 |
Consider this formula: HP-35LF - CC-4 > B4. No, this is not a physics lesson, it's a sales lesson. This formula is to your sales efforts what E=MC² is to the Theory of Relativity. Let's call it the "Theory of Relatively Easy Sales." Now for some background. We've heard from multiple contractors over the past few months that 3M Company has discontinued their catalog #CC-4, which is a quart container of cable cleaning solvent their electrical division sells for "cable insulation, metal, electrical, and mechanical parts." While we can't confirm that the package is in fact discontinued (it is still listed on the 3M website), it appears likely that due to low sales or margins it was recently dropped. This is prompting customers to call Polywater for an alternative product. This is where the lesson becomes relevant to you. Since they may also be calling you--or vice versa!--you need to know that we do indeed have an alternative. It is Type HP Cleaner Degreaser catalog #HP-35LF. You can legitimately respond to inquiries that, ""Yes, we've also heard that the CC-4 is discontinued. The appropriate alternative is the HP-35LF." So let's break down the formula for greater clarity: Polywater's Type HP cleaner/degreaser quart (HP-35LF) minus 3M's discontinued quart container (CC-4), apparently removed from the market, creates sales opportunities for you which are greater than before (B4). |
