The United States industrial base is declining, but the possibility to increase market size and share still exists. This requires a cohesive program that lowers the threshold for a gas mode change. Reductions in capital equipment and piping costs (not gas margins) are essential to enable the end-user to realize a true cost savings. The first step requires the distributor to reevaluate potential customers for a gas mode change. This can be accomplished via marketing software that categorizes companies based on dollar potential and number of employees. The sales rep can then maximize time spent in front of qualified end users. Here's a look at the technology needed to make a successful program.
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