New Marketing Approach for Industrial Flooring Products
A kit-based approach to selling epoxy floor coatings is now
being used to target both industrial and home users. These
all-in-one kits have been developed with the recognition that
people want to buy solutions not products. This outcome-based
concept ensures that all of the goals for the floor are met and
that all of the required tools are available during the
installation. To compensate for lack of training and for the
inevitable unexpected questions and problems, a complimentary
24/7 help line is provided along with the kit so applicators can
be assured of staying on track.
The process of obtaining a custom-built kit starts with filling
out a web-based, free cost analysis form. The floor's condition,
the owner's preferences, and the desired outcome are factored in
by an automated computer system. From that point, field
technicians prepare a recommended kit of materials and
step-by-step instructions tailored to take the project from
beginning to end.
This "kit" approach stands in contrast to the alternative of
shopping at local retail stores for supplies which, if they can
be found, often don't match the needs of the project. When a
handle for a roller frame is needed, should it be 4 ft., 5 ft.,
or 6 ft. in length? Should it have a metal or wood thread?
Should it have a 1-inch diameter or 1-