United Visual About Us
Contact Us
Support
Whats Hot
Site Map
    
  

ITW Ramset looks to electronic media
for competitive advantage

In Focus LCD projectorsMaking a great product is not enough anymore. Somehow, you have to get the word out that what you make is different or better or more cost effective than your increasingly tough competition. How do you do it?

The answer at ITW Ramset/Red Head, makers of concrete fastening systems for the construction industry, is more and more a reliance on electronic media for product information and LCD projectors for group presentations and training. The firm recently went to a CD-ROM and a series of PowerPoint-based training programs to help customers understand and choose its offerings.

    Other stories
like this:

 
 
 •   
 •   
 •   
 •   
 •   
 •  
 •   
 •  
 •   
 •  
 •
 
 

The CD, according to Kim Menke, assistant to the firm’s national sales manager, provides very complete information on the Ramset and Red Head product lines plus software tools that help architects and engineers calculate the types and quantity of fasteners they might need for a particular job. “We started using LCD projectors at our national sales meeting,” says Menke, “but we soon saw the value of taking PowerPoint presentations into our customers and distributors on job calls.” The CD, according to Menke, grew out of the firm’s increasing use of electronic presentations.

Before they had the CDs, Ramset/Red Head would distribute three-ring binders full of product information to customers. “Everything that we have has been in a separate piece of literature,” says Menke, and that means customers get a lot of paper. The firm has had a great deal of success in mailing the CD to architects and engineering firms as well as its network of distributors, but the CD alone does not close sales. It’s meant as a technical reference tool and a call-prompter; the firm relies on its sales force to contact and support its customers.

That’s where the LCD projectors come in. The sales reps and trainers all needed a way to project the new materials to various size audiences; some sort of portable projector was an obvious choice. Menke says they switched to InFocus for their most recent purchase based on its size, portability and resolution. The newest projector would be taken on the road by their training manager and it seemed to fit his needs best out of several that United’s Brian Sheridan showed them.

Menke says Ramset/Red Head staff have been very happy with the electronic media and the LCD projectors after more than a year in use. “The projectors have been really useful to our trainers and our salesforce. We’ve definitely grown our business based on being able to visually show our customers the value of our products.”