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This photo shows how new InstaGrout sealant is used as an integral part of a pad-mount transformer installation work method. InstaGrout usually rescues transformers already in service, but it's even easier to prevent outages by installing it in new pads before boxes are set in place. The white material shown here on the left is InstaGrout that was poured into a pad opening as part of a demonstration of the PMT-1 package (covers 1 square foot). This pad needed the PMT-3 instead (covers 3 square feet). But that's okay; one of the great features of InstaGrout is its ability to seal to itself, allowing the application to be performed in stages, if need be. If an amount insufficient to cover the full opening was first applied, crews can always finish the job later with a second application. This also allows crews to cut out a section of InstaGrout to put in a new service or perform a repair in the box and then pour new InstaGrout into the hole they create. It will bond with the old InstaGrout for a good-as-new seal. The best way to sell new InstaGrout is to start by asking utilities open-ended questions about their transformer installation and maintenance practices, and what problems they encounter. Answers will range widely depending on locale. Some utilities have gopher problems. For others it may be rats, snakes, fire ants, or something else entirely. It's imperative that you discover their specific problem before pitching the solution. It's hard to sell a cure for gophers to a utility that has none. But they might be interested in ways to reduce corrosion due to water or gas seepage. One of the resources offered in last week's Juice! Newsletter was an InstaGrout Sales Aid. The key is its use of open-end questions--those that can't be answered with a dead-end yes or no. Use this sheet to begin a dialogue. Help them solve the problem unique to their situation. And don't stop with transformers and power utilities. Many other InstaGrout applications exist for our other reps. These include wind farms, lighting bases, traffic control pads, mass transit, railway control systems, and industrial applications. This is one case where it will literally pay to "think outside the box." |
