Beruflich Dokumente
Kultur Dokumente
investing in mechanized
scaling?
Rick Kraft
Selling Scalers
Normeeting 2012
Normeeting 2012
Scaling is dangerous:
- to NOT scale is fatal!
Normeeting 2012
Personal examples
1. Homestake
2. BullFrog
3. AJ
4. Limestone
5. Trout Lake
Normeeting 2012
How to sell
Understand the local conditions
A. Rock type
B. Geologic structure
C. How are they scaling now?
D. What is the roof control plan?
E. KNOW your customer
Normeeting 2012
Normeeting 2012
How to sell
It is required to know some basics of geology:
1. Types of rock
A. Igneous
B. Metamorphic
C. Sedimentary
Normeeting 2012
Rock cycle
Normeeting 2012
Igneous Rock
1. Generally is the most competent and requires the least
scaling
Normeeting 2012
10
Normeeting 2012
11
Normeeting 2012
12
Metamorphic Rock
1. Generally is the most difficult to predict and identify
loose material
2. The twisted and folded nature of many metamorphic
rock structures will produce very localized weak bonds
between layers
Normeeting 2012
13
Normeeting 2012
14
Normeeting 2012
15
Sedimentary Rock:
1. Generally is the easiest to identify loose material
2. Sedimentary layers predictably separate along weak
bonds and may produce large blocks and consistant
slabbing
Normeeting 2012
16
Normeeting 2012
17
Normeeting 2012
18
How to sell
1. Visit your customer
2. Ask about the Roof Control Plan
3. LISTEN!
4. LOOK at the current methods your customer is using
to scale
5. Study the application
6. Ask questions and LISTEN
Normeeting 2012
19
Normeeting 2012
20
Normeeting 2012
21
Normeeting 2012
22
Normeeting 2012
23
Normeeting 2012
24
How to sell
1. Pick or hammer?
Your customer normally has a preference and will
choose for you
2. Emphasize safety
3. LISTEN!
4. Emphasize after sales support
5. Ask questions and LISTEN
6. Engage in the details of your customers specific
application
Normeeting 2012
25
Best practice
1. What is your customers roof control plan and scaling practise and policies?
2. Post blast inspection
A. Wet the rock if possible
B. Look for bootlegs
3. Visual inspection
A. Look for shifted or displaced rock
B. Look for small rocks that key in large rocks
C. Look at the rock from several different angles
D. Be alert!
E. There is no perfect method
4. Sound inspection
A. Difficult to do in a mechanicanized scaler
5. Discuss and communicate with your customer
Normeeting 2012
26
How to sell
1. Be aware
- we have many competitors!
Normeeting 2012
27
Competition
Normeeting 2012
28
Competition
Normeeting 2012
29
Competition
Normeeting 2012
30
Competition
Normeeting 2012
31
Normeeting 2012
32
Normeeting 2012
33
Summary
1. The key to selling Normet scalers is to take the time to engage in
the detail and understanding of your customers unique scaling
application and convey confidence that the Normet product is the
safest and most effective solution
2. Proper planning and action for parts, training and service support
will create continued customer satisfaction
Normeeting 2012
34
Normeeting 2012
35
GOOD LUCK!
Normeeting 2012
36