YOUR PARTNER FOR GRINDING SOLUTIONS PDF created with pdfFactory - - PowerPoint PPT Presentation

YOUR PARTNER FOR GRINDING SOLUTIONS

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Neary Technologies is part of the Foley Belsaw Company that is based in M inneapolis, M N. We were acquired by the Foley United division in 1998 and have been manufacturing grinders and accessories for the Turf Industry since 1979. We are in a new facility in River Falls, Wisconsin that was designed specifically for manufacturing various types of sharpening equipment. Introduction

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Neary Technologies, Foley United, United Industrial Division, and Foley Belsaw Foley M artens – Arab, Alabama The Duplication Factory – Chaska, M N

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Why You Should Sell Grinders Salesmen vs. Order Takers

• Defining Your Prospects
• Creating Discontentment

Express Dual Customers Foley United Customers

• Addressing the “Fast & Easy” Sales Pitch
• NEARY Customers
• Product Review

AGENDA TOPICS OF DISCUSSION

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Why you should be selling Neary grinders!

• Significant dollar transaction & comparatively speaking a high

margin product

• Y
• u can promote what your main line supplier advocates for reel

maintenance – OEM Specs

• Provides a product to sell to customers where the competition may

dominate

• Having Neary puts you in a position to sell the “ Fast & Easy” process

like Express, but with the added value of OEM spec capability.

• Y
• u are the BEST SALESM AN in your area and you deserve the

reward of the sale!

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SALESM EN vs. ORDER TAKERS

Determine Prospects: Define your prospects by make & age of grinders at every customer. Focus on older machines and courses with no machines that could be trade-in candidates or 181SRI prospects. Create Discontentment: The largest market are those that already have

• grinders. Y
• ur challenge is “ upgrading” them to the newer technology

and selling them on the benefits over their current units. Close the Sale: After you have peaked interest and desire for upgrade is known, follow up is key. Once the sale is made, you and your company are in a position to generate a strong testimonial & referral list.

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How are you defining your prospect base & who are they? Complete a“ User’s List” for your territory! Salesmen Determine Prospects

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SALESM AN NAM E: Distributorship & Territory SUPERINTENDENT GOLF COURSE NAM E ADDRESS CONTACT REEL GRINDER BEDKNIFE AGE

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STEVE M ILLER: STI Coastal Area PROSPECTS WITH UNITS OVER 10 YEARS OLD COUNTY STATE CLUB ADDRESS CONTACT SPIN BEDKNIFE AGE PENDER NC Olde Point GC Terry Warlick 3096 384 15 Pender NC Topsail Greens GC John DeM atteo Neary None 15 CRAVEN NC The Emerald GC Jim Lanier Neary Neary 15 CARTERET NC Silver Creek GC Eddie M cNeil Neary Neary 15 ROBESON NC Pinecrest CC Chris Jackson 3096 384 15 Robeson NC Scothurst CC M arvin Rea 3096 None 15 NEW HANOVER NC Cape Fear CC M ike Claffey 3096 3084 13 COLUM BUS NC Whiteville CC Geoff Lewis 388 384 12 New Hanover NC Echo Farms GC Brian Stachowitz Accu-600 3084 10 New Hanover NC The Cape GC Ron Carlton Accu-600 384 10 ONSLOW NC Paradise Point GC Gary Appleton 3096 384 10 Craven NC Carolina Pines GC Damon Libby 3096 None 10 Carteret NC Brandywine Bay GC Phil Tankard Neary Neary 10 Carteret NC Bogue Banks GC Justin Warren Neary Neary 10

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UNITS 5 TO 10 Years Old New Hanover NC Porters Neck CC Dale Young Accu-600 3084 9 Brunswick NC Sandpiper Bay GC Alan Jarvis Accu-600 None 9 Horry SC Prestwick CC Paul Kaufman Accu-600 3084 9 GEORGETOWN SC Pawleys Plantation GC Sam Hocutt 3096 384 9 Horry SC Arrowhead GC Dave Meda Accu-600 3084 7 Brunswick NC Members Course Conrad Broussard Peerless Peerless 6 Horry SC Surf Club Brian Keck Express Express 6 Horry SC Belle Terre GC Jay Johnson Express Express 6 Brunswick NC Angels Trace GC Phil Holkum Neary Neary 5 Brunswick NC Carolina National GC Billy Lewis Neary Neary 5 Brunswick NC Bald Head Island GC Paul Corder 630 670 5 Carteret NC Morehead City CC Jeff Davis Peerless Peerless 5 Horry SC Dunes Beach & GC Steve Hamilton Express Express 5 Horry SC Man-O-War GC Andy Apple Neary Neary 5 Horry SC Bay Tree GC John Shaver Neary Neary 5

This is a ONE TIM E exercise and can come to us in the easiest or most logical format that you want.

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• New Golf: Either under construction or have completed construction

and should have grinders.

• Existing Courses With Grinders: Especially Express users because of

it’s “one-dimensional” use.

• Existing Customers With “ No Grinders” : Typically public, low budget

18 hole facilities; 9 holers, and Sports & Turf Farm customers.

• This is elementary, but what is the best approach to selling each one
• f these categories?

Based on the “User’s LIST”, Who Are Your Prospects

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New Golf Two Possibilities & Approach:

• The package will swing your way: Typically no discounts from list

price.

• When the package is questionable, grinders are used as a discount

tool or lost leader to maintain margins on the rest of the package. When there is NO Chance:

• Grinders can be a “stand-alone” purchase as the higher margins can
• ffset your effort. It also provides an opportunity to maintain

rapport and showcase your company’s service.

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• What did the Superintendent and/or M echanic have previously at

another golf course?

• What’s their plan for grind frequency, backlapping, etc.
• What’s the budget for grinders? Don’t leave money on the table;

along the same line, don’t lose by quoting higher priced units when budget is an issue. New Golf

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Existing Courses With Grinders The LARGEST M arket! M AIN FACTORS THAT INFLUENCE AN “UPGRADE” GRINDER PURCHASE:

• The course wants more automated technology
• The course wants better production
• The units are simply worn out
• NEW Superintendent
• NEW T

echnician

• No ability to reach OEM Specs
• Turf changes and/or top dressing practices

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• An overlooked market. Course must have a technician and a

minimum of fifteen to twenty cutting heads.

• Great market to move trade-in’s. The “ User’s List” let’s you pass

along names of courses with no machines to a prospect with older units.

• We have a low cost solution! Promote the 181 as a reel & bedknife

grinder

Existing Courses With Grinders The LARGEST M arket!

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Utilizing the “ User’s List” and noting older grinders is your lead-in to generating interest.

• Use the Full-Line Brochure: Use this as a first step toward a grinder
• discussion. After planting the seed, show the sales CD/ Video on a

subsequent trip in.

• What is Y
• ur Customer Using: Cater your approach based on what

they already have.

• Demo and/or Use Y
• ur Neary Rep: Once the interest is peaked, take

the steps to close the sale.

Salesmen Create Discontentment

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Salesmen are always looking for something new to talk about and this is a conversation piece to explore interest.

• By dropping the brochure, you can share that you realize/ notice

that their grinder is (?over 8 years old?) and Neary’s new 555SRI is making the job easier and more productive than ever.

• This effort should draw a reaction of some sort and if there is no

interest, simply share that if they decide to “ upgrade” their grinders, to please keep you in mind.

• This not only plants a seed, but hopefully it helps prevent walking in

the door and seeing new units from the competitor while not knowing they were looking. Using The FULL-LINE Brochure

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There are three dominant user bases in the field and it is important to understand the approach to all three: Express Dual Foley United Neary What is Y

• ur Customer Using?

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Do they like what they are presently using!

• Remember, you have exactly the same machine to sell these guys

and you don’t have to fight “ fast & easy” !

• Don’t push the “ relief”, as there are more features to sell.
• Box Express into being the “one-dimensional” machine that it is, and

anyone can “spin” grind with the same results.

• This is a 10-15 year purchase and they will be locked into a grinding

program that provides zero options for using other alternative maintenance practices. What are the “ Fast & Easy” sales points and how can you respond? EXPRESS DUAL USERS

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THE EXPRESS IS SO EAS Y TO SET-UP! Fact is, Neary’s 555SRI is a tabletop spin grinder just like Express. There is NO difference in set-up time when placing the reel on the machine , but there is a difference in what you have to offer – M ORE CAP ABILITY! The way you promote the unit will depend on the psyche of the prospect, the desire to maintain specs, and trying to determine appealing features.

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THE EXPRESS GRINDS SO QUICK! I DON’T WORRY ABOUT TAPER, I CAN ADJ UST WITH M Y ROLLERS AND BEDKNIFE

From the Neary perspective, ALL IS EQUAL! In fact, the stones will interchange, but ours is much less expensive! Don’t get caught pushing the gauging process when the customer doesn’t care. N0 taper - No difference to spin grind. Bottom line is you can gauge with the Neary when you want and touch-

• ff like the Express if time is limited. If they use the gauge every other

time when setting up, the reel will never taper so badly that it takes a long time to work it out. UL TIM ATEL Y - A good demo showing how easy the gauge is to use provides first-hand insight that gauging is no big deal and if we eliminate relief, touch-ups are just as easy.

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I DON’T WANT TO RELIEF GRIND! WHAT IS THE RELIEF EDUCATION? STRESS ON THE CUTTING SYSTEM S!

Then DON’T . All the customer has to do is pull the reel off after they spin grind. Convince them that many of our Express converts do touch ups just as in the past, but relief every 2nd/ 3rd grind or when they feel they have the time. What they like is removing taper and keeping the reel trued up; making adjustments easier long-term. Y

• u need to be the judge as to how and whether or not educating them
• n relief is worthwhile, otherwise don’t fight the battle with a close-

minded Express head.

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HORSEPOWER STUDY : John Deere conducted a horsepower requirement study with two spun ground reel configurations. The results showed that whether making reel to bedknife contact

• r not, the overall increase of horsepower required to rotate a non-reliefed reel was greater.

SETTING WITH A GAP AND NO RELIEF:

.002" Gap 16% more horsepower per cutting unit with “ NO” relief .005" Gap 17.5% more horsepower per cutting unit with “ NO” relief

SET WITH CONTACT AND NO RELIEF:

Touch (contact) 294% more horsepower per cutting unit with “ NO” relief

There are two standard adjustment practices. How does reel design play a role in the efficiency of the traction and cutting systems:

• SETTING WITH A .001 - .003” GAP
• SETTING WITH LIGHT CONTACT

REEL DESIGN AND THE ADJ USTM ENT PROCESS

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“HORSEPOWER” AND THE ADJ USTM ENT PROCESS REQUIRED HORSEPOWER & REEL ROTATION

• .002” to .005” GAP
• OEM Relief

.75 hp per cutting unit

• “ NO” Relief

.87 hp per cutting unit REQUIRED HORSEPOWER & REEL ROTATION

• CONTACT
• OEM Relief

.88 hp per cutting unit

• “ NO” Relief

2.59 hp per cutting unit Note that a “ reliefed” reel with contact requires little more horsepower than a “ non-reliefed” reel with no contact.

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I DON’T BACKLAP – BESIDES, I KEEP M Y KNIFE FACED AND THE SCYTHE ACTION WORKS BES T! Fine, we don’t care. Bottom line is you can run the same “ facing & gap” process with relief or without and it doesn’t matter whose grinder you are using. Again, you need to be the judge in how or whether or not to present the Iowa State study. Regardless, a grinder should never limit or determine a specific maintenance practice while at the same time leaving no other

• ptions.

WHAT SIGNIFICANCE DOES THE IOWA STATE STUDY HAVE?

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Express Dual – NO CONTACT ALWAYS CUTS BEST . WHEN EVALUATING ADJUSTM ENTS, THERE IS LITTLE DIFFERENCE IN WHAT THE OEM ’S WANT TO SEE! Visual M owing Chlorophyll Ethylene Quality Injury Content Production SHARP with “ LIGHT” Contact SHARP with “ NO” Contact DULL with “ LIGHT” Contact DULL with “ NO” Contact 8.68 8.20 8.41 8.07 0.83 1.85 1.28 2.35 17.46 15.73 17.12 16.34 0.541 0.593 0.603 0.669 Figure 1 Figure 4 Figure 3 Figure 2 Pictures in Figures 1, 2, 3, and 4 can be found in all four plots with the sharpness and adjustment settings described, but the clean cut in Figure 1 was most prevalent in the sharp with light contact plot. Figure 4 represents the worst tissue damage where it was pulled apart and little cutting action occurring. This was most prevalent in the dull and no contact plot. Iowa State Study – Four Parameters PDF created with pdfFactory trial version www.pdffactory.com

BACKLAPPING RUINS BEARINGS, KILLS TURF , IS WORSE FOR THE REEL, ANDS TAKES TOO LONG! Very simple, don’t backlap if that ’s what you believe; do the touch-up’s on Neary just as you would on Express. Again, sell the virtue that Express user’s like alignment capability to keep taper out, and by gauging and truing the reel up for touch-up, it doesn’t take long to spin out. FYI – Express presents these photos as a “Scythe vs. Scissor” cut, and there is also a “ Lapped Cut vs. Express Cut ” representation in his seminars. This is supposed to illustrate his “ process” advantages, but as proven with the Iowa State Study, it depends on which piece of grass you pick up out of the plot being tested. EXPRESS DUAL ’s SCYTHE vs. SCISSOR CUT

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YOU GET AN AUTOM ATIC RELIEF WITH EXPRESS!

The M yth: A concave grind as illustrated here does not occur with any spin grinder! This is what Express promotes in their seminar. EXPRESSDUAL ground reel: The deviation from the front cutting edge to the rear of the reel blade is .0085”. Express shows this phenomenon as being “ Perfect Relief” on his website. Neary ground reel: The deviation from the front cutting edge to the rear of the reel blade is .0067”. Virtually no difference in the type of spin grind that Express gets.

Reality Photo # 1 Reality Photo # 2

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As with most competitor products that are in place at courses, a “GOOD” demo can settle skepticism. Never allow the demo to turn into a training session! Recap of Converting Express Dual Users

• Y
• u must appeal to the fast & easy mentality and sell that Neary can

function exactly the same as Express, but with “extra” features Express can’t offer. ALL THISFOR LESSM ONEY!

• If you feel like you can’t win the technician, approach the Supt. with

the same logical sales points. The difference you should stress will be that if the tech leaves, he’s stuck doing things one way. At least with

• ur machines, a replacement with no experience can do the same thing

as he might with Express, but has additional options of quality control.

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FOLEY UNITED USERS Do they like what they are presently using? Y

• u need to judge where their mindset is, and the type of Foley

they’re using will make a difference in your approach:

• 388/ 3096/ 600 User: These are upright model machines. The

industry has gone “ tabletop” and there’s a reason for it. Neary

• ffers OEM Spec capability like the Foley, but what the industry

has accepted from Express – “ Fast & Easy”.

• 632/ 652 User: The challenge will be convincing them the 555SRI

will gauge & relief like the Foley, and explain what Express has proven - “ touch-ups” work and productivity in today’s market is a must.

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RETAINING NEARY USERS! Do they like what they are presently using? There are numerous 100’s, 180’s, and 500’s in the field that should be ready for an upgrade. If they have liked these units and they are Neary guys, then the approach will be based on budget and should be an easy sell. It will be important to confirm their like or dislike of what they’ve had and move forward from there.

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This NEW unit is the flagship machine of the Neary product group. It is usually paired up with the 277, but if money is a real issue, quote with a 200. Priced at $ REFERRALS contribute to 70% of the buying decisions in our industry. PROPER TRAINING is a M UST to be successful! Competition:

• Express 3000; $
• Foley 632; $

The 555 SRI

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Table Lift ‘WORKSTATION’ $ Table-lift style feature that Express Dual customers like. The advantage is ours is portable and useable when not grinding! Part # 6200985

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Without question, the bedknife grinder that offers more value for the dollar than any other competitive bedknife grinder. The “AUTOM ATIC” Angle Position and an easy touch-off for alignment are key features. The single point infeed, the water coolant system, and a built-in diamond dresser are features all operators will appreciate! Priced at $ COM PETITION: Express AM 3000 $; Foley 670 $ The NEARY 277 Bedknife Grinder

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These units are typically for lower budget, public facilities. Great upgrades for the Neary 100 & 180 user’s. Priced at $ The competition:

• Foley 605;
• SIP/ Peerless 2000;

Great unit to sell as a dual purpose machine for reels and bedknives. The strategy for selling these units will be encouraging the buyer to arrange for the bedknife grinder in the future, and/ or if they already have an old BK grinder, have them keep using it until a later budget.

The 181 SRI

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The model 200 M anual Bedknife grinder is the least expensive unit on the market. When budgets are an issue, this machine will get the job done. Y

• u rotate the bedknife to

change angle positions and use the touch-off process for alignment. The M odel 200 Bedknife Grinder

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