 MSA + Distributor Partner = TEAMWORK We call them "Partners" About 20 years ago, MSA was proud to be the most prominent direct-seller of safety products to steel mills, chemical plants, fire departments, mines, utilities, etc., and confident that each MSA sales rep knew all angles of the job, from product knowledge to training and service. Each MSA sales rep handled most of his sales accounts alone. Twenty years later, it's a whole new world. MSA's industrial distribution strategy has changed from direct to indirect sales. We now believe that the strengths of our distributors allow us to serve our customers better. Customers have more choices, plus benefits such as one-stop shopping. Armed with specialized MSA product training and their own talented people, hundreds MSA's authorized distributors directly work with end-users of MSA's products. Different types of distributors give MSA greater abilities to serve more customers in more areas than ever before. MSA is proud of how our customers' satisfaction is boosted by the hundreds of great companies who work with us. We call them "Partners." MSA's own field personnel still have more than enough to do. Each specializes in a specific market (such as fire service or industrial) or product group (instruments or fall protection) or geographic area. They work with distributors' reps to form multi-dimensional teams all over North America. To find out who your MSA distributors are, just contact MSA's Customer Service Center at 1-800-MSA-2222. We call this "Teamwork" Monday: Randy, an account manager for a prominent MSA distributor partner, receives a call from his key account refinery about an incident involving an MSA breathing apparatus. The users accuse management of not providing them "state-of-the-art safety equipment." They want answers now! Randy contacts Ted, the MSA sales rep on this account. They schedule two meetings for Friday to talk with refinery management and union maintenance personnel. Thursday: The refinery changes the meetings to Monday and Tuesday. Ted can't make it, so another MSA team member steps in. But, while reviewing the situation, Paul realizes he will need to heavy-duty backup information and experience he doesn't yet have. Saturday & Sunday: Other MSA team members share with Paul their extensive knowledge, documentation, and support materials related to the product and the refining market. Monday: Randy and Paul address the refinery safety, industrial hygiene, and turnaround management staff. As a TEAM, they discuss current NIOSH and OSHA regulations, breathing rates, peak air-line flows, and redundant safety systems. Also, they address employee safety and TCO savings, the needs of both management and employees. Management agrees it might be time to upgrade their MSA breathing apparatus. Later that day, the refinery calls Randy to ask for a quotation in 2 hours! Paul is out of cell phone range, so Randy contacts Jeff, another MSA rep, and they feverishly put the quote together. Tuesday: Randy and Paul meet with refinery maintenance personnel for a two-hour Q&A session and product evaluation. They decide to upgrade to MSA's PremAire™ Respirator System. Conclusions: The stress-tested teamwork between MSA and this distributor Partner was proven to be genuine, communicative, fast, and efficient. MSA's Partner got a nice order. The refinery management got satisfaction. The refinery workers got nice new state-of-the-art equipment.
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