Ascension Industries Conducts First Annual Durco Industrial Filtration Seminar for Sales Representatives
Two-day program held at Niagara County Center for Economic Development and Ascension’s corporate facilities
Like the first day in a new school, nervous strangers gathered with notepads and nametags, trading handshakes and small talk over sips of coffee. The diverse group came from across the United States and Canada, some well seasoned in selling filtration equipment, others new to the business.
They faced a cluster of managers and employees from Ascension Industries, a company with more than a half-century of heavy manufacturing experience for the process industries.
Goals were set, but expectations were unsettled. How many handouts, PowerPoint slides, and tricks with a laser pointer could be endured without intermittent bouts of snoring? When the seminar concluded, there were more laughs than nodding off, and som much engaging debate among all parties that the sponsoring principles wondered, "Who learned more"?
Seminar Goals for Sales Representatives:
- Become trained and knowledgeable about the operational advantages of Ascension's Durco Filtration systems and equipment;
- See first-hand the design and manufacturing resources and capability backing Durco Filtration products;
- Gain insight into current Durco Ffiltration projects and applications;
- Understand how the company is leveraging the "DURCO" filter brand;
- Learn about marketing and advertising initiatives to support sales;
- Experience the best of Buffalo’s "Pizza-n-Wings."
Seminar Goals for Ascension Industries:
- Gain critical feedback about all aspects of the business from "the troops on the front line" who have direct contact with customers and prospects;
- Learn what assistance from the factory is needed most to support the reps’ and their clients;
- Develop functional lines of communication and working relationships that contribute to all-around success and growth;
- Build two-way confidence that Ascension Industries Durco filtration Division is a formidable player in the industrial filtration equipment industry, supported by the best-trained, most knowledgeable, and talented network of sales representatives.
April 4th – Handouts & Hot Topics
Day one, held at the Niagara County Center for Economic Development began with a brief introduction by Jack Kopczynski, President of Ascension Industries. Scheduled to follow Jack from Ascension were Mike Duval, Stephen Munschauer, Ragan Hinshaw, Jim Dinkhun, Aireal Brown, and Frank Pastore.
The overall objective was achieved. Ascension Industries gained honest input and advice from its Durco Filtration people out in the field, good information that the company never would have had a chance to grasp without the involvement of its reps.
Guest speaker, Dr. Steve Winder of 1stFlash.com Web Marketing Consultants spoke about Search Engine Optimization, the Ascension Industries Web Marketing Strategy, and how Durco filter sales representatives can use the Web more effectively to build a stronger position in the marketplace.
The remainder of the afternoon was devoted to an open forum of shared experiences and friendly debate on the challenges of selling filtration equipment, and with a presentation by the Ascension engineering department.
April 5th – Hands-on at Sweeney Street & Erie Avenue
Day two was devoted to touring the Ascension facilities, first on Sweeney Street, North Tonawanda. Foreman Dave Lemma led representatives first-hand through Fuel Cell projects in production and demonstrated how the units function. The Sweeney Street visit also provided an opportunity to view the DURCO archives and various intellectual properties being used to maintain the DURCO legacy.
Moving to the main facility on Erie Avenue, North Tonawanda, representatives were surprised to witness the variety and scope of manufacturing capabilities offered by Ascension Industries – from laser cutting, heavy machining, and fabrication, to the proprietary line of St. Mary Spin Rolls, and the array of DURCO filtration products.
After the tour, Jim Ginnitti and Ragan Hinshaw guided representatives through an up-close-and-personal view of various filter media, replacement parts, and applications.
Culinary Conclusions
After a productive brainstorming session, the representatives, many of whom had never visited the area before, were treated to Buffalo-style pizza and its legendary chicken wings. This culinary prowess prompted universal agreement not always enjoyed over the previous two days.
Yet, at the parting of ways, even the seasoned veterans among the representatives were appreciative of how much they had learned in such a short time. For Ascension Industries, the learning curve seemed just as vital and refreshing. Everyone that participated walked away with a sense of renewed faith in business relationships and the unlimited possibilities for growth.
Class dismissed – but see you next year!
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