Selling Strategies. Loop Leader Meters & Totalizers. Sell Them Anywhere and Everywhere You Sell Any Device with a 4-20 ma Output

Transcription

1 Loop Leader Meters & Totalizers Selling Strategies Sell Them Anywhere and Everywhere You Sell Any Device with a 4-20 ma Output

2 Presenter How many of you have the Loop Leader Selling Guide in front of you? Joe Ryan VP of Sales & Marketing

3 What You Will Learn HOW To Sell WHO To Sell To WHY They Buy BOTTOM LINE Loop Leaders Can Increase Your PROFIT on All Your 4-20 ma Related Sales and Help Your Customers Out!

4 Agenda Success of The Loop Leader The Case For Selling Loop Leader What You Need to Know Top Ten Selling Opportunities Compare New vs Old Competition Loop Leader Key Features Hazardous Area Approvals

5 Loop-Powered Meters Made Simple Customer You I would like a local indicator right at the tank side to display tank level but I don t have any power there. The loop looks like this: How about installing a Loop-Powered meter? All you have to do is: 1. Break the loop and install anywhere it is convenient 2. No power = no problem because the meter is powered by the loop

6 Success of the Loop Leader PDC s Salespeople Talk About the Success of the Loop Leader Joe Ryan VP of Sales & Marketing Owen Peters Chuck Arcovitch Mark MacKinnon

7 Success of the Loop Leader Joe Chuck What are you guys hearing from your distributors about the new Loop Leader? Mine tell me their customers think the dual-line display with Bargraph is great. Owen My distributors are really liking the flashing red display with custom alarm message. Mark My distributors sell a lot of level transmitters, so they like the feet and inches display for their customers that are used to that format.

8 Success of the Loop Leader Joe That s great feedback. What do you think your distributors reaction will be to our new hazardous area approvals and free programming software? Mark The software is a real differentiator for the Loop Leader because it is the only loop-powered meter with programing software, so I think it will help the distributors sell the Loop Leader.

9 Success of the Loop Leader Chuck I agree, the Loop Leader is a big project kind of product so customers who have a lot of meters to program will appreciate the free programming software. Joe By the way, be sure to remind your distributors to order the 2-page flyer they can have customized with their contact info on it: Owen I have distributors that sell to OEMs that build Division 2 control panels, so the Loop Leader s UL Div 2 nonincendive approval will be great for them.

10 The Case for Selling Loop Leader The basic reason why you would want to sell them: They Can Be Installed in Loops You Are Already Selling!

11 The Case for Selling Loop Leader Older version of the Loop Leader in a Division 2 Compressor Control Panel Who To Sell To Customers That Include 4-20 ma Loops: Water and Waste Water Power Chemicals Pulp & Paper Metals & Mining Oil & Gas Three Important Customer Segments: OEMs Systems Integrators Skid Builders OEMs are the customers who will buy large quantities of loop-powered meters on a repeat basis. Pay particular attention to customers that build Division 2 control panels and promote Loop Leaders that are UL Certified as nonincendive, meaning they can be installed in Division 2 areas with no additional protective devices needed.

12 The Case for Selling Loop Leader General Case For Loop-Powered Meters More Applications Beyond The Norm Convenience: 2 wire vs 4 wire connections Power: No additional power needed Loop-powered alarm trip with its two-relay option Loop-powered Isolator with its Isolated 4-20 ma out Specific Case For PDC s Loop Leader Third gen - new product designed from ground up Most competitor products at least 10 years old Only meter with PC-based USB programming SW Only 1/8 DIN dual-line meter on the market Most appealing display of all meters on the market Safe Area Solid State Relay Connections Safe Area 4-20 ma Output Connections Only loop-powered meter on the market with Solid-State Relays

13 The Case for Selling Loop Leader How To Sell Loop Leaders Talk About Them on Every Application Involving 4-20 ma Hand Out the Customized Loop Leader Flyer Show the PDD6000 Loop Leader Demo Unit Your Logo & Info Here

14 Loop-Powered Meters: What You Need To Know General Target Market Transmitter Mounted in Hard-to-Read Location 4-20 ma loops that need local indication, alarm, or control No additional power source available for local indicator Transmitters mounted in hard-to-read locations Transmitters with hard-to-read displays Transmitters that don t display the right information Hazardous areas that need local indication Keep your customers off tanks with a local tank side indicator like the Loop Leader!

15 Loop-Powered Meters: What You Need To Know Line-Powered or Loop-Powered Meter? Line-powered meters need a separate AC or DC power supply Loop-powered meters don t need a separate power supply Line-powered meters have four connections (2 power, 2 signal) Loop-powered meters have two connections (power & signal combined) 4 Connections for Line-Powered 2 Connections for Loop-Powered Line-powered meters, like Precision Digital s PD6000, require a separate power source, so signal and power are different connections. Loop-powered meters, like Precision Digital s Loop Leaders, get their power from the 4-20 ma loop, so signal and power are the same connections.

16 Loop-Powered Meters: What You Need To Know Choosing Between a Loop-Powered or Line-Powered Meter

17 Loop-Powered Meters: What You Need To Know Where To Sell Loop-Powered Meters Anywhere a 4-20 ma output device is sold In Division 2 areas The natural question to ask a customer buying a 4-20 ma output device is:? in Would it be handy to have local indication of the process mounted some convenient spot?" A question to ask ALL customers would be:? any Do you have any 4-20 ma loops you would like to display, but don t have additional power available?"

18 Loop-Powered Meters: What You Need To Know How to Sell Loop-Powered Meters As you are walking around a customer s plant there are TWO things you can do to sell loop-powered meters: 1 Ask if there are areas where they need a better handle on their process. Solution: Install a local display in existing loop. 2 Look for ladders that go up sides of tanks. Solution: Sell a level sensor and meter at base of tank.

19 Loop-Powered Meters: What You Need To Know What Else Can You Do? Never assume a customer wouldn t like local indication Better yet, always assume he would like local indication! Mention local indication for all 4-20 ma applications Demonstrate an actual product like the Loop Leader Demo Unit Leave a Loop Leader Flyer with your distributor complete with your contact information on it. Typical Customers for Loop-Powered Meters The same customers who buy 4-20 ma output devices, like transmitters, flowmeters, level sensors, etc. Power, water and waste, chemical, oil and gas, paper, metals, and mining. Panel shops, systems integrators, and OEMs who make process equipment Show The PDD6600 Demo Unit

20 Loop-Powered Meters: What You Need To Know Overcoming The Biggest Objection of All The Transmitter Already Has a Display! Here Are 3 Comebacks: 1 Maybe the transmitter does not totalize The meters in the pictures are line-powered, not loop-powered but principle is the same. The transmitters do not display total and are also hard to read.

21 Loop-Powered Meters: What You Need To Know Overcoming The Biggest Objection of All The Transmitter Already Has a Display! 2 The transmitter is mounted in a hard-to-see place: Can t read transmitters up in the rafters or down in the floor. Customers appreciate and will pay for a local display when the transmitter is in a hard-to-read area.

22 Loop-Powered Meters: What You Need To Know Overcoming The Biggest Objection of All The Transmitter Already Has a Display! 3 Even though the transmitter on top of the tank has a display on it, who wants to climb up and read it? Also, it doesn t display in feet and inches. The VantageView meter on the side of this tank has a feet & inches upper display, percent full on lower display, and bargraph indication The Loop Leader includes the exact same Feet & Inches display as the VantageView mounted on the side of the tank.

23 Loop-Powered Meters: What You Need To Know Overcoming The Biggest Objection of All The Transmitter Already Has a Display! Here Are a Few More Comebacks: The transmitter s display is just hard to read. Many displays on transmitters are intended for setup and troubleshooting so they are small and have a narrow viewing angle. The transmitter does not have any relays and the customer wants to drive a horn or light out by the transmitter. The Loop Leader can have two relays to do this. The customer wants to isolate the transmitter from the control device. The Loop Leader can be ordered with an isolated 4-20 ma output option to accomplish this.

24 Top Ten Selling Opportunities Things to Look for on Your Next Sales Call 1 Customers Who Do Not Have AC or DC Power Available 2 Here are a few more comebacks: Customers Who Have Loops Heavily Burdened with Other Devices The transmitter does not have any relays in it and the customer wants to drive a horn or light out by the transmitter. The Loop Leader can have two relays to do this. The customer wants to isolate the transmitter from the control device so they need an isolator. The Loop Leader can be ordered with an isolated 4-20 ma output option to accomplish this.

25 Top Ten Selling Opportunities Things to Look for on Your Next Sales Call 3 Customers Who Need Isolation Between Their Field Device and Another Device 4 Here are a few more comebacks: Customers Who Need a Loop-Powered Alarm Trip to Switch AC or DC The transmitter does not have any relays in it and the customer wants to drive a horn or light out by the transmitter. The Loop Leader can have two relays to do this.

26 Top Ten Selling Opportunities Things to Look for on Your Next Sales Call 5 Customers in USA and Canada with Division 2 Areas 6 Customers Who Prefer to View Their Levels in Actual Feet & Inches Here are a few more comebacks: The transmitter does not have any relays in it and the customer wants to drive a horn or light out by the transmitter. The Loop Leader can have two relays to do this.

27 Top Ten Selling Opportunities Things to Look for on Your Next Sales Call 7 Customers Who Need to See Their Flow Rate and Total at the Same Time 8 Here are a few more comebacks: Customers Who Need to Display Data Outdoors in a Variety of Conditions, or in Hazardous Areas The transmitter does not have any relays in it and the customer wants to drive a horn or light out by the transmitter. The Loop Leader can have two relays to do this.

28 Top Ten Selling Opportunities Things to Look for on Your Next Sales Call 9 Customers Building UL Listed Division 2 Control Panels 10 Here are a few more comebacks: Customers Who Buy Large Quantities of Meters This approval allows the Loop-Leader to be installed in Division 2 control panels with no additional protective devices needed. 436 companies like this are listed in the UL directory. Many are OEMs making a standard product. Are there any in your area? USB connection provides power during programming Save and print configuration files without meter connected PC data logging for one or multiple variables

29 Competition The 6 Most Important Factors When Comparing 1/8 th DIN Loop-Powered Meters Display Here are a few more comebacks: Voltage Drop Operating Temperature Range Front Panel Approvals Additional Functionality

30 Competition Loop Leader s Display Beats the Competition Dual-Line Display Makes All the Difference Here are a few more comebacks: Dual-Scale Displays Input in Two Different Ways

31 Competition Loop Leader s Display Beats the Competition You Want to Display in Feet & Inches Here are a few more comebacks: Flashing Red Alarm Messages Gets People s Attention

32 Competition Loop Leader s Display Beats The Competition Bargraph Provides Quick Understanding of Process

33 Competition See more comparisons in the Loop Leader Selling Guide

34 Competition See more comparisons in the Loop Leader Selling Guide

35 Compare New vs Old See more comparisons in the Loop Leader Selling Guide

36 Loop Leader Key Features 4-20 ma Input Loop-Powered Process Meter 1.5 Volt Drop (4.5 Volt Drop with Backlight) Loop-Powered Backlight with Red Backlight for Alarm Conditions NEMA 4X, IP65 Front -40 to 75 C (-40 to 167 F) Safe Area Operating Temperature Range Free PC-Based USB Programming Software 5-Digit Alphanumeric Top Line 8-Digit Alphanumeric Bottom Line Displays Level in Feet & Inches up to 999 Feet, 11 & 15/16 Inches 8-Digit Total & Grand Total Display, Up to 13 Digits Using Both Lines 20-Segment Bargraph with Numeric Percent Indication Conformal Coated PCBs for Dust & Humidity Protection Two Open Collector Outputs Standard Optional Loop-Powered Solid State Relays Optional 4-20 ma Analog Output Relay Pump Alternation Based on Level and Runtime Display Relay Runtime and Cycle Count UL & C-UL Listed for Electrical Safety UL & C-UL Listed as Intrinsically Safe and Nonincendive ATEX and IECEx Certified as Intrinsically Safe Loop Leader Series of Loop-Powered Meters

37 Hazardous Area Approvals What is Considered a Hazardous Area? Protection Methods Classifications Understanding Loop Leader Hazardous Area Markings See complete details in the Loop Leader Selling Guide

38 Thank You for Attending Any Questions? Contact Us: Joe Ryan VP of Sales & Marketing Precision Digital Corp. Visit us at predig.com/loopleader us at Call us at