2 Years Sober, and New to Variable Frequency Drives (VFDs) 3

[New to VFD Industry]

After teaching high school/coaching wrestling for two decades, had a life crash three years ago. It was embarrassing. I left my wife and four kids for two months to out of state rehab facility. By God's grace they didn't leave me. I'd given them every reason to. I'm now with an established company selling Variable Frequency Drives (VFDs). It's a new career - I've got a long way to go in terms of learning the industry.
I realize most introductions don't start this way. If admitting I struggled for years with alcohol and even relapsed Dec 3, 2017 hurts business possibilities, I accept that. Just letting all know why I'm weighing in here, new to this industry despite being in my 40s. Been completely sober for 2 years this past Dec 3, 2019.
Here's my question...
So I don't make same mistakes some of you have witnessed by folks in my line of work, what are turn-offs regarding VFD sales reps? Also, aside from the obvious - honesty, integrity, product knowledge and follow-up - what are traits you've seen in reps you've found to be admirable/solid? We offer our products at 40-50% off list price with 18-month warranties and I want to lead with that - I get too antsy and want to vomit that out immediately, but I also know a primary aspect of sales is shutting up and listening to the customer.
I need every tip I can get. Beyond the training I'm going through with work, I'm looking to people actually in the business for some guidance.
Grateful for any help that can be provided.
Thanks.
Nick

 

[rotw]

You could invest some efforts on your own in learning technical stuffs on VFD's, just basics. It always help.
Some customers are happy when you help them with some extra info. (drawing, diagram, datasheet), it might be good to have some material readily available. I would say know what you are selling. My modest take on it.
All the strengths to get back/stay on track to you and your family. God bless you.


Life is not about waiting for the storm to pass. It's about learning dance in the rain.

 

[New to VFD Industry]

Thank you, rotw. Much appreciated.

 

[jraef]

Don’t make claims that are not true, despite what your marketing people may want you to say. When the customer finds out, and they will, they then lose all respect for you and whatever product you are selling. Here are some specific tips.

A common mistake with VFD peddlers is to make the claim that using a VFD will always save energy. That is NOT true, because of the term “always”. There are SOME applications where energy savings can be realized, but claiming that this concept extends to everything people use VFDs for is going to get your in trouble. Take the time to learn when that is true (hint: centrifugal pumps and fans only) and be truthful even if customers WANT to believe it because they heard or read it somewhere else. There are LOTS of nincompoops out there, but unlike in politics, repeating a lie often enough doesn’t make it true.

Also, “know when to hold ‘em, know when to fold ‘em”. Not every application is a fit for using a VFD. If there is no value in VARYING the speed, then there are better ways to permanently CHANGE the speed of something. Selling someone something they don’t need leads to resentment.

Understand the concept of torque: VFDs MAINTAIN torque with speed change, gears and pulleys CHANGE torque with speed change. So if a machine uses gears to decrease the speed of a motor to the work shaft speed, it is simultaneously increasing the torque at that shaft. Removing the mechanical speed change system and putting in a VFD may result in not having the right amount of working torque.

Good luck.


" We are all here on earth to help others; what on earth the others are here for I don't know." -- W. H. Auden

 

[electricpete]

My advice, listen carefully to rotw and jraef. jraef is a legend around here for his knowledge of vfd's.

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(2B)+(2B)' ?

 

[waross]

Tough love.
Congratulations on your recovery.
It may be a moot selling point for your product.



Bill
--------------------
"Why not the best?"
Jimmy Carter

 

[danw2]

You might consider reading recent and older VFD threads on this forum because
- it's not textbook, it's real world
- the questions that come up cover the spectrum, from near total misunderstanding to some very intriguing, non-standard applications
- of the high quality of the answers provided
- it'll show the necessity of wrenching needed background information from the prospect that provides the bigger picture

 

[ScottyUK]

Never assume your customers aren't knowledgeable - many of them have been in the industry a long time and have worn many different hats. While they may not always know your specific product, they will often know the technology and its capabilities better than you do.

Expanding a little on jraef's excellent post, don't try to push VFD's into unsuitable applications like high head pumps, even if they are centrif's. Things like boiler feedwater pumps use most of the absorbed power developing head, not creating flow, so they're a very poor application for a VFD unless the boiler itself runs at variable pressure: the VFD modulates over a very small range near base frequency and typically never pay back the investment once drive losses and maintenance costs are factored in. That kind of mis-selling can get you personally a bad reputation and get the manufacturer and the technology a bad reputation too.

Don't ever try to sell to management: this will get you and your company blacklisted forever by the engineers who have to then explain and document in infinite detail exactly why these new-fangled variable speed drive things that the non-electrically-minded manager has only just heard of for the very first time aren't actually going to save the company any money... . Sorry, it's a sore point!

 

[itsmoked]

I second Dan's suggestion.

Keith Cress
kcress -

http://www.flaminsystems.com

 

[EdStainless]

And taking it step further, know the strengths/weaknesses of your drives.
Do they use all standard parts? Easy to program? How about running multiple drives slaved to each other?
There are some very good performing drives out there that are such a PIA to work on that they are not worth it.
Make sure that your tools for sizing a drive are robust. Too large of a drive incurs additional losses, too small and they fail.

= = = = = = = = = = = = = = = = = = = =
P.E. Metallurgy

 

[mpparent]

It's also good to periodically check-in with your customers. Tell them about new tech, etc. A little face time goes a long way.

Mike

Mike