Some time ago we received a letter from a disgruntled customer, stating he was being robbed, was paying a demand charge for which he received nothing in return, and requested that we disconnect our service as he had ordered gas arcs and had installed thirty-two, three-mantle, installed on demonstration in competition with his system of 100-watt “B” lamps hung on dropcords, without shades.
We appeased the customer’s wrath.
We immediately went after the business, and by explaining the meaning of demand charge, not as our gas competitor had explained it, but the actual meaning of same, we appeased the customer’s wrath and he began to talk business.
We installed one 300-watt “C” lamp under white enamel diffusing reflector, on demonstration; we showed by shadow test the difference in candlepower and explained the advantages of type “C” large units over the type “B” in small units.
We secured an initial order for twelve300-watt units, replacing the trial gas installation. We have since been adding additional fixtures until we now have 30 such units installed; we also replaced 12 gas smoothing-irons with electric irons, and a gas hotplate with an electric hot-plate.
We now have a revenue of about $60.00 per month, and the customer is pleased, where we formerly had a $30.00 revenue and a dissatisfied customer.
MORAL: Don’t knock your competitor; there is something good in every proposition, but it is up to you as a salesman to show customer you have something better.