Automation Controls

Tour de Force - Success Story

See how Tour de Force is helping Automation Controls gain new business

"A week ago, I got a voicemail from “Tom” (no company).  He wanted to know the double shafted part number for an OM part he already had, but wanted our response by e-mail (a gmail account).  Katie and I worked on it and corresponded by e-mail to him, thinking it was just some college student or one off deal.  

Today, I got a call from the PA for the guy.  The voicemail identified the company, and he wanted a sample of the above motor.  I called the PA back intending to qualify the account and opportunity, but got VM.  I looked on Tour De Force and saw that they purchased $3500 worth of stuff from us last year: no big deal.  Then I looked at activit ies and appointments and OPPORTUNITIES and saw that James had been in there in April and identified a $100,000 opportunity, so I forwarded all the information I had to James.  He called me back and told me he's been trying to get in touch wit h this PA and that there is a large opportunit y for IAI TT business.

With the difficulties in communication with this customer, I might have blown them off for more pressing needs, but with the tiny bit of info that Tour de Force had, I was able to correctly ascertain that maybe there was more than meets the eye here.  James and I did the handoff and he's going to try to leverage the customer's need for a sample into moving the ball forward for the TT opportunity.

I'm copying all the sales and engineering on this because it shows how Tour de Force can work for us if used properly.

This is why it's important to get the company information EVERY time we talk to a customer.  Getting the company info is the first step, then there's very simple qualification that can be done to increase our business opportunities."

Ray Marquiss
Senior Application Engineer
Automation Controls

For more information about Tour de Force, contact
The MRH Technology Group
Web site: www.mrhtech.com