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Traveling salespeople usually dread the paperwork they face upon return to the office, but Wade LeVander, Polywater's Eastern U.S. Sales Manager, happily filed this encouraging sales report after a trip to the east coast: "I have to credit our new utility market rep for Con Edison in New York City, Kenny Gawason of Surging Technology Sales. Last week we were in NYC and did an FST Foam Duct Sealant demo on a leaking conduit. Before trying FST, Con Ed had used four different seals that immediately failed on this same conduit. The cables were energized; their standard operating procedure is to always work on energized conductors. We did the demo and it rained like h*ll there over the weekend. Con Ed checked with their customer on Monday to see if the room filled with water, but it was bone dry. They have already ordered a small number of kits, which Kenny expects to be 'the first of many.' Kenny is doing a formal presentation on FST, submitting it to the Con Ed Underground Committee, and is asking for class/stock numbers. "We also did the FST demos for PSEG. They have Semco's Semkit® on standards, of which last year they bought 2,162 units! Once they saw the FST demo they asked for an immediate spec change because they were so impressed, and they asked to have Semkits thrown out. After those meetings we met with another engineer and showed him BonDuit. He said, 'This product is golden.' They buy tons of ETCO's 3-inch Double E-Loc Couplings. Kenny knows all the right people to call on. He's an electrical engineer by training (high-water pants, glasses, pocket protector, drives slow, the works), but he always approaches sales through field training, product demos, and problem solving. He is going to do a great job for APC!" --Wade LeVander, Eastern U.S. Sales Manager |
