I found this oldie but goodie article from the archives on how to do electrostatic demonstrations. This is one of those pieces of advice that still holds true today and never goes out of style….. I don’t know who wrote it. But I do know they work for us!
“….While doing electrostatic demos in the past, I frequently asked the customer how my competitor did during his demo. I usually heard very bad comments like:
• His equipment didn’t work!
• Black stuff came out of his pump!
• He didn’t have the right gun!
• His nozzle was wrong!
In general, my competitor just wasn’t prepared! Was I glad that wasn’t me because I would never do a demo that unprepared! Now it was my opportunity to show the customer my “stuff”. I started to carry my demo equipment into the plant (three trips to my car).
Assembly took me almost 30 minutes and of course, I was missing an air hose. I asked the customer for quick disconnect fitting and another 15 minutes went by. The real problem came when I asked the customer for a 5 gallon bucket (clean, of course). He found a bucket that was currently used as a trash can and made an attempt to scrape it clean. Another half hour. Obviously, the customer was not impressed, as we were not spraying paint yet.
Finally 1½ hours later, we have the paint in the system but for some reason it s not wrapping and I find out that the black paint has carbon in it and it is shorting out the electrostatics. On the way back to the office, I am very discouraged and frustrated. Then it dawns on me – “I am my competitor”. I just made the same mistakes that I was laughing at him for doing. I thought could never be that stupid. Boy, it was a long ride back to the office.
During this drive, I started to think. I don’t have to worry about my competition. “I am my competition.” I lost this sale by myself. It was totally my fault as the term “the easiest way to lose a sale is to do a demo” entered my mind.
Then I started to get mad at myself. How could I be so stupid? What can I do so this never happens again? My brain went into the “deep thought” process. “Yes, I do believe I can plan so that this doesn’t happen again and my close ratio on sales will certainly go up as I can then be in control of the situation.”
This is what I decided I must do:
1. All equipment must be cart mounted.
2. All equipment must be assembled – all hoses, fittings, etc. This eliminates any chance of leaving things at the shop.
I must bring with me:
- Five Gallon bucket with line
- One gallon cans (new)
- Solvent for cleaning (one gallon)
- Zahn cup or Afnor 4 cur
- Stop Watch
- Quick disconnect fittings (6 stems will cover most customers)
- Cart must have an air blow gun (non safety) or a ball valve for quick easy tip cleaning
- Solvent for conductivity adjustment
- Paint Meter
- Anything else?
Yes, this sounds like I have everything and I’ll really be organized and prepared, but what about that “black” hot paint?