ears. Do not over promise and underperform – especially
with shipping dates and quantities. Inventory control is very
important and it’s important to get it right. Often space is
limited or jobs are located in very remote locations and our
shipping opportunities are carefully planned. Waiting an
extra day for more materials to arrive can sometimes delay
an entire project, thereby costing time and money.
What’s your best advice for salespeople pitching you?
James McNally: A great product sells itself. Educate me on
the benefits of your product and how it may fit into our fleet.
Allow us to digest the information. If it fits, we will pursue it
further.
Jeff Rakochy: My best advice is to schedule appointments if
you want to come see us. This is especially important during
busy times of the year. Be courteous. Saying ‘good morning’
or ‘good afternoon’ is often an overlooked step in a conversation.
A simple question about how things are going (personal
and/or work-related) goes a long way to determining where
people may be at in their day. Then we can talk business
knowing where each other is at. Bring your best pricing and
support offers to the table because – as purchasers – it is our
job to find the most cost-efficient option for the company.
Banain Cote: Don’t push. If you push the product too much,
a lot of people will see that as desperate and it really makes
us shy away. If you’re confident and factual, and actually give
the company some time to decide, then we are usually more
receptive to follow ups. Or, donuts. The office staff always
remember the salesperson who brings donuts!
FEATURE
PILE DRIVERS, DIVERS,
BRIDGE, DOCK AND
WHARF BUILDERS
LOCAL 2404
• ITA Designated Trades
Training Provider
• Trade Certified Pile Drivers
and Bridgeworkers
• NCCA Accredited Certified
Riggers & Signalers
• Red Seal Carpenters
• CWB Certified Welders
• CWB Certified Welder Test Centre
• CSA Z275.4 Competent Surface
Supplied Divers
• AWS D3.6 Class “B” Underwater
Welding Certification with CWB Stamp
Business Manager – Darrell Hawk
#101–580 Ebury Place, Delta, BC V3M 6M8
Phone: 604-526-2404 Fax: 604-526-2446 Toll Free: 1-800-562-2404
Email: piledrivers@piledrivers2404.ca Web: www.piledrivers2404.ca
WHAT CAN VTL DO FOR YOU?
150’
CFA
1 Stroke
600 Ferguson Avenue North
Hamilton, Ontario, Canada L8L 4Z9
Tel: 1.905.528.7924 Fax: 1.905.528.6187
Toll Free: 1.800.668.9432 (in Canada and USA)
www.berminghammer.com
Email: bfssales@berminghammer.com
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