL FEATURES
Top Products for the Heavy Equipment Industry
November 2014
© 2014 Wurth USA, Inc.
Cargo_November Special Features_11/2014
Wurth USA Inc.
93 Grant Street
Ramsey, NJ 07446
1-800 WURTH USA (987-8487)
www.wurthusa.com
© Wurth USA Inc. 2014
Printed in New Jersey
The information enclosed is privileged and confidential property of Wurth
USA, Inc. Any dissemination, distribution or copying of this communication
is strictly prohibited.