Presentation on theme: "1 GUIDELINES TO DEVELOP A CASE STUDY. 2 CASE STUDIES OBJECTIVE This stage is one of the most important ones inside the process of negotiation and penetration."— Presentation transcript:
1 GUIDELINES TO DEVELOP A CASE STUDY
2 CASE STUDIES OBJECTIVE This stage is one of the most important ones inside the process of negotiation and penetration in one Mine or Mining Group. It is also the most effective way of differentiating ourselves from the competitors by means of our NCH Lubrication – Partners based on Trust. A case study documents real savings and it measures the energy consumption, the temperature of operation, the line pressure, the system wear-out in the selected equipment before and after a system purge takes place, as well as the correct monitoring when adding high performance lubricants. These case studies should totally involve the 4 key points of Top Down Selling: 1. Reduction of dead times 2. Reduction of part replacement 3. Reduction of lubricant consumption 4. Increase in productivity and productiveness of equipment However; to be successful at this step, the following guidelines on getting information must be followed word for word: reading of indicators, correct application and follow-up of tests at the right time; otherwise, the case studies will not have any impact.
3 Case Study Step 1 – Getting Information Selection of equipment or machinery for the Case Study After a successful presentation addressed to the corporate sector with the CEO or superintendent or area chiefs, you must certainly have several case studies: 1. Define together with the decision maker (CEO or superintendent) which will be the most important and outstanding case studies that you must carry out. Preferably, to perform better monitoring, just commit yourself to no more than 3 case studies at the same time in the same mine. 2. Clearly identify on field the equipment, pieces or machinery where you will apply the case study and obtain the correct and complete information (follow all recommendations given in annex 1) 3. After you have this information, you can make a professional quotation for your first case studies (see annex 2)
4 CASE STUDY Getting Upfront Information Objective: 1.Get 100% of the information stated in the chart. 2. Note down the names of everybody involved in the process. 3. Always carry your temperature gun and digital ammeter to verify the information. Do not falsify data as they would alter the case. 4.Verify the re-lubrication times and the exact quantities as well as the current products full name 5. The costs are indispensable for a good case study ANNEX 1 – The real form is annexed in Excel and it is ready to be printed. You should complete it 100%
5 Case Study Step 2 – Quote or Purchase Order Quotation and/or Getting a Purchase Order to run Case Study As you already have the upfront information, that will help us quote in a professional way and get the purchase order, our benefits should be highlighted. 1. The first section of the quotation must include the clients data, when the information was obtained and the background, that is: equipment or component, what do they currently use?, What problems were identified?, the amount of initial load, re-lubrication times, amount of product in re-lubrication. 2. The second section of the quotation must include the re-lubrication amounts and times concerning our lubricant (s). In case we use Bearing Purge or System Purge or Diesel Shield, specify the exact amount needed for pre-treatments. 3. The third section must include attachments with the qualities of each product to be used in the Case Study. 4. The quotation should highlight that NCH will be responsible for all expenses incurred in running the case study and that they will only be in charge of the product. Specify in complete containers in accordance with our packs and the total value of the Case Study. 5. Always attach the pre-authorized MSDS of each product.
6 Case Study Step 2 – Quote or Purchase Order ANNEX 2 – The real form is annexed in Power Point and it is ready to be filled in and to be sent by mail.
7 Case Study Step 3 – Implementation On-Field Implementation of Case Study As you already have your purchase orders, you must be ready to perform the Case Study in the Mine. You should have the following material and information ready : 1. Request products in the agreed amounts from NCH warehouse. 2. Make an appointment in order to fix the date when you will visit them to run the Case Study (do not leave weeks or you will lose impact) 3. If possible and if it is not a big quantity, you can bring the products to the mine because the faster, the better. 4. Remember to bring several printed sheets of the form called Data for Case Study. One for each equipment (annex 3) 5. Bring your temperature gun, digital ammeter, the agreed products, printed safety sheets, your safety equipment as needed for the application, clean grease guns ( 1 for grease and for bearing p.)
8 Case Study Step 3 – Implementation On-field Implementation of Case Study 6. Do not forget any material aforementioned, remember that we are advisors and as such, we need to have everything sorted out and ready in advance. One failure will make us look like another salesperson in the eyes of the client. 7. Apply the product and always remember to take notes before, during and after the application process (follow the recommendations on how to use each product) 8. The forms will contain all the information that you need to gather, do not include other data, do not give information on separate sheets. Never take notes without your forms. 9. These forms must be signed by the personnel in charge of the test on behalf of the mine. This will give more credibility to the information. 10. You will find one form for each type of application (grease, oils or sprays)
9 Case Study Step 3 – Filling in the Form Main Data The Form has several items that you must fill in for each equipment that you will deal with in the Case Study Always remember to request signatures from the person in charge of the test in the mine, and your signature in order to formalize the authenticity of the data. Signature of Advisor _________________________ Signature of Person in Charge _________________
10 Case Study Step 3 – Filling in the Form Main Data The form is designed for any type of lubricant. The form has spaces to take notes before, during cleanliness and while applying our lubricant. Whether the test is run in one or several bearings, there is enough space for each one. Area to take the amperage ANNEX 3 – The real form is annexed in Excel and it is ready to be printed.
11 Case Study Step 3 – Filling in the Form How to fill in the information form 1.It is really simple, just follow the requested information. 2.You must have the exact data of each equipment, as well as their re-lubrication times and quantities. 3.BEFORE CLEANING THE SYSTEM WITH System Purge or Bearing Purge (if applicable) – Register the temperature of the environment, time of day, number of hours that the equipment operated during the day. 4.Take a sample (hot) of the oil that the client is currently using so that the client can see the status of its lubricant. 5. While the equipment operates under normal conditions, register: Temperature of Engine Temperature of Bearings Temperature of Oil Filter Temperature of Oil in the Reservoir Pressure of Hydraulic Lines before and after in the filters. Amperage (Amp) in all the lines NOTE: Bring a marker to take again the temperature always at the same point
12 Case Study Step 3 – Filling in the Form How to fill in the information form 1.It is really simple, just follow the requested information. 2.You must have the exact data of each equipment, as well as their re-lubrication times and quantities. 3.BEFORE CLEANING THE SYSTEM WITH System Purge or Bearing Purge (if applicable) – Register the temperature of the environment, time of day, number of hours that the equipment operated during the day. 4.Take a sample (hot) of the oil that the client is currently using so that the client can see the status of its lubricant. 5. While the equipment operates under normal conditions, register: Temperature of Engine Temperature of Bearings Temperature of Oil Filter Temperature of Oil in the Reservoir Pressure of Hydraulic Lines before and after in the filters. Amperage (Amp) in all the lines NOTE: Bring a marker to take again the temperature always at the same point
13 Case Study Step 3 – Filling in the Form 6. In case of using Bearing, you should consider loading the system completely and leave it operate for 90 minutes; then, apply the same quantity of Bearing P. again and leave it for 90 more minutes. Remember to take notes of temperatures, and note down the time when you took them. Then, apply Premalube Xtreme 7. In case of using System Purge, remember to verify your dilution and re-circulation time chart. When draining the system, take a sample of the product and compare it with the oil before cleanliness. Show it to your client. 8. When draining used oil, change filters, retainers, and add NCH Oil / Grease 9. Take notes now with the new lubricant in operation and make sure that the workload in the equipment is the same as in previous measurements / readings. 10. Take notes for one week or for the time set forth later, in operation and making sure that the workload in the equipment is the same as in previous measurements / readings. 11. DO NOT FORGET to take pictures of the equipment during the whole process in order to be able to document the Case Study. Provide the Client with a detailed Report of the Case Study
14 Case Study Step 4 – Case Study Report Annex 4 – Form in PP ready to substitute information
15 Case Study Step 4 – Case Study Report OBJECTIVE The objective of the Case Study Report is to register on paper all the benefits achieved in the tests. It is important to organize everything you documented coherently and in the pre-established form. Quantify the savings in all senses: labor, replacement of parts, consumption of lubricant and productivity of machinery. Only then, we will comply with the 4 premises of Partners based on Trust. Remember to take photos of the equipment before and after, so that they can see the benefits. Never lose the data forms and the initial form. The CEO or superintendent may request a verification of the data. If it has the signature of the person in charge, it will be definitely credible.
16 Case Study Step 4 – How to fill in the Report 1.Specify the product or products you used to perform your case study. 2.General Information of the Client, city where the plant is located, country and name of Technical Advisor. 3.Data of the Lubricant that was used before, price per kg. or Lt., data of our product, how often they had dead times, labor costs, re- lubrication times, etc. 4.Photographs of machinery 5.Informative Chart, all problems they had with the former lubricant must be recorded here, as well as the costs it generated, how often there were shutdowns. What is the solution and what benefits the new product brings. And what were the quantitative and qualitative results.
17 Case Study Step 5 – REQUEST What to do when presenting the Case Study Report 1.Prepare your final report and estimate the necessary volumes for equipment operation for the next 3 months. 2.Prepare your quotation for that request. 3.Decide on a date to meet the Mine Superintendent or CEO and the people involved in the purchase process 4.From now on you are not an advisor anymore and you become a Sales Specialist FIRST BIG MINING ORDER 5.Close aggressively and start billing your FIRST BIG MINING ORDER