JUST KEEPS ON CLICKING.
And clicking. And clicking. And clicking.
You already know that the real value of tools
goes far beyond their initial cost.
Their value grows the longer they last.
Precision Instruments makes those kinds of tools.
And always ready to keep on clicking on.
866.897.3624 | torqwrench.com | P.O. Box 1306, Des Plaines, IL 60017
1846 Miner Street, Des Plaines, IL 60016 @p_i_torque
Micrometer (shown large)
& Split-Beam Torque Wrenches
to work and a solid foundation from which to serve customers.
“Eighteen of us were salespeople,” says Lee. “We were sales
driven from the beginning. Everybody loved what they did and
loved their customers, and just wanted to
serve them the best way possible.”
While Tencarva’s goals remain the same,
Muse says the execution is much different.
“Industry has changed. Our customers used
to be much more self-sufficient. Industrial
plants had more ability to do their own
repair work, to carry more inventory, to do
more installs,” he says. That is not the case
today. Instead, distributors are faced with
filling the gaps left between manufacturers and their customers.
“Even before it became a buzz word,
Training for the Long Haul
Tencarva was value-added,” say Pearce. “Much more is required of
In response to whether or not it was a struggle for Tencarva to
slip into the role that manufacturers were neglecting to fill, Lee
answers like a true salesman: “it was an opportunity.”
“Although we didn’t have any servicemen originally, we have
always been hands on. As a sales engineer, if I had a customer that
I wanted to sell a seal to, I would install it for him. We weren’t sell-
ing service, but service was always part of the action.”
In addition to their employee-owned philosophy, Tencarva places
an intense emphasis on training, both for the employee and the
customer. Hiring technically astute individ-
uals is the first step in this training process.
Instead of hiring salespeople and then
teaching them the product line, Tencarva
prefers to hire individuals who know how
the products work — and then teach them
to sell. “We bring young, talented engi-
neers out of college, train them, let them
see what we do and how we do it,” says
Taylor. “A lot of them are hands on and
are able to work with a customer to find
out what their particular problems are and
then apply the proper equipment to solve
that — that is really the thing that distinguishes us from other
Muse adds that they emphasize customer solutions over product
sales. “We are not selling pumps. The pump is the part that shows
up on the loading dock that receiving can mark and send the
paperwork to accounts payable so that we can get paid. What we
are really selling are solutions to problems. We want people with
strong backgrounds that are bright, because we require a lot of
Training for new sales personnel includes several weeks in
Trainees tear product apart and
put it back together, take inside
sales calls to become familiar with
the various product lines, and then
tag along with a seasoned rep to
get field experience.