• Workshop

More Than a Transaction: What Every Salesperson Should Know in Rotational Molding Sales

Tony Short (Elkhart Plastics) and Dr. Nick Henwood (ARM Technical Director)

First and foremost, this is not a sales seminar. There are plenty of options out there that teach how to grow your pipeline or how to negotiate price, but that is not this seminar. What enables a salesperson to go from a necessary evil to a trusted resource in the eyes of their customer? Knowing what they are talking about! Building confidence in the customer can be expedited when the salesperson has the technical knowledge to speak directly to the customer about the product or service they are offering. The customer WANTS to take a meeting with you, because you can add value to THEIR business. When the customer relationship is simply transactional, it can limit the growth potential of the business relationship and introduce doubt in the customer.

The purpose of this workshop is twofold:

First, to introduce roto specific technical details that every salesperson should know when talking to their customers.

Second, to hear from you! As people selling in the industry, what are some of the technical questions you have encountered from your customers or have yourself.

ARM Technical Director, Dr. Nick Henwood and ARM Promotion Committee Chair, Tony Short will serve as the facilitators for this discussion. Both have over 65 years of combined industry experience selling custom rotationally mold products, polymer, tooling, and machinery; Dr. Nick and Tony are excited to introduce this workshop and help inform and assist molders and suppliers who are looking to grow in their field.