|
|
|
|
Tap Into More Healthcare Opportunities With Rada Digital Faucets
The Rada Digital Faucet is gaining momentum across the VA Healthcare System and word is spreading about how Armstrong has once again revolutionized hot water. Getting in front of the right people with the right message drives sales. Despite the limitations of physically meeting with customers due to the pandemic, we’ve got some exciting news to share from the past few months.
Since the release of the Rada Digital Faucet last November, interest from the Veterans Administration Medical Centers and private hospitals has been tremendous. Rick LaRose, Business Development Manager for the Armstrong Hot Water Group, has been visiting VA Medical Centers and private hospital customers throughout the US with our rep network. We’ve discussed the challenges they are facing with domestic hot water and how purchasing and installing the Rada Digital Faucet can help them with legionella and other waterborne pathogen reduction. The VA has a directive (VA 1061) to reduce the risk of Legionnaires Disease for their customers and part of that mandate requires some specific measures to be taken within the domestic hot water system. Armstrong has invested in understanding this mandate as well as other hospital requirements and has created additional selling tools for you. Reps who have taken advantage of these tools and resources have increased customer engagement as well as sales opportunities. Most notably, these Armstrong reps have experienced success with the Armstrong Hot Water Group’s “Customer Experience” program:
- Lebanon VAMC, Lebanon Pennsylvania
- Geisinger Health-Bloomsburg & Shamokin Pennsylvania
A few larger project opportunities that are emerging for our rep’s include over 200 faucets each at these locations:
- Sheridan VAMC, Sheridan, WY
- Marion VAMC, Marion, IL
- Long Beach VAMC, Long Beach, CA
We also are seeing some larger opportunities in private and public healthcare settings in the US and Canada on specified projects where the Rada Digital Faucet is the basis of design such as the Primary Children’s Hospital in Salt Lake City with over 300 faucets. Check out these resources and tools available from our new VA Toolkit including:
- Pre-written script to help reps get in the door
- PowerPoint presentation tailored to the VA
- One-page VA1061 sell sheet for use as a leave behind
To help jump start traction with the VA and private hospitals, Rick LaRose is available to come to your territory to meet with you and your customers. With Rick’s help, we have seen increased sales opportunities and reps gain new insight into how to effectively communicate with customers regarding the Rada Digital Faucet and the Armada positioning. Rick’s schedule is filling up fast, so please email now to lock in your slot. Also, remember that all Rada Digital Faucet opportunities must be quoted by the Armstrong Hot Water Group. Contact Rick LaRose for quotes. Quantity and lead times change rapidly, so Rick is your best source for up to date information and tracking of every opportunity.
|
New Selling Tools For Healthcare Market Solutions
The Customer Growth Tool Kit for Institutional Markets contains new tools to help you sell. We have also developed new Healthcare Product Initiative selling tools including:
- Sterilization Solutions Playbook for Healthcare Customers (for reps)
- Healthcare Humidifier Assessment
- Healthcare and the Sales Triangle: Top Down & Bottom Up (for reps)
- Global Expertise for the Healthcare Industry
- Heat Transfer Healthcare Initiative Survey
Log in to the Armstrong User Portal and navigate to the “Customer Growth Toolkit for Institutional Markets” to check out all of the tools. Contact Scott Jacobson for more information and support to help you drive sales. |
Warm Weather Brings Leaking Coils
Despite some lingering cold snaps, warm weather is on the way and your customers are finding those leaking cooling coils that froze this winter. Remember that Armstrong's Duralite™ Plate Fin Liquid Coils are available in a wide range of construction designs and material thicknesses from two to 12 rows, with double, full, half and custom circuits available. All Armstrong coils are custom built, and the connection location can be fabricated for easy replacement. So as the weather warms, remember Duralite Coils are the key to long life and dependable performance in HVAC and light industrial applications. For more information contact our applications engineers at 450-378-2655 and stay cool with Armstrong this summer.
|
Digital-Flo Semi-Instantaneous Enhancements
The DFS Vertical series has recently gained two enhancements that are being included as a standard offering from this point forward. A new duplex 2205 stainless steel shell has been paired with a removable insulation jacket to augment an already impressive list of standard materials. View the updated submittal drawings, data and specification sheets available now on the Armstrong website.
|
Flow Basics Terminology Presentation Now Available
If your technical sales or support staff need a quick flow terminology refresher, the VERIS Flow Measurement Group has released a quick 10 minute instructional video presentation that briefly defines some industry standard technical terms related to flow measurement, flow meters, and associated instrumentation. Understanding these simple, standard industry terms and specifications will assist you when evaluating a customer’s flow measurement requirements – especially when recommending the right VERIS Flow Measurement Group product solution.
|
Food for Thought: Noodle Process Flash Steam Recovery Highlight
View this application highlight featuring a compelling ROI for flash steam recovery in noodle processing.
|
Institutional Rep Training School Take Two
In addition to the Institutional Rep Training School scheduled for May 17-21, Armstrong will be offering a second Institutional Armstrong Representative Training School the week of June 21-25. Due to COVID-19, we are limited to 18 persons and will accept on a first come first serve basis. We will be following standard COVID-19 safety protocols and encourage those coming to get vaccinated before coming if available. We encourage attendees to have been with the rep organization for a minimum of 12-18 months and students of Armstrong University courses. It will make the learning experience much more beneficial and enjoyable. Register now!
|
Armstrong Hosts Ergon for Training
In late April and early May, Armstrong hosted two, 2 ½ day training sessions for 36 individuals representing 31 different facilities from across the US owned by Ergon – a family owned diversified petrochemical company. As a result of this training, Armstrong Reps will perform thermal assessments at each site and we expect to realize additional business opportunities with Ergon in the future.
|
Make The Armstrong Rep Portal Your Favorite Destination
The Armstrong Rep User Portal is your go-to for all things Armstrong. From Customer Growth tool kits organized by vertical markets, to product launch packages, software, training, calculators, literature, webinars and more. You’ll find Coil-A-Ware, SAGE tutorials, as well as a host of other content organized into four key sections: Training, Thermal Assessment, Calculators and Trap Management. A frequently used and popular tool is the Competitive Cross Reference. It’s a handy reference guide to view all of the competitor offerings that stack up against the Armstrong solutions. Other helpful information in the Rep Portal includes standard delivery times, a schedule of upcoming webinars and webinars on demand. Bookmark the Armstrong Rep Portal in your “Favorites” and visit it regularly to get the latest on all things Armstrong.
|
Take A Second Look
Did you miss an issue of perform or would you like to go back and read a story again? Check out our archive of past issues. |
|
|
|
|
|
|
