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May 6, 2019

Are You Asking the Right Questions?

Are you asking the right questions graphic.

When looking for a supplier of fluid applications systems and solutions, it’s easy to get swept up in sales pitches and hype from providers. So, are you asking the right questions?

Here’s a few questions to get you on the right track. After all, the choice of a wrong provider—whether it be for applicator tips, dispensers or even a whole fluid application system—could mean product spoilage, downed assembly lines, work stoppage, missed deadlines or lost revenue.

Is the provider the manufacturer?

When working with a fluid application system provider, it’s important to work with a company that builds their own products. Why? OEMs are closer to the products, understanding the intricacies of the components and knowing both the strengths and limitations. So, these providers can better consult with you and, if a problem arises, troubleshoot more effectively. For example, Designetics has more than 5,000 applicators, accessories, and automation components in its inventory—5,000 products it has developed, tested and refined for clients.

Is the provider consultative?

There are two types of sales processes: consultative sales and product sales. With product sales, a provider is looking to sell-in or “push” the product du jour. With consultative sales, the provider first explores the problem and then offers solutions. At Designetics, sales engineers work with clients to understand their processes and design around those needs.

Will the provider create new products for you?

Sometimes off-the-shelf products just won’t cut it. Can the fluid application system provider make new products to fit your needs? For example, Designetics creates a wide range of prototypes for clients, tweaking designs until they are a perfect match for the client’s automated or manual processes.

Simple questions…but the answers can spell the difference between your success and failure.