A worldwide manufacturer of industrial cleaning products decided to take a look at Specialty Equipment’s drum and tote filling machines. It seems the customer had enough high maintenance and filler downtime after repeatedly buying from the lowest bidder. With its massive expansion plans, the company realized it was time to step-up in quality.
Several company executives flew to Houston to look over the Specialty Equipment plant and meet with the people that design and build the well-known, high-quality filling machines. The corporate execs also toured several user sites to see first-hand why Specialty Equipment machinery was worth more than others.
After satisfying the customer’s curiosity, Specialty Equipment provided several layout concepts and budget proposals. When the time was right, the firm bid package included two separate drum and tote filling systems.
The first system, a U-Line configuration with powered chains and jump roller transfer conveyors, was purchased with a critical delivery of eight weeks. The proposed system had a 12-week delivery. Unknown to Specialty Equipment, it was a test. Specialty took the order anyway, since the customer promised to work closely with them on the drawing approval and progressive payment terms.
Eight weeks later, the customer arrived at the Houston plant to view the test of the first system. Completely satisfied, the customer placed a purchase order for a second system, a Straight-Line configuration beginning with an automatic pallet dispenser. It included zones of chain conveyors, two walk-over sections and a twin-lance filler, all manufactured by Specialty Equipment.
Again, the customer visited the plant to view the system test. It followed with another purchase order for two more filling systems and a commitment for four more, later in the year. Each configuration was different, but all included a semi-automatic drum and IBC filler in the center.
