July08_Connections_Spread:Newsletter Layout - Dynabrade Inc.

Product Management Forum
Dynabrade’s First Webinar
Sets Record for Success
Live, On-Line Sales Meeting Reaches Wide Audience
By Steve Briggs - Product Manager
WEBINAR: A seminar conducted remotely over the internet. The “audience”
views the slides through their web browser and hears the speaker’s commentary
over their telephone. This allows the viewer to ask questions through
the phone or type them in and have them addressed by the presenter.
On May 13, 2008
Dynabrade participated in
three live Webinars with the
USA Affiliated Distributors
(AD) group, and set a
record for most number of
viewings. We totaled 573
viewings, broken down
within these time zones:
Eastern USA – 249 viewers;
Central USA – 146 viewers;
Pacific USA - 178 viewers.
Our goal was to have
a Dynabrade salesperson
at an AD affiliate while
the live Webinars were
taking place. We forwarded
the Webinar outline to
our sales team in advance
so they could have the
related products on-site.
This way our sales person
could address any additional
questions once the
presentation was complete.
Having the tools on-site
really helped in securing
appointments for tool
demonstrations as well!
When the three live
Webinars were concluded
we selected one to be an
archived version. This
archived version can be
viewed by AD members at
a later date, or be viewed
as part of a meeting with a
Dynabrade salesperson.
From May 14 through June
30, our archived Webinar
has had 72 additional
viewings! That averages out
to 12 viewings per week!
(We do not know the total
number of viewers for the
archived version, as it is
not a required field to be
populated when you register.)
What was the primary goal of the presentation?
Defining The Dynabrade Difference! There were three
areas we focused on to define our motto. They were:
1.) Ease of Doing Business with Dynabrade
2.) Product Breadth
3.) New Products
And what follows is how we expanded each of these areas.
1. Why is it easy to do business with Dynabrade?
• No Obligation Demonstrations. We drove home that each of
our representatives are supplied with a “DynaVan” and
Dynabrade tools, so that end users can try our tools at their
own work station. Putting our feet in front of the customer
and putting tools in the operator’s hands!
• Selling the System. Our reps also carry abrasives and their goal
is to provide the end-user with a complete solution for their
finishing needs. Matching the right tool with the right abrasive
cuts down on rework!
• Abrasives. Dynabrade stocks abrasives and can ship small
quantity orders within one business day.
• Mobile Training Units. We have these trailers in each region
of the country to demonstrate our Stationary Equipment.
So when we sell a Random Orbital Sander we may follow
up with “we can also reduce the amount of dust in your
shop with a Downdraft Table; would you like me to schedule
a demonstration for that?” These trailers can also be used
for distributor open houses and training seminars.
• Customized promotional flyers. Our in-house graphics team
can design customized promotional flyers very quickly.
• Customer Service. The industry knows us for our respected,
qualified Customer Service Department. We answer the phone!
• Shipping. We are able to ship our “A” and “B” tool items
in less than two business days nearly 70% of the time.
Unmatched by our competitors!
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