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Selling new and used equipment since 1990

July 2010

In This Issue

  • When will both inquiries and orders rise?
  • Check out the pros and cons of buying new versus used.
  • Facilities slowly loosing engineers to engineering groups.
When Will It Come Back?

C&W has seen a steady stream of inquiries for equipment on all types of projects. This would include both pollution control and material handling equipment. The rub is it is mostly inquiries, very few orders. Manufacturers are busy but until they see some continuous growth, they are refraining from placing orders. We have seen a spike in replacement parts, filter bags, cartridges, etc. but the new equipment sales are lagging. When will it return? Everyone’s best guess was fall of this year. Let’s remain hopeful but realistically spring 2011, is a better bet.

New Versus Used

I am asked this questions often. Each customer is different, each project has its own requirements. Sometimes the stars align and a used piece is ideal for the application, priced right and available at the right time. Let’s talk about the do’s and don’ts in new versus used.

New is always the option when the customer wants it. Their purchasing history will let you know. Don’t even bring up used if they haven’t bought it in the past. Some customers don’t want the hassle of used equipment. They want the piece to meet their needs specifically. New is always the option when engineering is needed.

Customers who buy used equipment normally ask if its available. Sometimes its price, other times, they believe they are making a better deal. They don’t mind repairing, blasting and painting the stuff. Even if used is available sometimes its not the best option if the price is 60 to 70% of new. That’s the time to point the customer to new.

Where Have The Engineers Gone?

When I started as a rep 20 years ago every company had an engineer at its facility. Now, 1 in 10 facilities have engineers and their primary focus is product development rather than plant design or project management. The last two company functions are being pushed to the maintenance supervisor, plant manager or operations personnel.

Engineers are being hired by large engineering groups who do contract engineering/project management for many manufacturers. Some are seeing engineering groups specific to certain industries pop up (food, dairy and foundry). The days when you call on the company engineer are all but over. Reps are being called on to show their knowledge, experience and engineering expertise in applications. This comes with a ton more responsibility and very little extra money.


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