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CINCINNATI—As
competition among lathe manufacturers and distributors increases,
Pilsen successfully differentiates itself by first assessing a prospective
customer’s “real” needs and then building a machine
solution to meet those unique needs.
“Everybody
touts that they have the best solution for the customer,” says
Bob Pruden, President of Pilsen Imports, Inc. “When a customer
speaks with a salesperson, that salesperson’s product is always
the ‘best’ product. We don’t push sales. We focus
on the customer’s processes, improvements they desire, and
how our equipment matches their desires.”
Product
focus has also helped Pilsen counter recent market forces and economic
downturns. The Cincinnati-based company sells vertical turning lathes
(VTLs) made by TOSHULIN a.s. In business for more than half a century,
TOSHULIN has supplied VTLs to companies in more than 58 countries
worldwide, and prides itself on customizing each of its machines
for individual customer requirements. Pilsen, TOSHULIN’s exclusive
North American distributor, backs TOSHULIN’s quality products
with superior customer support and a personal selling approach.
The company also partners its salespeople with engineers and service
technicians to ensure that it delivers complete solutions that support
a customer’s needs for the long term.
“If
you provide a customer a solution that doesn’t meet their company’s
needs, they’ll be disappointed and will not invest in another
one,” states Mr. Pruden. “That’s why we spend a great
deal of time with our customers working out all the details from
the very beginning, during both the sales and order processes. The
final result is what counts with our customers, and we recognize
that. They must achieve the results and ROI they had planned and
justified their purchase upon. Many of our customers are repeat
buyers. Once they install a machine and see the real-life benefits,
they find it easier to justify the next purchase.”
“Bob
Pruden and his crew…they totally impressed us with their presentation,”
says Ron Rancourt, NC Programmer and Technical Team Leader for a
power systems manufacturing company in Bangor, Maine. “There
wasn’t a question you could ask them that they did not answer.
And they matched their machines to our needs, right down to horsepower,
diameter, and height requirements. That’s the way it should
be.”
Pilsen
will demonstrate its solution- and application-driven sales approach
to interested attendees at IMTS in Chicago, September 4 – 11.
To learn more about Pilsen Imports, Inc., and TOSHULIN a.s., visit
www.pilsenimports.com.
Pilsen
Imports—Your Vertical Turning Machine Specialists
Pilsen Imports is a leading supplier of vertical turning equipment,
specializing in the installation, service, and support of TOSHULIN
vertical turning machines. Pilsen’s highly skilled machine
specialists have an average of 23 years experience in the machine
tool industry. We are dedicated to providing our customers with
24/7 service and support, including overnight delivery, phone and
on-site support, and comprehensive operators’, programming,
and maintenance training for every machine we sell.
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