“helping clients build b2b relationships and grow their business with practical inside sales concepts”
Industrial/Construction
Machinery/Equipment
Whole-Goods, Components,
Accessories, Materials,
Parts, Supplies, Service
Manufacturers & Distributors
Jason Industrial, Inc.
Fairfield, NJ
Jason is an international manufacturer and marketeer of industrial rubber and power transmission products that it sells mainly through distributors. A proactive calling program was implemented for the inside staff at 5 branches and the home office. The idea was to reach certain accounts to increase the number of meaningful customer contacts, broaden the mix of products purchased and generally build a stronger relationship and increase sales.
"We were extremely pleased with the approaches taken, content developed and training provided to start and drive the proactive calling program. We are very optimistic about success and are already seeing positive signs. The pay back should be well worthwhile. We highly recommend the contribution made by Scott Ashby to help us get it started and make it work."
Tom Tesoro, VP Sales and Marketing, Jason Industrial, Inc
Precision Marshall Steel Co.
Washington, Pa
Manufacturer of premium quality de-carb free tool steels and specialty alloys, primarily for the tool and die industry. Sell primarily through steel service centers and industrial distributors . Scott helped them start 2 person inside sales program in January, 2000. They were delighted with the results and plan to expand. The sales people have performed well and appreciated the help in getting them started and suggesting the foundation and structure for a successful program.
"... Would be happy to be a reference."
Jack Milhollan, President,
Precision Marshall Steel Co.
Direct 724-229-4329
D. B. Riley Consolidated
(now Riley Power/
Babcock Power, Inc.
Old-line established industrial boiler manufacturer, now part of Babcox Power. In the middle 90's, the aftermarket parts business was shrinking. Management wanted a more proactive, professional selling effort from the inside parts specialist, who had the technical knowledge and understood the industry. Scott helped develop, test and implement a proactive calling program for the group at the Erie, PA, plant. The proactive selling techniques helped the company better penetrate a limited market, and the two years since the training have both been record years for parts sales and have reversed the previous downward trend.
"As you know, we have a defined market - there's only so many people out there with our kind of equipment. Proactive selling has enabled us to expand what we get out of that market. We just finished a second record year in a row and the new year is starting out even stronger. The reason is we don't go with what they give us - we dig deeper. Even though it's two years later, the proactive selling approaches are working."
Mike Smith
(Then Director of Projects - Energy Division of Babcock-Borsig Power in Worcester, MA)
Dunbarton Corporation
Dothan, AL
International building products manufacturer of an array of steel door opening solutions, frames or complete units, for outside entry, interior between rooms and closet openings; sold mostly through distribution, but work with architects and contractors. Scott helped developed successful proactive, inside selling program.
"..... impressed with your thorough knowledge and understanding of the direct telephone selling applications appropriate for our industry, and feel that they would fit many other types of industries. You provided a very high return on investment."
Bob Theune, Then President
For a complete list of all clients served in the industrial/construction
sectors, for 55 manufacturers click here, for 38 distributors click here,
for more industrial/construction client examples continue below
Better yet, talk to Scott directly to determine if consultative selling can have a positive impact on your organization . . . call or email and schedule a no-obligation, no-cost, 30-minute zoom call.
SH Parts, Kansas City MO
HotmixParts,
Stansteel,
Industrial Kiln & Dryer,
Louisville Dryer
all in Louisville, KY
Starting in 1990 with SH Parts, and later and through 2021, with the other 4 companies, Scott has provided inside sales program advice, direction and training, helping maximize the effectiveness and success of each companies industrial parts, and even capital equipment, marketing efforts. Lenny Loesch was President of SH Parts and is the main principal in all of the Louisville based companies.
"I've been associated with you for almost 20 years now and had you work with 4 or 5 different business units with whom I've been involved over the years. I have been pleased with your flexibility and adaptability. You are able to understand and work with a variety of industrial products and services, as well as different sales and marketing situations, and get results. I've also been pleased with the range of services that you can provide."
Lenny Loesch, President,
Hotmix Parts/Stansteel
"As you know from my previous testimonial 4 or 5 years ago, I have believed in your relationship-building selling approaches since 1979, when I first used you as a consultant. The latest approaches
makes the process even stronger..... It's a strong resource."
Lenny Loesch, CEO, Stansteel, Hotmix Parts, Louisville Dryer, Industrial Kiln & Dryer Group
"...... noticeable improvement in selling skills ...... the latest approaches make the sales staff more aware of good technique ...... in addition, calls are up 35% ...... all of which has translated into increased sales ...... our service work is now booked out until December ......"
Rick Tapia, General Manager, Industrial Kiln and Dryer Group
Standard Havens, Inc.
BHA Group, Inc.
Kansas City, Missouri
National manufacturer of industrial and pollution control equipment, and replacement parts and supplies related to that equipment. Sells directly to end-user industrial and manufacturing companies. Scott worked with four separate divisions in telephone sales training and refining and strengthening existing programs; and, in helping develop and implement new programs.
Scott's main efforts were with the aftermarket group selling into the baghouse marketplace, which was so successful that it was spun off from the parent company and became a separate and actually much larger business. It was done through inside sales, and many times in competition with companies with field sales reps.
Standard Havens is now Raytheon Company and BHA is part of Parker Hannifin.
McAllister Equipment
Alsip, IL
McAllister Equipment was a Volvo, Link-Belt and other construction equipment distributor in Northern IL. Scott helped implement and develop a more proactive inside staff selling effort.
"The first thing that comes to mind about the program installed by Scott Ashby is the increase in the comfort level of the sales staff in calling out to customers and prospects - and, there's more of a proactive selling mindset. As a result, they think on their feet better. They're able to more quickly respond and open up additional opportunities. It has also helped those who are inside turn incoming reactive calls into proactive selling opportunities. As a result, we've brought in a number of new customers in the first few months of the program."
Mike Phillips, VP - Product Support and Parts,
McAllister Equipment Co.
Aggreko, Inc.
Houston, TX
International supplier of temporary power generation, temperature control, cooling and heating equipment, compressed air systems and technical services worldwide. Scott developed and tested the concept of consultative selling and provided direction and training for inside staff from several branch offices.
"We were satisfied with the value of your time and the work you did in helping us implement a consultative selling pilot program in Chicago. We think the concept is worthwhile and will continue to use your services as we figure out how to integrate it into a sales support tool that will be available nationally for everyone."
Mike Valentine, Corporate Sales and Marketing, Aggreko, Inc.
For a complete list of all clients served in the industrial/construction
sectors, for 55 manufacturers click here, for 38 distributors click here,
for more industrial/construction client examples continue below
Better yet, talk to Scott directly to determine if consultative selling can have a positive impact on your organization . . . call or email and schedule a no-obligation, no-cost, 30-minute zoom call.
Staclean Difusser Company
Salisbury, NC
International manufacturer of a unique, patented dust collector/baghouse device and dust collection system sold and installed worldwide. Scott worked with a 2-year old inside sales operation to organize and strengthen the outbound selling effort.
"...... two years in operation, felt there were areas to be improved ..... very satisfied with Scott's contribution ..... especially pleased that he was able to help our sales people plan their calls better and set objectives for each contact ..... they recognized that they should and could move closer to the order with every conversation ...... were more conscious of getting a decision, and thereby decreased the number of calls necessary to consummate the sale ..... "
Charles Newsome, Vice President - Sales, Staclean Difusser Company
Total Supply
Forrest Park, GA
HVAC distributor with several branches in the Atlanta area. Scott developed proactive telephone selling program with inside staff from several branches.
"...... would be happy to be used as reference ...... very impressed with your approach and technique and what you helped us do."
Ronnie Floyd President, Total Supply
Contractors Supply Co
Kansas City, MO
Long-time established distributor of construction and building products, supplies, equipment for sale and rental. Scott worked with inside staff to develop and install proactive, account management telephone selling program.
"The Key Account Program designed by Scott Ashby has produced outstanding results and increased customer relations for Contractors Supply Co."
Don Knopke; VP; Contractors Supply Co.
For a complete list of all clients served in the industrial/construction
sectors, for 55 manufacturers click here, for 38 distributors click here,
for more industrial/construction client examples continue below
Better yet, talk to Scott directly to determine if consultative selling can have a positive impact on your organization . . . call or email and schedule a no-obligation, no-cost, 30-minute zoom call.
Chief Automotive Systems
Grand Island, NE
One of the world’s largest manufacturers of high-quality collision repair products, services and training, sold directly to automotive collision repair shops. Scott developed and helped implement a proactive, consultative telephone selling program with (previously mostly reactive) inside staff.
"When bringing in a consultant, there's always a question of whether you'll get what you expect or was presented; Scott Ashby was one who delivered exactly what he said he would; to achieve the specific results he promised. It meant a successful teleselling program for Chief."
Jack Weeks; VP - Sales and Marketing; Chief Automotive Systems
Cook Paint & Varnish Co.
North Kansas City, MO
National manufacturer of paint, varnish, polyester gel coats and coating resins. Scott developed and helped install an account management telephone selling effort with inside staff.
"......helped us achieve success with telemarketing in spite of the typical apprehension and resistance you would expect to get from an industrial field sales force, that had not previously
realized the benefits that telemarketing could provide for them."
Sherwin Chasen, Group Vice-President, Cook Paint and Varnish Co.
Lawson Products
Chicago, IL
Established and respected industrial distributor of maintenance and repair supplies and products, including electrical, automotive, material handling, production and much more, plus onsite training and inventory management programs, all designed to improve efficiency, productivity and overall performance for a variety of industries. Scott worked with inside customer service staff to improve sales techniques and generate more revenue with proactive calling practices
" ... very satisfied with services of Scott Ashby ... extremely competent individual,
that provided our organization with the exact information that we needed ... in a timely
manner and a detailed form ..."
Dan Luber, VP - Corporate Planning and Development, Lawson Products, Inc.
For a complete list of clients served in the industrial/construction
sectors, for 55 manufacturers click here, for 38 distributors click here
Better yet, talk to Scott directly to determine if consultative selling can have a positive impact on your organization . . . call or email and schedule a no-obligation, no-cost, 30-minute zoom call.