What regions do you represent and what are some of the testing challenges that are present there?
I’m the dyno sales rep for the eastern half of the United States and Canada with the dividing line being pretty much the Mississippi River. I’ve got customers all over the region, but I’ve found that they’re especially dense in the Pennsylvania, West Virginia, Ohio area where they have a large amount of mining operations and require engine and transmission testing on their equipment. Across the rest of the eastern US, there’s a need for our whole lineup of engine dynos and transmission test stands, but I’ve found a particular need for chassis dynos at truck repair centers all over.
What Power Test products are most common in your region?
The most common product that I sell to this region is our line of Eddy Current Chassis Dynamometers. No matter what part of the country, repair centers are going to benefit from dyno testing their trucks because those trucks will go hundreds of thousands of miles all across the country and they need to know that they are operating exactly how they should.
Can you tell me about a unique testing situation where you went above and beyond for a customer?
I try to go above and beyond for all our customers, but one that comes to mind is Crow’s Trucking Center in Tennessee. They had purchased a chassis dyno and had gone through installation and commissioning, and were looking for additional tips continue to elevate their business potential with the equipment. I went to visit and walked them through all of the sales benefits of having a chassis dyno on site. The opportunities are endless. You can always upsell a dyno test alongside your service, but I’ve seen great success when repair centers offer it for free. The reputational benefits of verified repairs can outpace the incremental sales revenue, but that’s up to each individual location.
On my visit I delivered personalized marketing brochures and commissioned a professional video outlining their service offering. When I was done, you could see the light bulb go on for how they would market their dyno.
In this instance, we went way above and beyond the call of duty. And I’ll tell you, anytime they or anybody in their area needs a chassis dyno I can guarantee you they will come to Power Test.
Somebody’s thinking about a dyno and they think they know everything about it. They even have pricing in mind. Why would somebody want to call you when they’re just in the preliminary steps? What kind of information can you help them with that they might not expect?
There’s a lot of questions that they’ll have. First off, they want to know what the average price is and I can help a customer with that. But besides a quote, I let the customer know that we do more than just provide the equipment. They need to know whether they have the room for it, if they have to build or even buy additional land. I go through some things that they’re going to need to think about and let them know that we offer additional services like DCI (design, construction, & installation) where we design a customer specific print set and provide on-site supervision for their contractors to make sure the design, construction, and installation phases of the project go smoothly. Our insight early in the process helps to prevent mistakes and leads to the best outcome for our customers.
You’ve been around a lot of different customer locations in your territory. What do you get out of visiting these customers and what kind of perspective does that give you?
There’s a thing in the lean manufacturing world called “Go to Gemba”, and that means you go to the source of the problem. Customers call us because they have a problem, and we don’t just sell them equipment and walk away. We help customers by providing customized solutions to their problems, and visiting them at their locations gives me the opportunity to see a wide range of testing challenges.
All right. You convinced me I’m ready to buy a dyno time to pick up the phone. Why do I want to call you?
Aside from the dynamometer equipment experience I bring to the table, I also have a marketing background. I understand how once the equipment is sold and installed, I can help offer additional sales and marketing benefits you wouldn’t get anywhere else. I help identify innovative offerings to help you sell your services and increase revenue with your new Power Test dyno.
Whether that be through additional training, or with customized videos, graphics, or website development. I’ll work to make sure you are absolutely maximizing your investment. I want to make sure our customers are set up for success.
What sets Power Test apart in the dyno testing industry?
I’ll tell it to you like this; when working on a car you want the best tools. You don’t want them to break, but if they do, you know that it’s going to be replaced and the best in that arena is Snap-on.
They’re top shelf quality, second to none, extremely innovative and user friendly tools that guys will pay an arm and leg for. Like Snap-on, Power Test is the best. We’re the best in dyno equipment. We’re the best in the knowledge that our service department, engineers and shop technicians, and DCI have. And we’re constantly making improvements and innovating.
We’re improving, not only in better testing equipment, but in better maintenance practices, better installation strategies and better technical service. When you work with Power Test, you’ll know you are surrounded by the best people in the testing industry and I can provide a long list of reference that back up that statement. We have more test equipment in more military installations, truck centers and engine rebuilder locations than any other dyno manufacturer in the world and that’s because they know Power Test is the best.