Grading

When any filter sand is used for filtration, its quality needs to be checked. The uniformity in size is very important and this is checked by using grades. If you want sand or gravel of a specific size, samples can be given to some companies who will supply the sand and gravel as per your sample. Quartz aggregates make good filter gravel and ones of good quality have slow rates of breakdown. Even though they are only the support media, it is important to use those of good quality.

Where are they used?

This kind of filter media finds applications in sewage treatment plants, pools, industries, etc. At times this filter sand is also used for decorative purposes and to make walking surfaces non-slippery. They make efficient filter media components as long as they are chosen well and supplied from a company which is careful about its standards. Using sand and gravel of inferior quality can result in bad filtration and may even damage the set up.

Features of a good filter media

Good filter media should be hard and shouldn’t break easily while in use. The sand should have good spherity and uniform size. The tightly packed sand increases the time where the material is retained resulting in better filtration. Triple washed and pres-sized sand is the one that is in great demand in industries and other places where water filtration is required. They are generally supplied in tightly packed bags.

Where can you find good filter media?

Look for filter media components like filter gravel and sand that is graded and certified before delivery. If you are planning a new technique which requires a specific size of the filter media, a few good companies will even supply sand and gravel according to your specifications. A good company will also deliver on time and will have strict quality testing procedures. A good supplying company will give you all the details you ask and will most probably display them in places easily accessible to the customers like websites.

In this series of articles, based on 999 Legendary Selling For The 21st Century, we review the differentiators between those who consistently over achieve and those who do not. Many of these people are legends in the selling profession. This is the first article where we briefly review a key differentiator – Integrity.

Integrity is defined as honesty and soundness.

It is essential that a Sales Legend maintains an honesty at all times about who they are, what they represent, and that they be honest in all dealings with a client and within their own employer. It is of course preferable that they be honest at all times, and in all things.

Never has it been more important than in the 21st Century, with all the regulatory change in recent years, to have integrity at all levels in your work as a sales person; to declare all conflicts of interest; and to be sure that what you are selling to your client will effectively meet their business needs. It is necessary to also be aware of regulations regarding discounting.

It is important to remember, that the smallest slip in integrity (the lie that didn’t seem important at the time) can cost you everything in the end. Most importantly it can cost you your reputation.

First, we will look at personal integrity as this is the foundation of being a successful sales person. Yes, you can still sell if you are dishonest, but you will have to keep moving from client to client, from employer to employer; from region to region. A reputation damaged by dishonesty is almost impossible to repair, it is a long and hard road back to integrity.

You need to know and understand who you are, first and foremost. You must live in this person, and not try to be someone else. If you lie about your background, the school you went to, the place where you live or lived, who your parents were or are – then you are placing not only yourself at risk but also your opportunity to be a great salesperson.

Now, this does not mean that you turn every buyers’ office into a confessional – that would not be a good idea! It does mean however, that you never lie about, or try to hide, who you really are. It does not mean that you live your whole life in your suit, or never have any fun. It just means that you must always remain honest with, and about, yourself.

Personal integrity must not be confused with a right to privacy. However, you must be prepared to be open and honest if any subject is ever raised.

From your personal integrity, will be formed a large part of your reputation, and that reputation often precedes you into a sales process. You may be called by a new client because you have an excellent reputation, and you will always be respected by clients for the same reason.

If you want to be highly successful in a sales career, then it is important to be able to manage any intolerance, impatience, or prejudices that you may have. It is preferably, especially when it comes to intolerance or prejudice, that you manage them so well, you manage them right out of your space!

Prejudice and intolerance have no place in selling.

As a salesperson, you must be able to sell to a client, regardless of the colour, race, religion, level of education, disability, rating on the ‘pain in the butt’ scale, or the incompatible personal interests of your client employees and decision makers.

To be able to remain in integrity, and do this well, it is best if you can rid yourself of such judgements. If you cannot change your heart, it will be tough to remain in integrity, but then you at least must change your behaviour and demonstrate genuine tolerance. You do not have to agree with anyone else’ beliefs, to be tolerant of them.

We do have to respect customers but do not have to share the same views as they do. You must however be tolerant of their circumstances; their race and religion; their culture, customs and background; their level of stupidity, brilliance or arrogance; and even be able to remain respectful when they are unpleasant to deal with!

You do not need to approve, or condone their behaviour. You do not need to agree with their activities, religion or culture. You just have to accept it is their right, and get on with the business of finding enough common ground to connect and close your sale.

This Century is a whole new world full of regulatory traps placed everywhere in organisations to catch an unwary sales person, or their buyer, and rob them of an excellent opportunity, or possibly ruin a career and even get you, or your client decision maker fired!

In 2010, and beyond, no professional sales person should engage any longer in inappropriate behaviour with any client, at any level, ever!

Professional integrity means never accepting bribes, or gifts that are inappropriate. It also means never giving what your client may not receive. It is your responsibility to understand the regulations of your country, and the rules in both your clients’ organisation and your own. It is your responsibility to play the game within those regulatory boundaries.

As mentioned above, be very well informed of discount policies and how they can impact your partners and your clients, and ultimately you and your organisation. Breaching Discount regulations is a criminal offence similar to price fixing, or competitive agreements. Many, even senior sales people have not yet fully understood the ramifications of discounting.

If you sell from a platform of both personal and professional integrity, then you will be in a position to build a fabulous sales career, operate with a greater sense of self esteem, and show your face everywhere, at anytime without fear of repercussions, or discovery.

In this series of articles, based on 999 Legendary Selling For The 21st Century, we review the differentiators between those who consistently over achieve and those who do not. Many of these people are legends in the selling profession. This is the second article where we briefly review another key differentiator – Qualifying Your Deal.

A Sales Legend will know with a high degree of certainty whether or not they can, and will, win a deal. This comes partly from experience, but mostly this is the result of a ‘knowing’ that they have followed all the elements of a great sales campaign or not.

From these elements comes a full understanding of the client business case, appropriate coverage at all influential points within the client and a level of connection that will mean he or she is alerted to any change however minor. They will be sure that everyone on their own virtual team has followed up, and done their part towards the closing step. They will have bullets ready if required, they will have spread goodwill and good business sense everywhere. They will have planned to win!

It all begins with a very hard look whether it is even possible to win this client and/or this deal. You will be aware of what can stop you, and have a plan to neutralise any negative influences. It is possible to predict with reliability whether you can, or will, win a deal or a client.

In the heat of the excitement of a new deal or client to enter in the CRM, truly honest qualification is frequently overlooked, and we waste valuable resources, time and energy chasing something we will never have.

Then you are dream chasing, instead of objective rational sales process.

This is happening everywhere, and it is wasting company resources, draining profitability and frustrating salespeople. Even very experienced salespeople very rarely spend sufficient time and energy in the qualification phase. So no apologies about telling you ‘how to suck eggs’, because more than 95% of you still need to get this vital step absolutely right! If you do, you can expect to win 85% of your bids!

Are you a day late, or a dollar short?

How long have you known about this opportunity? Did you find the RFP in a newspaper, or were you there before the project was even conceived? If you were not, then your chances of winning are indeed quite low. There are a few rare exceptions, but most of you are not very likely to be lucky enough to have one of them.

The only winners of large solution deals are those who are trusted by the client and who have put in the hard yards to win the race.

The rest of you, despite what you are told, are just there for price comparison or it is an open tender by law, or for interest only.

This is a time for honesty and integrity. If you are not well placed, then how the hell are you going to be able to overtake all the other runners and cross the line.

If you just said best price, I may kill you!

That is the next part of my question above.

Are you going to be able to price your solution to justify value and be competitive? That does not mean be the cheapest. What weighting does price have in the selection process?

These first two questions may well quickly identify what time and resource, if any, you should invest in a given client or opportunity.

You are not lucky and it is not because you were assigned that client. Go up a few notches on the strategy scale. How did you find out about this opportunity? Do you already have a good existing relationship with at least some of the key influencers? Did they call you and tell you about this? Were you invited to a meeting with a senior executive who invited you to become involved to help him or her? (Now you have my attention).

What right do you have to win this opportunity? Make sure you can clearly articulate this to yourself and your support team. If they understand why you are there, then they will have stronger faith in your ability to execute a great winning campaign.

How and Why you are there is a very valuable piece of information to consider in planning your strategy.

This is a time to realistically assess your company, and their ability to deliver on your promises. Evaluate each element of your proposed solution and understand how you will position it not only to win, but to disadvantage your competition. Analyse thoroughly to know whether or not you have the winning solution around which you can wrap intelligent strategy and unbeatable value.

Analyse market, competitive and environmental conditions. Study political ramifications, they can defeat you before you start and sometimes are unchangeable.

Qualification is one of the most important steps in the sales process. Do not skip it, and do not rush it – It will determine your success rate. Only if you know you can, and will win, can you fully and confidently commit resources and your time. An expectation of loss, or a hesitation in commitment, will rarely see a surprise win!

Qualify Hard, Bid Less and Win More!

Commonly used forklift attachments

Often forklifts will need to carry personnel to certain height for replacing or repairing things. This needs some safety features on the forklifts to prevent falls which include safety cages. A safety cage is almost an essential forklift attachment which gives access to things stored at a height. If things have to be moved in bags, bag lifters can be attached to the fork. Almost every function can be performed by choose a specific attachment. If your forklift needs to move something with wheels, an adaptor can be used which will pull it along.

Tippers

When you need to move material that can be poured out of the bins, tipper bins can be used as attachments. The forklift attachment makes the job easier, increasing efficiency. Tippers can be loaded by automation or manually and the carrying and unloading will need no additional help from people. This decreases the man power required for the functioning of any establishment.

Moving carpets

At times carpet poles are used with the forklifts to move rolled carpets around. This is a feature that comes in very useful in companies that deal with manufacture or use a large number of carpets or carpet like materials. Slippers and spreaders help to slip the fork under the heavy materials. Any rolled material found in textile industry, paper industry, etc. can be moved around with the help of this attachment. Tarp spreaders are also widely used in big industries.

Drum handling

For materials that are transported in drums, there is a special attachment called forklift drum handling attachment which makes it easy to pick and move drums around. Forklift attachments make the task simple for the personnel and the speed of transport all together results in cost effective business. There are specifications you can provide according to your requirements. For each attachment, there are different models that can be chosen depending on your needs.

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