With the high VOLUME of low-priced import product coming into the domestic market, it is more important than ever for us as American manufacturers to distinguish our “Made in the USA” products from the imports.

Make sure your customers know about all your company’s attributes and the benefits they can bring to their business. Our company (PT Coupling) has faced these challenges and has a few examples that have proven helpful.

Prompt and reliable delivery is a good place to start. Focusing on strategically placed warehouses throughout the United States and Canada can provide customers with product deliveries within 24 hours of order.

This 24-hour delivery service can be a key factor in separating your company from the imports. An extensive inventory of products can be maintained in these warehouses to ensure on-time delivery to customers anywhere in North America. 

As a hose coupling manufacturer, we want to put emphasis on our product values: the ISO 9001:2000 certification, modern production facilities and highly skilled employees.

Emphasizing your people and their skills can help keep you ahead of the imports. We’ll assist our sales team by supplying marketing tools such as a domestically produced, high-gloss catalog and a professionally produced video showing our manufacturing facilities and our manufacturing processes.

We’ve used video technology successfully for training our customers in the use of our various machines and tools. In addition, look to your Web site as a vital marketing source. The PT Coupling Web site allows users to view videos, browse the product line and submit inquiries on our products.

But be careful not to rely too much on technology. Keep the human touch in mind. Another tool that can benefit your sales staff is the ability to utilize the engineering department to answer any technical questions.

The engineers also provide assistance in designing a product to meet the unique demands of a customer. Many customers will attest to the value of being able to work with our engineering staff to find solutions to their coupling needs.

Other ways we’ve stayed ahead of the imports have included:

• With the ISO 9001:2000 certification, we have a survey program that helps evaluate each customer territory’s needs or problems.
• Work with your distributors. Through our distributors and our buying groups, we are involved with some refineries, chemical plants, government engineering groups and the US Coast Guard. We meet these customers face to face to find out their needs and offer hands-on training.
• Look into developing new products. For example, working with our distributors, we have been involved with finding the right solution for a non-sparking fuel hose assembly, which has led to our developing a new product line for PT.

Remind customers of your low costs and added value. And stay committed to providing products quickly while also providing outstanding quality at the lowest possible cost.