Sumitomo Corporation of America

Always on the Move

 

-Always begin with a business card exchange 

Start Statements 

• I'm here today because one of the largest OEMs in the area, The GSI Group, uses our products because we have saved them time and cut costs.
• I have come today alone out of respect for you.  I directly represent mfg. Sumitomo Drive Technologies.
• I'm here today because your business deserves the respect and attention.  I want you to know Sumitomo values your business and has local representation in the area.
• "What do you have to loose, give me a shot!" 
• "Do you believe everyone deserves at least one chance to represent what they have?"
• "You know that's what The GSI Group said before we got the opportunity to demonstrate our product.  Not only did we cut cost and labor, they gave us an on time delivery rating last year was 95%." 
• I take pride and ownership in my work.  It is my responsibility to at least introduce Sumitomo to you once."
• "What does it hurt having another reputable resource."
• "There may be a day you can't get something from your current supplier and it is my goal to be the first person you think of?"

Company Background

 

• Sumitomo Heavy Industries(30 global companies)

-Companies and industries including:

Power transmissions & controls equipment

Plastic machinery

Semiconductors & liquid crystal mfg. equipment

Film processors

Medical systems

Environment energy systems

Infrastructure = road equipment

Material handling

Metal processing

Food machinery

Software & services

Tires

Banking

 

-Company history dating back to 1881

 

• 400 years old/2nd largest manufacturer in Japan
• Originated from Masatomo Sumitomo (Japanese compromind)
• 1931 Sumitomo purchased Germany company who held legal right to the invention and production of the Cyclo design
• 1966 Sumitomo Corporation of America/entirely separate American run division
• Sumitomo Drive Technologies (VA,KY,IL,CA)
• Largest references being UPS, FedEx, Jetway
• Locally, The GSI Group, Nestle Purina and Stereotaxis
• Power transmission, control solutions provider
• Highest torque rating within the inline category across the industry by well over 40%
• Cyclodial disc design/gearless speed reducer
• Directly supported by Sumitomo engineering
• Online configurator

 

-Personally, I have 11 years of industrial sales experience and have interacted with over 600 sales people and 120 distributors

 

-I take pride in bringing excitement, energy and the proper follow up to the role

-I believe in being honest and telling the truth, good or bad

 

Open Ended Probing Questions

 

• Are you interested in purchasing products, our selecting a mfg. supported program?
• Could you please tell me about your current speed reducer/gearmotor program?
• Specifically, which manufacturers are you currently using/purchasing from?
• What do you look for in a manufacturer/supplier?
• What is your selection criteria for choosing a product line?
• What is most important to you when selecting a speed reducer/gearmotor?
• What are some of the pros and cons of your current program?
• Help me better understand specifically what you are currently purchasing?
• What is most important to you?
• When it comes to speed reducers and gearmotors, what are your biggest headaches/challenges?
• If you could improve upon one thing within your current program, what would that be?
• Are you looking to purchase a product or consider a specific program?
• Fill me in on the delivery timeframes/lead times you are accustomed too?
• Can you see an advantage to having a internal engineering department assist us in crosschecking the product/rating selection?
• Would anyone within your mng. consider a 35% savings in utility costs of benefit?
• Please explain to me what happens when your speed reducers/gearmotors "go down?"
• How much do you think it costs your organization per hour when equipment goes down?

• What is most important to you when selecting a speed reducer/gearmotor?
• Please fill me in, how often do you conduct oil changes?
• Can you see the advantage in limiting that particular activity from your schedule?
• How do you handle the heat generated off gearboxes?
• Have you ever seen a gearless speed reducer?
• Are you familiar with the concept of a Cyclodial disc?
• What type of momentary shock overload are you accustomed too?
• What type of warranty are you accustomed too?

Leverage Statements

 

• Once we start serving you, what will you expect from me?  Describe your ideal representation?
• What can I do to better service you?
• If we can show you product and labor savings, would you consider trying our product line?
• If the Sumitomo product lasted three times longer than the competition, could you see how that would save you time and energy?
• Based off are positive and enlightening conversation today, will you allow me the opportunity to spec a product out?  Let's make a Sumitomo selection based of the next unit you intent on switching out?
• With lead times, customer demand and product availability, I recommend ordering early.
• Since I'm already here, lets make a selection?
• What's the harm in making a selection to compare the total package to what you are current purchasing.
• There is a reason why you can get some parts/gearmotors quicker then others, quality?
• It might take an extra week or two to  get product now, but it will save you product and labor down the road when the Sumitomo product last twice as long...