Dixon Safety Opening Minds User Manual
KEEPING IT SAFE
SAFETY
BY PHIL KIMBLE
/
Opening Minds
Selling safety isn’t easy, but the pay-off is priceless
> Ralph had been successfully selling
industrial hose and other related
products for more than 20 years and felt
he had pretty much seen it all. During
the weekly sales meeting, Ralph found
out his new sales manager had signed
up the entire sales crew to attend a hose
and coupling workshop sponsored by
a tting manufacturer. Sales had been
o recently, and Ralph viewed this day
as one of lost opportunity (and lost
commissions). A er the meeting, Ralph
met with his boss and pleaded not to go.
He proclaimed that his way of doing
things had worked well for quite a while
and there wasn’t anything to be gained
by his being at this meeting. But his
boss insisted, and told Ralph that they
might even teach an old dog like him
a few new tricks.
Sitting and waiting for this workshop to start, Ralph despondently
thought about yesterday’s conversation
with a new account. He’d worked really
hard to just get his foot in the door and
had gotten a decent amount of business,
but he knew there was a lot more to be
had. ey’d called wanting him to visit
today, but because of this required
meeting, he told them he couldn’t be
there until tomorrow. It took just about
every trick in his bag before they
reluctantly agreed to postpone the
meeting. Afraid he would lose out on
some or all of this business, Ralph’s
mood darkened by the minute. Needless
Portable Hydrostatic Test Pumps
Safe, cost effective pumps allow you to test hose before putting it into service.
Electric Pump (ETP) Features:
• 1.3 GPM ll rate
• test pressure: 200 to 2000 PSI
• suction strainer keeps dirt out of pump
• high pressure test gauge
• 115v motor
• 2' power cord
Pneumatic Pump (PTP) Features:
• 5.5 GPM ll rate
• test pressure: 0 to 1500 PSI
• stainless interior
• high pressure test gauge
• lter/regulator for clean, dry air to ensure long life of
unit
• 15' hose included
Dixon Specialty Products
225 Talbot Blvd, Chestertown, MD 21620 • ph 888.226.4673 • fx 410.778.1958
dixonvalve.com • customer service: 888.226.4673
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PTP
ETP
®
to say, when the meeting started, he was
Offering a true hygienic design to meet your most demanding process applications
not in a receptive frame of mind.
As the meeting progressed, Ralph’s
attitude went from pessimistic, to
intrigued, to invigorated as he learned
about products he never knew existed.
He was shown things about hose and
couplings in a light he had not thought
of before, and, although he hated to
admit this, he learned a few things he’d
never known. A er the meeting, Ralph
called to thank the sponsor for the
opportunity and ask if the plant
manager and director of safety could
attend the next workshop.
Ralph planned on putting some of
his newfound knowledge to the test. So
the next day, he started the meeting by
focusing on the safety features of these
new products. He explained processes
and procedures he’d learned about at
yesterday’s meeting that could save the
plant signi cant money every year and
create a safer workplace. Intrigued, the
plant manager professed that these new
products and Ralph’s suggestions could
x a lot of problems he’d been having.
He then recounted an incident that had
occurred the previous week where a
worker had been severely hurt. Just then
the purchasing agent interrupted to ask
how much these new products would
cost them. Without missing a beat, the
director of safety retorted that if these
products could x the problems and
keep even one person from getting hurt,
then he didn’t care what they cost!
At the end of the meeting, Ralph was
handed a purchase order the size of
which he’d not seen in quite a while. As
he was leaving, the director of safety
pulled Ralph o to the side. He thanked
him for not being just another salesman
with the “we’ve got it too, and at a better
price” pitch. He then asked Ralph to
come back next week for an in-depth
talk about some of those processes and
procedures. Pointing at the purchase
order in Ralph’s hand, the director of
safety winked and commented, “ at’s
only the beginning.”
Anyone can talk price. Selling safety
is not easy, especially for those set in
their ways. Change is inevitable. Having
the strength to be open to new ideas
and to actively pursue new concepts can
be rewarding.
Having everyone go home
safe and sound at the end of the
workday … priceless.
Check Dixon’s website (dixonvalve.com)
to nd out when the next Dixon Hose
Coupling Workshop is scheduled
for your area.
Dixon Sanitary’s SV-Series Seat Valves
4"
now
available!
Features:
•
designed to shut off or divert fl ow remotely or locally
• sizes: 1" to 4"
• options: manual, actuated, control tops
• many body confi gurations available
Materials:
•
body: 316 stainless
•
actuator or manual operating device: 304 stainless
•
stem seal: Buna, EPDM, FKM
seat seal: Buna, EPDM, FKM, PTFE
Call 800.789.1718 to learn more or
visit dixonvalve.com to download the
2014 Engineered Products Catalog.
Dixon Sanitary
N25 W23040 Paul Road • Pewaukee, WI 53072
ph 800.789.1718 • fx 800.789.4046
Offering a true hygienic design to meet your most demanding process applications
dixonvalve.com • customer service: 800.789.1718
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