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May/June 2012
get to know one another better and share contacts, etc. “Customers networking with other customers is a concept I took from a company I worked for in the past,” Kevin Wettschurack said. “We really try to show our customers that we put them first and are willing to help them be successful, thus gaining customer loyalty. Furthermore, it is just the right thing to do. “We provide products and solutions that customers need and want. Beyond this, we are interested in how customers’ businesses are doing. We try to find out whom they are working with; and connect them with somebody to help their businesses. “This has been a great way of really getting to know our customers and actually helping them out as well. It shows them we are about more than just trying to sell a product. It shows we actually care. The stronger our customers’ businesses are, the stronger our
company is, which is a win-win for everybody. We have developed great partnerships with many of our customers.” Gilda Wettschurack added: “For example, we sell to several cleaning contractors, and they have helped us and we have helped them. Many times they tell their clients that they have a great relationship with Kinney Paper & Chemical, which, in turn, opens doors for more business for us. Recently, we have been on a roll in gaining customers through these kinds of word-of-mouth references.” In speaking of partnering with customers, Kevin Wettschurack told of one cleaning contractor that Kinney Paper & Chemical is helping get a leg up in the industry. “We have been mentoring the cleaning contractor folks to help them get on their feet,” Kevin Wettschurack said. “We have given them suggestions and training.” In return, Kevin Wettschurack said, the cleaning contractor makes known to its clients the outstanding services and products it receives from Kinney Paper & Chemical Co. “For the past several months, this has really opened a lot of doors for sales opportunities,” Kevin Wettschurack said. “This is one of several great partnerships that we have with customers, which are a win-win for everybody. “In addition, we have many longterm customers, not only because of the mutual loyalty and commitment that we have to one another, but also because we offer very competitive pricing. If we see an opportunity to save a customer ÊV> Êà ÛiÊÞ ÕÀÊ ` ÀÊEÊ«>Ì }i Ê money, we will pursue that course. «À L i ÃÊµÕ V ÞÊ> `Êi>à ް Also, keeping our margins at a very competitive market price makes it tougher for someone else to come in and take the business away from Kinney Paper & Chemical.” While Kinney Paper & Chemical is committed to offering competitive pricing, just slashing prices to save money is not always in the customer’s best interest. This was a dilemma faced by many companies during the worst of the recession. “It was really tough during the recession when some of our large customers came to us saying they had to cut their budgets by 10 percent,” Gilda Wettschurack said. “Our reaction was Jon Scoles, President, Scoles Floor Shine Industries to try to help the customer cut costs in Red Bank, NJ ways other than just lowering prices.” An exclusive Airx Distributor since 1986 Kevin Wettschurack added: “Rather than saying, ‘OK, we are just going to ÃÊ> ÊiÝV Õà ÛiÊ ÀÝÊ` ÃÌÀ LÕÌ ÀÊÞ ÕÊV> Êà ÛiÊÞ ÕÀÊVÕÃÌ iÀ½ÃÊ ` ÀÊEÊ cut our price,’ we said to customers, ‘Let’s figure out a way together to come «>Ì }i Ê«À L i ÃÊ> `Ê}> ÊÛ> Õ>L iÊÀi«i>ÌÊÃ> iÃÊv ÀÊÞi>ÀÃÊÌ ÊV i°Ê up with your 10 percent savings.’ For example, we can install dilution sysAs our exclusive Airx distributor you get: tems to allow customers to control the amount of chemicals being used by UÊ/ iÊ ÃÌÊ>`Û> Vi`Ê iÊ vÊ ` ÀÊEÊ«>Ì }i ÊV ÌÀ Ê«À `ÕVÌÃÊ ÊÌ iÊ >À iÌ° cleaning personnel.” UÊ/ ÊvÀiiÊ>VViÃÃÊÌ Ê ÕÀÊ } ÞÊÌÀ> i`ÊÃ> iÃÊëiV > ÃÌð Gilda Wettschurack told about some of the ways Kinney Paper & Chemical UÊ*À Ì > Ê vviÀÃÊv ÀÊÞ ÕÀÊÃ> iÃÊ«i « iÊÌ Ê}À ÜÊÞ ÕÀÊLÕà iÃð helps customers stay competitive, esUÊ } Ê«À wÌÊ >À} ÃÊ> `ÊÀi«i>ÌÊLÕà iÃð pecially during these down economic times. The first step is often visiting a UÊ vw >ÌiÊ«À }À> Êv ÀÊ ÌiÀ iÌÊÃ> iÃ]ÊÜiÊà «Ê> `ÊÞ ÕÊ}iÌÊÌ iÊ«À wÌ° customer’s facility and conducting an UÊ ÝÌÀi i ÞÊ ÜÊ Õ Ê À`iÀÃÊÜ Ì Ê` ÃV Õ Ìi`ÊvÀi } Ì°Ê analysis of the company’s cleaning program. UÊ"À`iÀÃÊà ««i`ÊÜ Ì Ê£ÓÊ ÕÀÃÊ vÊ« >V }Ê À`iÀÊ ÀÊv>ÃÌiÀ° Scan to get info “The first thing that we look at is if the customer is using multiple products to do the same job when one or / Ê i>À Ê Ài]ÊV> Ênää {{{ n ääÊ> `Ê>à Êv ÀÊ iLL iÊ ÀÊ °Ê 6 à ÌÊÕÃÊ iÊ ÊÜÜÜ°> ÀÝ v °V É > > ÀÝ° Ì two products would suffice,” Gilda Wettschurack said. “Perhaps we can set Airx Laboratories is a division of The Bullen Companies, Folcroft, PA. ® the customer up with a new paper program that will cost less money.
I am Airx
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