Step Away from the Dark Side and “Brand X”

By John Bickel, Induron Sales Rep

I joined the Induron sales team earlier this year, and while I’m still learning about the products I sell, its material makeup and application, this blog will concern itself more with the customers I visit to try and sway over from the dark side. In this case, we’ll call the dark side “Brand X.” 

A high majority of the calls I make involve talking with engineers, hoping to get our product written into their specifications. We want their paint contractor to have Induron Protective Coatings as an option to use for projects.

This is not always easy, since it’s common to find someone who has never used a different product from “Brand X” for the past twenty years. It can be very difficult to convince them that another product could be better.

There are all types of personalities among the engineers we call on, and some will talk 90% of the time about coatings, and some will spend 90% of the time talking about anything but coatings. It makes for a challenge, but it can be very fun and interesting as well.  Actually, the majority of engineers have been open to discussion, and I feel good things are ahead for Induron Protective Coatings in having the opportunity to be added to the specifications as a viable option (which, of course, we are).

I would also like to mention all of the nice sales associates who are competitors that I have met at trade shows recently. All of us who are part of the Induron sales team focus our efforts on selling the attributes of our products and company; not on the shortcomings of our competitors.

Founded in 1947, Induron manufactures high performance coatings that serve a range of industrial applications, including the wastewater, transmission and distribution and groundwater storage industries. Learn more about us at 

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