VIEWS: 3 PAGES: 2 POSTED ON: 8/31/2011
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 firstname.lastname@example.org 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.
Pages to are hidden for
"Beefed Up Inventory Helps Weatherhead Sales Take Off at "Please download to view full document