We have quite a number of customers who have standardized on our machinery. It makes a lot of sense for them. Many of our machines have interchangeable parts and it cuts down on the amount of spare parts they need to keep on hand. It allows them to have their operators and maintenance personnel trained on the one type of machine instead of having to know the ins and outs of several. If they are a large corporation with multiple plants they can exchange machines when moving lines about. It is also helpful in getting to know the service personnel with one company as opposed to many.
If you are considering standardizing on one company, however, make sure the company is capable of handling all your needs. When vetting them out, check for their strength of engineering, responsiveness of customer service, number of years in business, and always check for references.
The author, Marge Bonura, is the Director of Sales & Marketing for New England Machinery, Inc. (NEM). NEM is a leading packaging machinery manufacturer of bottle unscramblers, cappers, orienters, retorquers, lidders, pluggers, pump sorter/placers, scoop feeders, hopper elevators and much more. The company has been in business since 1974 selling to the food, beverage, pharmaceutical, personal care, chemical, household products, automotive and other industries. For more information on NEM, visit their website at www.neminc.com.
Monday, July 27, 2015
Monday, July 20, 2015
Brag About Your Successes
Do you tell your customers about your successes? Most people like to hear interesting stories and every company has several to tell. A good story usually starts with a plot that includes a problem and ends with a resolution. I’m lucky to work for a company that has a lot of really great stories.
Once I decided that we needed to share these stories, I spent time listening to the various ‘players’ or ‘characters’ involved in each project. I took notes about the issue, sequence of events, and the outcomes. Then I sat down at my computer and wrote the stories. It was great fun to write about how time and again our team of engineers, machine builders, and sales personnel orchestrated a resolution to a production challenge that was perplexing our customers.
We are taking these stories and putting them in a ‘Case Studies’ section of our website so that others can learn more about our amazing capabilities while enjoying a true story. Share your success stories wherever and whenever possible. Everyone loves a good story.
The author, Marge Bonura, is the Director of Sales & Marketing for New England Machinery, Inc. (NEM). NEM is a leading packaging machinery manufacturer of bottle unscramblers, cappers, orienters, retorquers, lidders, pluggers, pump sorter/placers, scoop feeders, hopper elevators and much more. The company has been in business since 1974 selling to the food, beverage, pharmaceutical, personal care, chemical, household products, automotive and other industries. For more information on NEM, visit their website at www.neminc.com.
Once I decided that we needed to share these stories, I spent time listening to the various ‘players’ or ‘characters’ involved in each project. I took notes about the issue, sequence of events, and the outcomes. Then I sat down at my computer and wrote the stories. It was great fun to write about how time and again our team of engineers, machine builders, and sales personnel orchestrated a resolution to a production challenge that was perplexing our customers.
We are taking these stories and putting them in a ‘Case Studies’ section of our website so that others can learn more about our amazing capabilities while enjoying a true story. Share your success stories wherever and whenever possible. Everyone loves a good story.
The author, Marge Bonura, is the Director of Sales & Marketing for New England Machinery, Inc. (NEM). NEM is a leading packaging machinery manufacturer of bottle unscramblers, cappers, orienters, retorquers, lidders, pluggers, pump sorter/placers, scoop feeders, hopper elevators and much more. The company has been in business since 1974 selling to the food, beverage, pharmaceutical, personal care, chemical, household products, automotive and other industries. For more information on NEM, visit their website at www.neminc.com.
Monday, July 13, 2015
How Do You Inform Your Customers?
What methods do you use to inform your customers of what your company is doing? There are lots of communication options available to get your message across. The key to doing it most effectively is to cover as many different methods as possible. We all have our own comfortable means of gathering information and learning. For some it is to read everything that comes in the mail. These individuals like to look at paper, while others prefer to see it on their screen. Some people like to check out the trade publications, while others prefer to research online or attend trade shows.
At New England Machinery, we try to communicate our messages in as many of the different forms as possible. We send out e-mail blasts, we use direct mail, we advertise in the trade publications, we continually update our website, we exhibit at tradeshows, and regularly contact our customers via phone. Although no one method gives us a 100% success rate, our collective success rate in getting our message across is impressive. How many different forms of communication are you using?
The author, Marge Bonura, is the Director of Sales & Marketing for New England Machinery, Inc. (NEM). NEM is a leading packaging machinery manufacturer of bottle unscramblers, cappers, orienters, retorquers, lidders, pluggers, pump sorter/placers, scoop feeders, hopper elevators and much more. The company has been in business since 1974 selling to the food, beverage, pharmaceutical, personal care, chemical, household products, automotive and other industries. For more information on NEM, visit their website at www.neminc.com.
At New England Machinery, we try to communicate our messages in as many of the different forms as possible. We send out e-mail blasts, we use direct mail, we advertise in the trade publications, we continually update our website, we exhibit at tradeshows, and regularly contact our customers via phone. Although no one method gives us a 100% success rate, our collective success rate in getting our message across is impressive. How many different forms of communication are you using?
The author, Marge Bonura, is the Director of Sales & Marketing for New England Machinery, Inc. (NEM). NEM is a leading packaging machinery manufacturer of bottle unscramblers, cappers, orienters, retorquers, lidders, pluggers, pump sorter/placers, scoop feeders, hopper elevators and much more. The company has been in business since 1974 selling to the food, beverage, pharmaceutical, personal care, chemical, household products, automotive and other industries. For more information on NEM, visit their website at www.neminc.com.
Monday, July 6, 2015
Do You Help Your Customers Define Their Needs?
I recently came across this blog I wrote back in 2012. The information is worth repeating. When a customer is searching for new packaging equipment do you assist them in defining their needs, or try to sell them your equipment? Hopefully, you are helping them define their needs. In the long run, this will benefit everyone.
Our company has put together several questionnaires that we send to companies that have contacted us in need of packaging machinery. Each questionnaire covers a different type of machine, depending on what the end user is hoping to accomplish (i.e. they want containers capped or bulk containers sorted and placed on the production line). The questionnaire covers everything they could possibly consider for both their current need and potential future need for that equipment. In many cases the customer is reminded by the questionnaire to check on something they may have overlooked in their search for the right equipment. They may determine that some of the questions are not important to their needs and that is fine, but now it won’t come up later as being forgotten.
We find this method of ‘selling’ a win-win situation. By the time the customer is ready to place their Purchase Order they are confident that they are making the right decision having covered every possibility and looked at all the options.
The author, Marge Bonura, is the Director of Sales & Marketing for New England Machinery, Inc. (NEM). NEM is a leading packaging machinery manufacturer of bottle unscramblers, cappers, orienters, retorquers, lidders, pluggers, pump sorter/placers, scoop feeders, hopper elevators and much more. The company has been in business since 1974 selling to the food, beverage, pharmaceutical, personal care, chemical, household products, automotive and other industries. For more information on NEM, visit their website at www.neminc.com.
Our company has put together several questionnaires that we send to companies that have contacted us in need of packaging machinery. Each questionnaire covers a different type of machine, depending on what the end user is hoping to accomplish (i.e. they want containers capped or bulk containers sorted and placed on the production line). The questionnaire covers everything they could possibly consider for both their current need and potential future need for that equipment. In many cases the customer is reminded by the questionnaire to check on something they may have overlooked in their search for the right equipment. They may determine that some of the questions are not important to their needs and that is fine, but now it won’t come up later as being forgotten.
We find this method of ‘selling’ a win-win situation. By the time the customer is ready to place their Purchase Order they are confident that they are making the right decision having covered every possibility and looked at all the options.
The author, Marge Bonura, is the Director of Sales & Marketing for New England Machinery, Inc. (NEM). NEM is a leading packaging machinery manufacturer of bottle unscramblers, cappers, orienters, retorquers, lidders, pluggers, pump sorter/placers, scoop feeders, hopper elevators and much more. The company has been in business since 1974 selling to the food, beverage, pharmaceutical, personal care, chemical, household products, automotive and other industries. For more information on NEM, visit their website at www.neminc.com.
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