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Beefed Up Inventory Helps Weatherhead Sales Take Off at

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									                                                                                                                   EatON CORPORatiON CUSTOMER FOCUS


                                 Beefed Up Inventory Helps Weatherhead
                                 Sales Take Off at Oklahoma NAPA AUTO
                                 PARTS Stores




Customer
NAPA AUTO PARTS


Markets Served
Agriculture, Automotive,
Construction, Fire Protection,
Heavy-Duty Truck, Industrial,
and Oil Field




                                 Background                                                 or the know-how to supply what                              extensive range of Weatherhead
“I have been around this                                                                    they needed.                                                products, including four-wire
                                  Thanks to their increased
 business since I was            inventory of Eaton’s
                                                                                                                                                        high-pressure hose styles.
                                                                                            Pappas contacted Jerry Tilley,
 a kid, but I have never         Weatherhead® hose and fitting
                                                                                            district sales manager for NAPA,                            “Glenn said he knew his stores
                                 products, three Oklahoma NAPA
 been taken in by a manu-        AUTO PARTS stores are serv-
                                                                                            to seek his advice on the situation                         could be doing a better job
                                                                                            and how he could more effec-                                at supplying hose and fitting
 facturer, such as I have        ing the needs of oil field crews,
                                 construction contractors, and
                                                                                            tively compete in the market.                               requirements, but he wasn’t sure
                                                                                                                                                        what to stock.”
 by Eaton.”                      farmers like never before.
                                                                                            In turn, Tilley contacted Eaton’s
                                                                                            David Strohsack, sales manager                              Solution
                                 An independent owner of NAPA
Glenn Pappas, Independent NAPA                                                              for the NAPA account, to find out                           Following the meeting, Tilley
Storeowner                       stores in Blackwell, Cushing, and
                                                                                            what Eaton could do to increase                             joined the Eaton representatives
                                 Stillwater, OK, Glenn Pappas has
                                                                                            Pappas’ market share. Strohsack                             in putting together a
                                 been stocking Eaton's Weather-
                                                                                            immediately arranged a meeting                              Weatherhead inventory list
                                 head products for over 40 years.
                                                                                            with Pappas and Tilley to inves-                            based on a thorough market
                                 Up until 2006, his Weatherhead
                                                                                            tigate the local market and the                             analysis of north central
                                 inventory primarily consisted of
                                                                                            current state of Pappas’ business.                          Oklahoma. Quadrupling
                                 two-wire low- and high-pressure
                                 hose styles.                                                                                                           Pappas’ current stock, the list
To learn more, contact:                                                                     The fact-finding mission proved                             included such Weatherhead
David Strohsack                                                                             to be an eye-opener for Eaton,                              products as H430 very
Eaton Corporation                Challenge                                                  Strohsack says.                                             high-pressure hydraulic hose with
Fluid Power Group                However, as the market shifted                                                                                         430 U Series hose ends,
Hydraulics Operations            to higher pressure hose styles                             “As Glenn profiled his customers                            E-Z Clip™ air conditioning
14615 Lone Oak Rd                in the latter years, Pappas saw                            and their equipment, we                                     products, H243 medium-
Eden Prairie, MN 55344           more and more customers being                              realized he could supply a                                  pressure PTFE hose, and
419-865-1786                     turned away because his stores                             broader range of customer                                   H201, and H1777 Boston hose
davidjstrohsack@eaton.com        did not have the equipment                                 applications by stocking a more                             products.


                                 Eaton Corporation is a diversified industrial manufacturer with 2006 sales of $12.4 billion. Eaton is a global leader in electrical systems and components for power
                                 quality, distribution and control; fluid power systems and services for industrial, mobile and aircraft equipment; intelligent truck drivetrain systems for safety and fuel
                                 economy; and automotive engine air management systems, powertrain solutions and specialty controls for performance, fuel economy and safety. Eaton has 60,000
                                 employees and sells products to customers in more than 125 countries. For more information, visit www.eaton.com.                               Doc. No. W-SROV-MS003-E
Customers like what they see on the shelves of the Stillwater, Oklahoma, NAPA store, which has quadrupled its inventory of Weatherhead products.



Once they had completed their                    “I have been around this                         With the added publicity, he is
homework, the team members                       business since I was a kid, but                  projecting a Weatherhead sales
did much more than hand over                     I have never been taken in by a                  increase from $80,000 in 2005 to
the list to Pappas. Their proposal               manufacturer, such as I have by                  $300,000 in 2007 .
included setting up inventory and                Eaton. The level of commitment
assembly equipment at all three                  by Eaton people was a wonderful                  In the meantime, customers like
stores, conducting in-house prod-                surprise that has meant a lot to                 what they see on the shelves of
uct training, and enrolling NAPA                 me. ”                                            their local NAPA stores.
employees in Eaton’s Weath-
erhead Conveyance Products                       The stores’ continuing increase                  “Customers needing four-wire
course.                                          in Weatherhead sales has been                    hose for oil field equipment,
                                                 a wonderful surprise to Pappas                   dump trucks, fire protection
                                                 as well.                                         equipment, and construction
Results
                                                                                                  equipment are finding out they
Eaton’s concern and support                                                                       no longer need to drive an hour
                                                 “During the first month with our
were overwhelming, says                                                                           away to Oklahoma City or Tulsa,”
                                                 new stock level, we generated
Pappas, whose respect by his                                                                      Pappas says.
                                                 $33,400 in Weatherhead sales,
employees resounds in their
                                                 without any publicity. That’s
voices.                                                                                           “We have what they need right
                                                 almost a third of our annual
                                                                                                      ”
                                                                                                  here.
                                                 Weatherhead sales.  ”
“When Eaton showed interest in
developing a relationship with us
                                                 Pappas plans to conduct a
and establishing a game plan, I
                                                 marketing blitz this year to
couldn’t help but take notice. And
                                                 promote the stores’ new
knowing that the Eaton team was
                                                 strengths in supplying needs
working closely with Jerry Tilley,
                                                 in high-pressure hydraulics.
was a big plus.

								
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