Alro Knowledge
What is Alro's Biggest Competitive advantage?
What is our large inventory with next-day delivery?
Why are questions more powerful than presentations?
They uncover customer pain.
What does DOM tubing stand for?
Drawn Over Mandrel.
What's the first thing you should learn during a customer visit?
What they make.
Name one lesson you've learned this year that made you a better salesperson.
Tell us
Name three value-added processing capabilities Alro offers.
Saw cutting, laser cutting, plate processing, tube laser, waterjet, machining, etc.
What is one purpose of an Up-Front Contract?
Establish expectations and gain commitment.
Name two reasons customers buy cut-to-size material.
Reduced scrap, less labor, faster production, lower inventory.
Besides Purchasing, who else should you meet?
Operations, Maintenance, Engineering, Plant Manager.
A customer says:
"Everything's fine. We don't really have any problems."
What should your next question be?
Continue asking thoughtful probing questions to uncover potential pain or opportunities, such as:
"Walk me through how you currently purchase steel."
"If you could improve one part of your operation, what would it be?"
"What challenges have you had with suppliers over the last year?"
What is the Mission Statement?
To ensure the long term success of Alro and its people by exceeding our customers' expectations
Instead of talking about Alro, what should we first understand?
The customer's business and challenges.
Which material offers the best corrosion resistance?
Stainless Steel.
What is one benefit of performing a plant tour?
Find applications, equipment, fabrication opportunities, and pain points.
It was Marlo's Anniversary this past week, how many years has he been with Alro?
24
What is the most important foundation?
People
When a customer says, "We're happy with our current supplier," what should you do?
Probe with additional questions instead of immediately selling.
What is the tightest tolerance you can hold on a 3/4" a36 plate when Laser cutting?
+/- .017
What should you do if a customer consistently buys material that Alro doesn't stock?
Investigate whether stocking opportunities or alternatives exist.
Jeff Stone has the most love for what food item
Chicken tenders
Ride the bull ____.
every chance you get whenever you can everyday from 8 to 5
What is the purpose of finding pain?
To understand business problems that create reasons for change.
What locations in the company have tube laser cutting?
PV, CE, BB, IN
Why is visiting customers regularly important even when they're not buying?
To build relationships, uncover future projects, and stay top of mind.
Mark Branch has worked close to all jobs at Alro, how many different positions has he been in?
Can't count that high