Due to the recently launched sales system known as Sales Conveyor Terekas plans to manufacture 3 times more PET stretch blowing machines this year compared to last year. The company has already signed 17 contracts across the world up until this moment meanwhile last year Terekas sold 6 machines.
The latest contract signed with the company from South African Republic in July was the first step to African continent.
„We believe that more are coming. After visiting a number of potential clients in SAR this summer we received the first inquiry immediately from the company that was looking for what we had to offer. They signed the reference agreement with us after purchasing the machine, indicating that we will be allowed to bring other potential customers from the country to see our technology in operation at their premises“, - said Head of Export Deparmtnet Gintautas Maksvytis.
Terekas has also signed one more contract with a company from the USA this year. They have been trying to step in the perspective US market that uses significant quantities of PET containers for years. Terekas shipped their first blower to the States several years ago, and received some interest afterwards, but the new contract only came-in this summer. The company is building a blow moulding machine for hot-fill bottles for the new American client. They are also planning to ship their stretch blowers to Spain, Iceland, Australia, Germany, Slovenia, Belarus, Baltic States and other countries this year.
Sales are based on conveyor method
Mr. Maksvytis notes that good results are the consequence of industrial conveyor method adapted in sales.
“The work of conveyor is based on specialization – and that is exactly how we set our sales department. Instead of trying to teach all salespeople everything from A to Z, we have assigned certain functions for different people. There are specialists who are responsible for sourcing new contacts only. Others use the ready-sourced contacts to get in touch with potential clients and introduce to them by telling more about what we do, and gather some basic information from them. We afterwards decide which country or region has the strongest potential and visit chosen companies there. When customers decide to visit us at Terekas, senior salespeople with in-depth technical knowledge take over for maximum support”, – the new sales conveyor method is described by Mr. Maksvytis, who also adds that it exceeded the expectations.
New machine to be launched in fall
International trade fairs remain an important tool when knocking on the door of new markets. Terekas takes part in several exhibitions each year and finds them useful.
“We are currently preparing for K Show in Dusseldorf where we will introduce our latest PET stretch blower FlexBlow that we have been developing for 2 years. It is a reduced size blower dedicated for those who need flexibility in relatively small production quantities. Normally PET blowers are rather sizeable and take a lot of space, therefore we came up with an idea to build a compact machine that does not take more space than a regular car and is easy to operate”, - Mr. Maksvytis notes.
According to him, the interest in the new model is so high that there have already been 6 premature contracts signed for the new reduced size PET blowers. All electric FlexBlow machines range from 1 to 5 cavities with the bottle output of up to 7500 bph. It was built for quick bottle format changeover that takes 30 minutes including the change of neck standard, mould, fine tuning and start-up, and will be demonstrated in 2 continents at the same time in October 2016: in Toronto, Canada and K-Show, Dussledorf.