AGRR - March/April 2008 - AGRR Magazine

Customer ServiceCONTINUEDtopic of differentiation, includingprice, if the glass part is not installedaccording to code and leaves the customerwith an “inoperative” safety devicethat may lead to serious injury inthe event of an accident?From my own experience, once I’veshared a few points concerning therisks associated with improper glassinstallation and how customers canachieve the highest degree of protectionby only shopping with those glasscompanies that comply with theAGRSS Standard, most come awaywith the commitment that “AGRSSregistration” would be their numberoneand most weighted differentiator.Introducing AGRSSNow that the key differentiator of“safety” is defined, next is the issue of,“Who follows the AGRSS Standard?”Customers should think that you do,since you’ve been the one to introducethe differentiator of AGRSS,FMVSS and the law. Sure, you can tellthem that you do, but proof is neededsince everyone “talks the talk.”The key is to “walk the walk,” orprove that you follow the rules and deservethe customer’s business. The conceptof “third-party-selling” is anecessity that equates to proving yourperformance through the measurementof other people.Your best partner in third-party sellingis the AGRSS Registration Program,especially considering the positivesupport and undeniable third-partyvalidation that is coming soon throughphase III of the registration program(see related story on page 28). Now isthe time to become fully vested in theregistration program for increasingyour power of differentiation.You are AGRSS! AGRSS is the toolalready at hand and available today tomake a difference. There are many,like myself, fully vested in the AGRSSway of doing things in supportingyour business. AGRSS is the bestsource of proof of who deserves thebusiness and is built around thetheme that it is never the right priceunless it’s the right job! The only thingeliminating a glass company’s abilityto share in the AGRSS success andability for AGRSS to make a differenceare those who either don’t join or failto do their part in the walk. ■◗Carl Tompkins is the Western statesarea manager for Sika Corp. in MadisonHeights, Mich. He is based in Spokane, Wash.Mr. Tompkins’ opinions are solely his ownand not necessarily those of this magazine.BECAUSE SAFETYSHOULD BE ATOP PRIORITYEFTEC aims to protect the most importantaspect of your business – your customers.And that’s why we’re proud to endorse theAGRSS Standard.To learn more about EFTEC Aftermarketproducts, visit us at www.eftecna.com orcall 1-866-596-7772.EXTREME CLIMATECONDITIONS READYGlobal quality from aglobal name in adhesives.10 AGRR March/April 2008 www.agrrmag.com