As an industrial dust collector dealer in today’s demanding supply chain market, it’s important to stay ahead of the game, increase sales, and improve customer relationships.
So, how exactly do you go about finding success? Discovering a manufacturer that can deliver product knowledge and support, like A.C.T. Dust Collectors, is the first step. Follow along below for our tried-and-true tips for industrial dust collection systems dealers.
There are many ins and outs to the industrial dust collector industry. These important tips for dealers will lay the groundwork for not only your success but the success of your customers, too.
1. Establish a relationship with an experienced dust collection systems manufacturer.
As an industrial dust collector dealer, this is the best way to set yourself up for success. When a manufacturer can provide timely and thorough expert knowledge on products and offer constant support, training and resources, it allows you to feel more confident and grants you the freedom to sell and install more products for your customers. And when your customers feel like they can reach out to you for help, you’ve established trust – the key to finding success in this industry
At A.C.T., we’re always looking for enthusiastic and determined dealers to forge strong partnerships with. Reach out to us today and once you’ve provided all your specific product needs (fan size, unit size, control panel options, size of facility, customer needs, etc.), we’ll assign one of our trusted sales representatives to your account.
We have more than 20 years of experience in the industrial dust collector industry. Rest assured that when you reach out to us for support, we’ll address any questions and concerns you may have about products and customer needs. Partnering with an established industrial dust collection manufacturer like A.C.T. will provide you:
- Access to the engineering team
- Access to product marketing materials
- Standard product training
- Spec sheets to help answer customer questions
2. Do your homework on potential manufacturing partners.
Oftentimes, the tools that you seek as an industrial dust collector dealer are not provided by manufacturers. If you’ve had trouble getting quick and efficient responses for fan issues and questions, haven’t received custom control panels, special fans or enough product information from a manufacturer, they’re not the right partner for you.
While it’s important for you as a dealer to establish basic product knowledge, it’s equally as important for your manufacturing partner to provide you with what you need to be successful and meet customer needs. When looking for a manufacturer to partner with, ask these questions:
- How often does their internal team (sales reps, engineers, etc.) communicate with dealers? Do they have an average response time? Will someone always be available if you have an issue with a product?
- Who can help you work through product issues in an efficient, step-by-step way so that you can meet customer needs quickly and accurately?
- How long does it take to quote a product?
- How does the facility manage product availability?
- Do they provide clear sales numbers so that you can be completely transparent with your customers?
As a general rule of thumb for success, we recommend choosing a manufacturer that:
- Supplies on a fast timeline.
- Provides leads for projects.
- Responds at the speed of today’s business.
- Is growing.
3. Sharpen your skills to stay ahead of the industry.
Just as important as it is for a dealer to find a trusted manufacturer to work with, it’s equally important for manufacturers to vet dealers. At A.C.T., we look for specific qualifications in dealers, aside from their enthusiasm and motivation to succeed.
Whether you’re an experienced dealer or a dealer just getting started in the industry, take the time to work on skills separate from selling tactics. These are some attributes we appreciate and look for in existing and potential dealers:
- The ability to install products themselves
- Knowledge of air-to-cloth ratio
- Knowledge of health and safety practices
- Knowledge of dust types
- Experience in HVAC work or mechanical contracting
- Not being afraid to ask questions about the specifics of an industrial dust collection system application
- The ability to set expectations and thoroughly prepare for their customers
- The willingness to connect and network with other dealers and customers
In addition to these attributes, we always look for legitimacy, reputation, clear and prompt communication skills and location proximity in our dealers.
*Bonus tip: Whenever you’re working with a customer, we recommend always having line cards and installation photos on hand. Customers want to see legitimacy and it’s how trust is established.
One reason our dealers love working with us is that we make ourselves available to help close a sale and provide customer support when our dealer may not have all the answers.
We work with dealers from the onset quote stage and throughout the entire sales process. When there are technical questions or specific recommendations that need to be answered along the way, we’ll address those too. Together, we work with dealers to ensure the sale can be closed confidently and quickly.
We’re proud to say that many of our dealers have been with us for over a decade. Why? Our products and processes are reliable and easy to understand, we offer competitive pricing and spectacular lead times and we prioritize our working relationships.
If you’re an industrial dust collection systems dealer looking to increase sales and improve customer relationships, consider partnering with us.
Please contact us today for any dealer-specific questions or additional tips.