for internal use only! impact & tilt sales training

FOR INTERNAL USE ONLY!


Impact & Tilt Sales Training


Agenda

• About ShockWatch

• Damage Risk in the Supply Chain

• Managing Damage in the Supply Chain

• The ShockWatch Program

• Impact Basics

• Impact Indicators■ On-Packaging Indicators

• Label

• ShockWatch 2

• MAG 2000

■ On-Product Indicators

• Clip

• Tilt Indicators (TiltWatch)

• Impact & Environmental Recorders

• Selling ShockWatch Solutions


About ShockWatch, Inc.─ Founded: 1974

─ Headquarters: Dallas, Texas

─ Distribution: Global

─ Solutions: Indicators & recorders covering major environmental conditions: impact, tilt, temperature, vibration & pressure

─ Customers: 2/3 of the Fortune 100 & 1/2 of the Fortune 1000

─ Markets:

White Goods Furniture Industrial Defense/Aerospace Pharmaceutical Food Energy Communication Systems Electronics Medical Equipment

FOR INTERNAL USE ONLY!FOR INTERNAL USE ONLY!

Damage Risk in the Supply Chain


The longer the supply chain, the greater the risk of damage.

Distribution Center

Retailer


The average number of times a product is handled

before it reaches its destination



Mechanical damage to goods accounts for approximately 43% of insurance claims made by shippers. Environmental damage (including damage from

water and humidity) accounts for another 15% of claims.

-International Logistics:The Management of International Trade Operations



In recent years, the annual cost of goods damaged in transit

has been more than $4 billion.

- International Logistics: The Management of International Trade Operations


During transportation, incorrect handling, securement, and/or packaging of goods cause 60% of losses.

- Zurich Cargo Risk Academy: Thinking Outside the Box



• Damage incurred during the transportation cycle is a significant burden

• Products that arrive damaged result in additional costs related to:

■ Product replacement ■ Freight charges ■ Repair ■ Administrative costs ■ Time delays ■ Damage to a company’s

reputation



Managing Damage in the Supply Chain


Managing Damage in the Supply Chain

What options does a customer have to reduce product damage?

• Investigate claims to recover costs■ Doesn’t address the problem long-term

•

• Change carriers■ Might improve the situation temporarily, but sometimes this change is not possible. The

shipping environment remains the same; attitudes of shipping personnel remain the same; claims problems remain the same.

•

• Redesign the package ■ An expensive option. The package is probably adequate if it is handled properly. A more

expensive package might only diminish the damage problem by a minimal amount. The package can still be impacted far beyond what is desirable or expected.

•

• Redesign the product■ Not a realistic option!

•

• CHANGE THE HANDLING ENVIRONMENT■ WHERE SHOCKWATCH COMES INTO PLAY!


• ShockWatch offers a variety of devices which can help:

■ Reduce overall product damage

■ Provide indisputable evidence of mishandling

■ Protect fragile, sensitive, or calibrated goods in transit

■ Act as a visual deterrent to improper handling

■ Identify trouble spots in production process and transportation

■ Promote chain of accountability for all product handling

■ Reduce warranty claims resulting from mishandling

■ Confirm effectiveness of packaging

How can ShockWatch help?


ShockLog

Multi-use recorderComplete event analysis

and journey profilingG-View

Threshold alarms for3 axesP

erf

orm

an

ce

Full Analysis Data Recorders

Indicators

ShockWatch Product Portfolio

ShockWatch Label, SW2. MAG, Clips,

Tilt

Single-use Low cost

Go – No/Go

Price

Simple Data Recorders

Increasing Value to Customer

ShockWatch Product Line• Solutions range from simple

indicators through full data recorders

• Customers are able to scale their monitoring needs over time – start with a recorder and scale to an indicator when supply chain becomes stable.


The ShockWatch Program


• The ShockWatch Program is more than just an indicator or recorder

• A key element in the success of ShockWatch products is the companion tools

• Provides psychological reinforcement of proper handling procedures and changes the behavior of material handlers

• Provides a highly visible deterrent to mishandling throughout the supply chain and encourages package handlers to be more conscious of their behavior and surroundings




• When used in conjunction with companion labels, alert stickers, caution tape, posters, and

communication tools, ShockWatch indicators become a highly effective damage reduction

and prevention program

• To aid in this communication effort, ShockWatch provides customized letters for your

carriers and customers. These letters describe the ShockWatch program and detail the

steps to follow in the event a shipment is received with an activated label.

Posters are available for the sending and

receiving docks. These posters are another

reminder of the ShockWatch program details.

Alert tape and ShockWatch companion labels

are additional tools that increase the visibility

of the handling requirements of your

package.

http://portal.shockwatch.com/document/carrier-letter/

http://portal.shockwatch.com/document/customer-letter/


Why implement a program?

• Create an atmosphere of accountability that increases customer satisfaction

• Inform & educate ■ employees on how to properly mount the product■ carriers on accountability and liability to damages while in their

possession

• Receive results through receipt records from distributors & customers

• Mitigate risk by providing data that helps managers make decisions

• Decrease costs through effective packaging & handling of productsMost successful with collaboration from the carriers &

shipping, warehousing, and packaging departments.


IncludedInstructions

Identify a champion Train

Apply Impact Indicator

Companion Tools

Typical Implementation Process

• Instructions for placement included for each order

• Identify a champion to drive development, documentation, training, implementation, enforcement, & tracking

• Acquire companion tools

• Train necessary employees

• Apply impact indicators to outbound shipments

• Educate shippers and handlers

Communicate with carriers &

customers


Who benefits from a monitoring program?

• Manufacturers – know where trouble spots are in the supply chain and can take steps to help address the issues

• Carriers – have evidence that products were handled with appropriate care during the transportation process

• Retailers – increase the amount of saleable product and reduce the amount of time and energy expended to deal with damaged product that must be repaired, replaced, or scrapped

• Customers – get the goods they want without the aggravation of product showing up with damage


Impact Basics


Impact Basics

• ShockWatch Impact Indicator Basics

• ShockWatch Activation Angles

• Videos

http://portal.shockwatch.com/video-library/


ShockWatch Impact Indicators


What are ShockWatch impact indicators?

Indicators that detect mishandling of fragile, sensitive, or calibrated products during transportation and storage

On-product indicators

On-packaging indicators


On-Packaging Indicators


ShockWatch Label


• Highly visible impact indicator

• Mounts to the exterior packaging of a shipment

• Activates/turns bright red when an impact level exceeds a predetermined limit

• Tamperproof design prevents handlers from concealing activation

ShockWatch Label – What is it?


• Not an indicator of damage, but an indicator of mishandling

• Visually alerts everyone involved in handling the package that additional care is required

■ If a shipment arrives at its destination with an activated ShockWatch Label, the receiver should immediately note any visible damage to the shipment, open the package, and inspect for any damage

ShockWatch Label – What is it?


ShockWatch Label – How does it work?

• Contains an inner and outer glass tube

• Red liquid is suspended in the inner tube

• When the device is subjected to an impact exceeding a specified level, the liquid is released into the outer tube

• Five different sensitivities have been developed to cover most applications


ShockWatch Label – Product Selection

• Shipment volume and weight needed to select a Label sensitivity

• Guide should always be used as a starting point only

• Best-suited sensitivity will also take into account product fragility and packaging

• Drop Test Procedure


ShockWatch Label – Co-branding

• Labels can be co-branded with a customer’s logo

• Carries additional charges and minimum order quantities■ $500 setup charge■ $400 setup charge for additional sensitivities■ Co-branded Label MOQ: 3200 units/sensitivity

• The ShockWatch name and logo cannot be removed from the label; colors must also remain the same

• All co-branding must be approved through the ShockWatch Marketing department

• Co-branding guidelines available upon request


ShockWatch Label Applications

• Medical equipment■ MRI equipment■ X-ray equipment

• Automotive parts / Glass

• Transformers (small)

• Consumer electronics■ Large-screen TVs/ displays■ Computers (pallets)

• Office equipment■ Large copiers■ Server racks

• Communications equipment■ Satellite■ Network equipment

• Surveying equipment


ShockWatch 2


• Patented devices that turn bright red when an impact over the predetermined threshold occurs

• Mounted to the external packaging of a shipment

• Mechanically-activated, tamper-proof and field-armable

ShockWatch 2 – What is it?


ShockWatch 2 – How does it work?

• Indicators composed of a spring-mass system

• A red mass is initially located in the center of the device and is held in place by a spring

• When impact over the pre-determined level detected, the spring releases the mass, and the mass will be displaced in the upper or lower indication window

• Mass displacement indicates threshold was exceeded and impact direction

• Mass unable to return to original central position once activated (tamperproof)


ShockWatch 2 – Field-Armable

• Field-armability reduces costs

• Reduced packaging decreases shipment size and cost■ Possible to ship a single unit

• Activation of ShockWatch 2 during shipment of indicators is eliminated

• Smaller size reduces size of storage space needed


ShockWatch 2 – Differences from SW Label ShockWatch Label ShockWatch 2

Armability Always liveField-armable

(Reduces activations during shipment)

ResponseOne direction will not respond to impacts

Most sensitive angle is 45o

Two directions will not respond to impacts

Most sensitive angle is 90o

Sensitivity 25-100G 5-75G

Indication Window Size

Approximately ¼ x 1/8” Approximately ½ x ¼”

Co-branding Available

Yes (directly on label) Yes (framing label)

SecurityTamperproof

Serialization availableTamperproof

Serialized


ShockWatch 2 - Response

• ShockWatch label has one direction that will not respond to impacts; most sensitive angle is 45o

• ShockWatch 2 has two directions that will not respond to impacts; most sensitive angle is 90o

No response to impact in this direction



Most sensitive angle


ShockWatch 2

ShockWatch 2 - Indication Window

• ShockWatch 2 has a larger indication window which improves visibility

ShockWatch Label


ShockWatch 2 - Framing Label

• A framing label is shipped with each ShockWatch 2 to increase the visibility of the device on a shipment (at no extra charge)

• Framing label allows for cobranding of the ShockWatch 2

ShockWatch Label ShockWatch 2


ShockWatch 2 - Serialization

• Traceability enhanced by serialization• Serialization is standard


ShockWatch 2 – Product Selection


ShockWatch 2 Co-branding (Framing Label)

Price per Unit # units 1 color 2 colors 3 colors

5000 $0.24 $0.30 $0.35

10,000 $0.15 $0.18 $0.21

25,000 $0.10 $0.11 $0.12

50,000 $0.08 $0.09 $0.09

100,000 $0.07 $0.08 $0.08

Art Set-up: $55.00 Plates: $55.00 per colorCopy Change: $30.00 each


Applications• Medical equipment

■ MRI equipment■ X-Ray

• Furniture ■ Home theater seats■ Grills■ Fireplaces■ Cabinets / Armoires■ Mirrors

• Appliances■ Washers■ Dryers■ Refrigerators

• Automotive parts / Glass• Aerospace parts• Consumer electronics

■ Large-screen TVs/ displays■ Computers (pallets)

• Office equipment■ Large copiers■ Server racks


ShockWatch MAG 2000


• Cost-effective, resettable and reusable device designed to monitor the handling of fragile goods and freight containers greater than 500 lbs

• Also widely used on rail cars and trucking fleets to monitor for excessive impacts during humping or latching

ShockWatch MAG 2000 – What is it?


• Utilizes two magnets: the bottom magnet is rigidly held in place and an upper magnet is held in place by the mutual magnetic field attraction

• When acceleration due to impact or vibration creates a force greater than the magnetic force, the upper magnet is forced off its “home” position

• Also indicates the angle of impact by the position of the indicator magnet

• A specially-designed key is used to unlock and reset the MAG 2000

• G activation level is factory-set; available from 0.5G to 20G

ShockWatch MAG 2000 – How does it work?


ShockWatch MAG 2000 – Product Selection

• When placing an order, two pieces of information are needed:

1. The sensitivity level

2. The mounting orientation of the unit: HH, VV, or VH



• Sensitivity Level: For non-railcar/non-truck applications, you need to know the weight of the shipment and its fragility (Low, Average, or High)


MAG 2000 – Product Selection

• Low Fragility Zone ■ Both visible and hidden damage is possible and a single extreme impact

will cause damage to product■ Pertains to products transported via a variety of modes

• Average Fragility Zone ■ A moderate degree of stability and survivability built into the product,

and where a standard mode of transportation is used

• High Fragility Zone ■ Hidden damage is the key concern■ Typically these products will be constructed of low-tolerance

components, such as data storage drives, optical lenses, or any other products that require precise alignment

■ Pertains to most products that require specialized modes of transportation, such as air-ride vans or extended travel in hydro-cushion railcars



• Mounting Orientation: The MAG 2000 is available in three different response orientations

Mounting Orientation Response

HH Standard configurationResponds only to horizontal impacts

Must be mounted to a horizontal surfaceVV Responds only to horizontal impacts

Must be mounted to a vertical surface

VH Detects horizontal impacts in only one axisMust be mounted to a vertical surface


ShockWatch MAG 2000 – Product Selection Tips

• Be aware that the MAG 2000 can be mounted to the freight vehicle itself in addition to the shipment

■ Find out the mode of transportation the shipment will encounter• If a shipment is going by truck and air only, a primary concern

will be vertical impacts that are created when the truck goes over potholes or speed bumps too fast or if a plane lands hard

• If a shipment is going rail at some point, there should be concern for horizontal impacts that occur during railcar couplings

• MAG Guides are available for vertically-mounted units with less than 2G to prevent the magnet from being affected by gravity’s standard downward pull. The horizontal guides are built into the unit and extend across the MAG.


• Networking racks• Oilfield tools• Transformers• Surveying equipment• Rail cars• Crates• Sea Containers

Applications


On-Product Indicators


ShockWatch Clip


• Impact detection device that activates when the impact level exceeds threshold

• Especially ideal when a customer needs to know if product mishandling may have resulted in misalignment, loss of product calibration, or warranty-related repair issues

• Clip functions similarly to the ShockWatch Label; however, its form enables the adhesion of the indicator directly to a product

• Variety of indicators available for different applications

ShockWatch Clip – What is it?


• Single Clip - Provides nearly 360° of detection

• Double Clip - Designed for highly-sensitive products. Provides a full 360° of detection

The above configurations are available in standard, miniature (ShockWatch Mini-Clip), and flexible (ShockWatch Flex) forms

Note: Unlisted high G sensitivities are available upon request

ShockWatch Clip - Variations

ShockWatch Clip (Single)

ShockWatch Clip (Double)

Mini-Clip (Single) Mini-Clip (Double)

Flex (Single) Flex (Double)


• The ShockWatch tube itself can be ordered without its casing for embedding within a product’s design

• Multi-G Clip houses three Clip sensitivities (25G, 50G, 75G) in a single unit and can be used to conduct drop testing in a controlled environment to determine packaging or ShockWatch Label sensitivity needs

ShockWatch Clip - Variations

ShockWatch Tube

Multi-G


Damage During Manufacturing

• The effects of product loss/damage include:■ Incremental costs associated with

troubleshooting and rework. Rework costs are not in the budget and increase the overall cost of manufacturing.

■ Missed production targets■ Increased labor costs, component costs,

and requalification costs

• Daily yield losses of 5-20% are not uncommon

• Using the Clip can promote handling care and reduce damage during manufacturing processes

ShockWatch Clip - Applications



Hidden Damage

• Many products are received and inventoried for use for distribution at a later date

• Hidden damage can lead to shortages or even to distribution and usage of damaged or faulty products

• ShockWatch Clip products are more than damage prevention devices; they are also used for detecting possible hidden damage

• A quick check of the ShockWatch Clip can reveal the product was subjected to a potentially damaging impact and that further inspection is warranted

• For example, ShockWatch Clips are affixed to avionics instrumentation such as gyroscopes

• The instrument would not be used, or would be checked thoroughly if it were delivered with an activated Clip



De-calibration of Component Parts and Measurement Tools

• Products, such as gyroscopes, weaponry, or medical equipment can have devastating effects on the user if not calibrated properly, or knocked out of calibration during shipment

• Companies looking to reduce the chance of product misalignment due to shock can use the ShockWatch Clip as a means to monitor for bad handling


ShockWatch Clip - ApplicationsWarranty Abuse

• Most companies offer a warranty period when they are obligated to

repair damaged products at no cost to the user. Excessive service calls

result in additional costs.

• Using the ShockWatch Clip (or tube) on or within products (especially

portable products) can result in:■ Improved customer handling

■ Reduced service calls

■ More uptime for the product involved

■ Greater confidence in the product

(We have had excellent success in a number of industries through the use of our ShockWatch Clip program. One of our customers who services gyroscopes put some teeth into the warranty policy by stating: “Any unit from which the ShockWatch Clip has been removed, will have its warranty automatically voided. Any unit returned for warranty repair with a red ShockWatch and internal damage, will be repaired at the customer’s expense.”)


ShockWatch Tilt Indicators


ShockWatch TiltWatch – What is it?

• Indicating device that detects unacceptable tilting of goods that must remain upright

• Product cannot be tipped without indisputable evidence of mishandling


• Simple one-step application: Removing the adhesive backing automatically arms the device

• TiltWatch XTR – If tilted past 80°, the disk inside the device shifts and reveals the red background in the indicator window; remains unaffected by movement due to normal handling conditions or aircraft takeoff

• TiltWatch Plus - Provides 360° monitoring; The displacement of the bronze/glass spheres indicates the direction and degree of the tilt (in 10° increments from the 30° axis) or if complete overturn has occurred

ShockWatch TiltWatch – How does it work?


ShockWatch TiltWatch – Product Selection TiltWatch XTR TiltWatch Plus

Sensor Type Non-magnetic disk Non-magnetic balls

Arming MethodRemoval of adhesive

backingRemoval of adhesive

backing

Serialized Yes YesIndicates Degree of

Tilt No Yes

Indicates Inversion of Shipment No Yes

Activation Angle 80o +5o from vertical

10o increments from 30o axis (+5o)

First activation at 30o from vertical


• Large computer systems• Refrigeration equipment • Top-heavy electromechanical systems• Medical equipment • Telecommunications equipment• Large glass-related items • Copying machines

TiltWatch - Applications


ShockWatch Impact & Environmental Recorders



• Continually monitor shock, vibration and environmental conditions experienced by structures, facilities and equipment during transit, storage and operation

• Effective method for tracking damaging events during shipment

• Simple to set up and operate

• Reusable, flexible & programmable for multiple applications

• Rugged design ensures years of operation

• Data output formatted for easy interpretation

• Windows-based software records all environmental conditions occurring during transit in its “time slot” record & details shock events in its “event record”



g-View ShockLog 208 / 248 ShockLog 298

Record the dates and times at which the user-defined impact threshold limit is exceeded for up to 100

events per axis.

Monitor impact and internal temperature. With the

ShockLog 248, record the detailed impact curve of up to 15 events. The ShockLog 208 records time-slots only.

Monitor impact, vibration and internal temperature. Record the detailed impact curve of up to 870 events. Optional

accessories or built-in features allow you to extend

the measurement power.

Simple Data Recorder Full Analysis Data Recorders

Increasing reporting and analysis capabilities


ShockWatch g-View

• A low-cost option ideal for monitoring and recording impacts during transportation and storage

• Sensors to record date, time, internal temperature, axis exceeded, and axis amplitude

• Capacity to record data for 100 over user-defined threshold events per axis

• Self-contained unit, free of cables and wires • LED lights for visual notification of threshold breaches • Up to 6-month battery life


• Interface with your device through a simple Windows-based software program

• Clear instructions allow users to create journey setup files, program iButtons, and view recorded data in a secure tabulated format

ShockWatch g-View


ShockLog 208 & ShockLog 248

• Available in 10G, 30G, and 100G impact scale ranges• Monitor impact and internal temperature• Peak value (time slot) and summary period journey profile

data • The ShockLog 248 will record the detailed impact curve of up

to 15 events (the first and 14 most severe)• The ShockLog 208 records time slots only• LED lights for visual notification of threshold breaches • External temperature and humidity factory fit available• Up to 12-month battery life• IP67-rated, RF-screened• USB & iButton interface


ShockLog 298

• Monitor impact ,vibration, and internal temperature• Peak value (time slot) and summary period journey profile

data • Record the detailed impact curve of up to 870 events• User-programmable impact scale range• LED indicators for visual notification of user-definable alarms

and warnings• Several optional accessories or built-in features • Up to 18-month battery life• IP67-rated, RF-screened• USB & iButton interface


ShockLog 298

• Additional options:■ Built-in external

temperature and humidity sensor

■ Temperature, humidity, and pressure sensor

■ Built-in tilt and roll sensor■ Zig Bee RF

communication module■ Built-in GPS

communication module


• Windows-based software makes reporting data simple

• Configure and extract data from the ShockLog devices

• Present data in standard or user-configurable reports that allow users to view complete journey history

• Export raw data into other applications (e.g. Excel)

• Database format encompasses a query builder to tool ensure all data is stored and retrieved easily

ShockLog Data Analysis Software


ShockLog Calibration

• Calibration recommended once per year• Included with calibration: firmware upgrades, battery

change• Certificate of Calibration: documents calibration and

notes recorded values before and after• Users cannot calibrate ShockLog recorders themselves,

but can validate them• Certificate of Compliance: Confirms product meets

specifications (ShockLog 208)


Impact & Environmental Recorders - Applications

• Automotive parts■ Motors■ Pumps■ Windshields■ Engines■ Transmissions

• Transportation■ Rail cars■ Barges■ Cranes■ Trucking fleets

• Energy ■ Oil and gas drilling■ Power transformers■ Nuclear materials■ Solar panels■ Wind turbines

• Defense and Aviation■ Lasers■ Missiles■ Munitions■ Gyroscopes■ Aircraft engines■ Rocket boosters■ Satellites

• Medical and research■ Lab equipment■ Particle accelerator

systems■ MRI machines■ Dental chairs■ X-ray equipment


Selling ShockWatch Solutions


Selling ShockWatch Solutions

• Effort is required to cover a major account and build a program that includes the ShockWatch products in the customer’s system

• Important to understand that the sale of ShockWatch products is a multiple sales call process with various sales cycles

• Selling to major accounts demands a keen understanding of the following:

■ Best way to approach a new account ■ Structure of the organization ■ Individual responsibilities ■ Techniques for building relationships ■ Power structure of the account ■ Decision-making process of the account


Structure of a Major Organization

• Almost all major companies have a definite organization structure with direct reporting lines

• Responsibility and authority to make decisions are dictated by the size of the organization and the ability of the team


Structure of a Major Organization

• When a major issue surfaces, a cross-functional team will discuss plans required to solve the problem

• Decisions to implement a new program will be analyzed by the team. The concerns of each team member will include:

■ Will it make my department’s job easier? ■ Will it cause my department additional problems? ■ Will it increase or decrease my ability to be successful? ■ Will it impact my department’s budget? ■ What’s in it for me?

• The key to making progress in a major account is to find the people who can make a change

• Finding the person (or group) who is willing to do things differently is critical

• Get to know lots of people in lots of departments and ask lots of questions


• Often it will fall to the sales team to create a vision for the successful implementation of ShockWatch products

• Account intelligence must be gathered in order to develop a sales strategy. Some key pieces of information include:

■ What is happening to their product in the supply chain - types of damage, damage costs, etc.

■ Chain of command■ Names and responsibilities of key players■ Account power base - people who have the

power to make changes and implement the ShockWatch program

■ Departments that will be involved in the decision making process

Building Relationships


Account Targets

• Central to building relationships in an account involves contacting each department, understanding their issues, and communicating specific benefits to them

• Each new relationship developed moves the sale one step closer to completion. Account intelligence is key. If a key department’s involvement is not identified and relationships not built, the sales cycle can lengthen.

• While each account is different, it is important to have a general idea of the key issues and responsibilities held by the various positions on the organizational chart

• Depending on the size of the account, the involvement of the various positions will vary


Account Targets

• The most efficient sales process is to sell from the top of an organization

• A directive that comes from the top down to the lower levels of the organization significantly reduces the sales cycle of the program

• Finding the department feeling the most pain as a result of damaged shipments is a great starting point for the sales process


Account Targets• President

■ Interest in any program that will increase bottom line profits through increased sales and/ or a reduction in operating expenses

■ Will be well protected from sales people. Gaining an audience will be difficult without a compelling message

• Vice President ■ Will respond to a program that will save the company money■ Bottom line oriented and will require a well-presented cost justification program

in order to build confidence■ Carry profit / loss responsibilities and are often key people to reach in the sales

cycle■ Found in a variety of departments

• General Managers ■ Bottom line oriented and will require solid cost justification■ Key link to upper management■ Able to make decisions quickly or can help link you to key contacts within the

account


Account Targets

• Operations ■ Responsible for maintaining the efficiency and controlling costs

of the organization ■ VERY busy and difficult to reach■ Bottom line-oriented and has the authority to act quickly on

programs that will save the company money


• Manufacturing ■ Responsible for producing product ■ VERY cost conscious and VERY

reluctant to add cost to the manufacturing process

■ Under constant pressure to drive costs out of the manufacturing process. Will be reluctant to do anything that they consider non-value added. In many instances, they must be forced by other departments to do something different in the manufacturing process

■ Receptive to programs that will increase yield / throughput / velocity

■ Receptive to programs that will increase the quality of incoming parts

Account Targets


Account Targets

• Quality ■ Responsible for assuring product going through production is

properly manufactured■ Responsible for assuring that product leaving manufacturing is

acceptable to the company’s customer base■ Concerned with what happens to product in the field■ Work closely with field service and collect information regarding

field failures, etc. ■ Will work with manufacturing / engineering on specific action

plans to address key issues


Account Targets

• Engineering Design, Quality Engineering ■ Responsible for new products■ Can be solid sales contact if convinced to specify the

ShockWatch product into their design

• Reliability / Manufacturing / Sustaining Engineering■ Concerned with implementing the design engineering efforts into

the manufacturing process■ Will be aware of problems associated with the manufacturing

process


Account Targets

• Packaging Engineering■ Only found in large companies ■ Initial reaction to ShockWatch

products may be negative if they see it as a threat to their capabilities.

■ Should be sold on cost benefits of reduced packaging / just enough packaging

• Logistics / Traffic■ Responsible for the process of getting

product to its final destination■ Can be a solid sales contact if

convinced to specify the ShockWatch product into the logistics process


Account Targets

Account Target /Product Manufacturing Quality

Design Engineering

Packaging Engineering

Logistics / Traffic

ShockWatch Label X X X X

ShockWatch 2 X X X X

MAG 2000 X X X

ShockWatch Clip X X X

TiltWatch X X X

Impact & Environmental Recorders X X X

Use the table below as a guide to help determine which targets are most likely to be receptive to each of the appropriate ShockWatch products.


Presentation Strategy

• Present and demonstrate the program to all involved in the buying process simultaneously. The advantages are clear:

■ Adopting this program is seldom going to be a unilateral decision

■ It is easier to sell top down than bottom up

■ Management must see the overall benefits of the program as opposed to viewing ShockWatch as just a monitoring tool


Cost Justification Analysis

• As with any program, customers must see a financial justification for the ShockWatch program before committing to implementation

• ROI models■ Tables on the following slides are based on real-world scenarios■ A work line is provided so that you can use a customer’s actual

values■ Not captured in costs (that may be reduced with monitoring

program):• Administration fees• Freight (if product cannot be repaired in the field)• Unhappy customers (customer service manpower)


• Other tools to use when presenting program aspects to management:

■ Product Demonstrations■ Test Programs■ Printed Collateral (Sales

Sheets, Data Sheets, Case Studies)

■ PowerPoint Presentations■ Customer References

How to Sell the ShockWatch Program


Q&A

for internal use only! impact & tilt sales training

Documents

internal use

risk of damage

product damage

supply chain slide

shockwatch damage risk

environmental damage

supply chain mechanical

damage problem