KÄCHER AND THINK WATER
Working Collaboratively Brings Results Kärcher’s diverse range of cleaning equipment can be daunting, especially as a pump and irrigation specialist (and Kärcher agent). Generally, customers have different demands for cleaning equipment. One size does not fit all... Fear not, Kärcher’s Professional Territory Reps are here to assist with Joint Calls. Benefit’s of the Joint Call service: 1. P roduct knowledge is passed on to your staff. 2. T he enquiry may lead to other opportunities in the pump and irrigation arena. 3. P otential to open up new markets locally. 4. S ales are more easily converted, as we may know the answers to tricky questions.
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THINK TANK | September 2020
We find that collaborating with Think Water Members leads to seen many successful sales. It has been an effective tool to grow not only the Kärcher side of your business, but also your overall customer portfolio. A good example of potential market growth is industrial dairy and seafood producers that use HDS hot water units and scrubber driers as cornerstone pieces of equipment for their business. These machines increase hygiene and cleaning outcomes, whilst reducing water consumption. Another great example of a successful Joint Call was with Ray Smith from Think Water Marlborough. Ray received an enquiry to assist with water blaster selection for the loading bay at a local supermarket. After much discussion the decsion was made to purchase a Scrubber Drier
resulting in a $10K sale. This machine helped the supermarket achieve a better result whilst using less water. Dale Williams from Think Water Southland, says “Working in with Dave Luff our Kärcher Rep for joint calls is a real strength for us. Providing my business with knowledge, and assistance with the demonstrations of equipment. “Also, earlier this year together with Kärcher NZ, we exhibited at the Southern Fieldays in Waimumu Southland, it uncovered opportunities we would not have usually come across. “Kärcher is an integral part of my business and helps us supply a product and service crucial to this isolated region of NZ. “The team at Kärcher are always ready to go above and beyond when we present them with an opportunity”.
