PRM "Beyond the Part" 90-day Sales Challenge

Challenge Overview

Welcome, Sales Agents! This document is designed to empower you with the knowledge and strategies to not just meet, but exceed your sales goals by truly understanding and articulating the immense value PRM Filtration and its family of divisions bring to our clients. While our shop.prmfiltration.com site makes it easy for customers to find specific parts, your role is pivotal in transforming these transactional inquiries into comprehensive, high-value solutions.

Our most successful agents understand that a client seeking a $5 part might also have a $1M system need. This guide will help you identify those opportunities, initiate more meaningful conversations, and ultimately close more impactful deals, contributing significantly to our collective success.

The Challenge: Over these 90 days, each salesperson is assigned a goal of $500,000 in sales, creating a Cumulative Sales Total of $2,000,000. While individual effort is key, our shared objective is the Team's Cumulative Sales Total.

For individual bonuses to be paid out, the overall team goal must be met. Once this collective target is achieved, all salespersons who have successfully met or exceeded their individual $500,000 goal will receive an additional $500 bonus. Your contribution helps the whole team unlock this opportunity. Let's make it happen together!

Sales Tracking

This information is pulled from NSAW daily based on closures for the company.

Team Cumulative Sales Progress (Goal: $2,000,000):

Individual Sales Progress:

Understanding PRM Filtration & Our Divisions

PRM Filtration is a leading provider of environmental remediation and process treatment solutions. We specialize in air and water treatment, offering everything from individual components to fully integrated, custom-engineered systems. Our strength lies in our ability to deliver comprehensive solutions tailored to complex environmental challenges.

Our family of divisions expands our capabilities and expertise:

• PRM Filtration (prmfiltration.com): Our core business, offering comprehensive solutions for groundwater and soil vapor remediation, including complex air and water treatment systems. We pride ourselves on custom engineering and turnkey project delivery.
• PRM Shop (shop.prmfiltration.com): Our eCommerce platform, providing easy access to individual parts, components, and supplies. This is often the initial point of contact for clients and a prime opportunity for you to demonstrate our broader capabilities.
• Falmouth Products (falmouthproducts.com): Specializes in high-quality activated carbon filtration systems for municipal and industrial applications, crucial for effective contaminant removal.
• Magstrainger (magstrainger.com): Focuses on advanced separation solutions, primarily high-quality oil-water separators and coalescing plate separators, essential for wastewater treatment and spill remediation.
• Spartox (spartox.com): Offers cutting-edge Advanced Oxidation Systems (AOS) for the effective and efficient treatment of a wide range of recalcitrant contaminants that methods might miss.
• LMS Remediation (lmsremediation.com): Provides expert remediation services, including site assessment, system design, installation, operation, and maintenance, ensuring long-term project success.

The PRM Sales Philosophy: Beyond the Part, Towards the Partnership

The true art of sales at PRM lies in moving beyond the immediate, often small, request to uncover the larger, underlying needs of the client. Every inquiry for a single component is a golden opportunity to initiate a dialogue about their broader operational challenges and how PRM can provide a holistic solution.

Consider these scenarios:

• The Blower Inquiry: A client calls, looking to buy "a blower" for their shop.prmfiltration.com cart. While we can certainly sell them just the blower, your immediate thought should be: "Why do they need this blower? What system is it going into?" This single part could be part of a much larger requirement, such as:
  • A full Blower Skid for stability and integration.
  • A UL Listed Control Panel to safely operate and automate the system.
  • A Knock-Out Tank to protect the blower from liquids.
  • Or a multitude of other items required for a complete, functional system.

  By asking the right questions, you transform a transactional sale into a consultation, positioning PRM as their comprehensive solution provider.

• The Filter Housing Opportunity: Imagine a client looking for "two six-bag filter housings," potentially a $15,000 order from our eCommerce site. This is a great start, but it's just the tip of the iceberg! Do they also need:
  • (2) 10,000 lbs carbon absorbers with carbon? This could be an additional $500,000 order that they are currently looking to place with someone else!

These examples highlight the critical importance of a value-add approach. Our goal is to uncover the full scope of the client's project, identify their unspoken needs, and demonstrate how PRM's integrated solutions can save them time, money, and headaches in the long run. If they don't know we can help with the larger picture, they will go elsewhere.

Leveraging Experience & Training for Higher Success

At PRM, we have seasoned professionals who consistently generate millions in sales annually because they possess deep industry experience and knowledge. They've honed their skills over time, often learning through direct experience.

Today, you have an unparalleled opportunity to accelerate that learning curve. We are committed to providing insight and training at any point in your sales career to make you more efficient, quicker.

Actionable Insight: Meet Mel!

Over the next few weeks, we strongly encourage all sales agents to schedule 10-15 minutes with Mel, either individually or in small groups. Mel will walk you through our manufacturing space, physically showing you how PRM's integrated capabilities come to life. Seeing our systems being built, understanding the components, and visualizing the complete solutions will equip you with invaluable insights to use in your client conversations. This firsthand experience will significantly enhance your ability to identify and articulate the full range of PRM's offerings.

A Special Incentive: The "Beyond the Part" Team Bonus!

We have the best sales team, and we are growing stronger! To show our tremendous appreciation for your hard work and dedication, we are thrilled to announce a special incentive for the **PRM "Beyond the Part" 90-day Sales Challenge**. In the months of August, September, and October, let's truly knock it out of the park. If, as a team, we collectively achieve a total sales volume of **$2,000,000**, management will reward the entire team with a $500 bonus! We are confident in your ability to go "beyond the part" and reach this goal. Let's crush it!

Key Remediation Offerings & Our Excellence

Here is an overview of the wide array of products and services PRM and its divisions can provide, along with how we excel in each area. Use this as a reference to guide your conversations and identify cross-selling opportunities:

• Customized Connex Shipping Container Systems

  How we excel: We provide turnkey, rapidly deployable, secure, and weather-resistant solutions that are scalable to project needs, offering complete environmental control and robust protection for sensitive equipment.

• Foam Core Panel Enclosures

  How we excel: Our enclosures are insulated, durable, highly customizable, and designed for quick assembly, providing a clean, professional, and protective environment for systems with aesthetic appeal.

• UL Listed Control Panel Systems

  How we excel: We design and build UL-certified control panels, ensuring the highest standards of safety, compliance, and reliability. Our panels feature custom programming for seamless system integration and automated operation.

• Third-Party Certification for Full Systems

  How we excel: Our commitment to third-party certification ensures assured quality, regulatory compliance, and reduced risk for our clients. This independent validation enhances our credibility and provides peace of mind.

• Flares (Vapor Combustors)

  How we excel: We offer a range of flares for efficient destruction of Volatile Organic Compounds (VOCs), designed for various flow rates and compositions, ensuring reliable ignition and meeting stringent air quality regulations.

• Air Strippers

  How we excel: Our air strippers are highly effective for removing VOCs and other contaminants from water. They feature robust designs, various configurations (packed tower, tray), and are engineered for low maintenance and high removal efficiency.

• Oil Water Separators (Magstrainger Units)

  How we excel: Leveraging Magstrainger's expertise, we provide high-efficiency separation solutions that effectively remove free and emulsified oils from water, ensuring compliant discharge and robust construction for various flow rates.

• Carbon Adsorbers (Granular Activated Carbon - GAC, including Falmouth Products Units)

  How we excel: Our carbon adsorption systems offer high capacity for a broad range of contaminants in both liquid and vapor phases. We provide various sizes, custom media blends, and refillable options for long-term, effective treatment, often incorporating Falmouth Products' specialized units.

• Bag Filters & Filter Housings

  How we excel: We supply robust and efficient bag filters and housings designed for high flow rates and superior particle removal. Our systems are built for durability and ease of maintenance.

• Liquid Phase Filtration Systems

  How we excel: We offer comprehensive and tailored liquid phase filtration solutions for water treatment, utilizing various media options to achieve specific contaminant removal goals with optimal performance.

• Vapor Phase Filtration Systems

  How we excel: Our vapor phase filtration systems are custom-sized and engineered with various media options to effectively treat air emissions, targeting specific VOCs and odors to ensure regulatory compliance.

• Groundwater Treatment Systems

  How we excel: We provide holistic groundwater treatment solutions, often combining multiple technologies (e.g., air stripping, carbon adsorption) with automated operations for long-term effectiveness and minimal site intervention.

• Soil Vapor Extraction (SVE) Systems

  How we excel: Our SVE systems efficiently remove VOCs from subsurface soils. We offer tailored configurations and advanced controls to optimize contaminant mass removal.

• Dual Phase Extraction (DPE) Systems

  How we excel: Designed for complex sites, our DPE systems simultaneously extract both contaminated groundwater and soil vapor, providing a comprehensive and optimized remediation approach.

• Spartox Units (Advanced Oxidation Systems - AOS)

  How we excel: Spartox AOS units utilize advanced chemical oxidation processes to effectively break down recalcitrant compounds and emerging contaminants that are difficult to treat with conventional methods, offering superior removal efficiencies.

• Pumps (Various Types)

  How we excel: We source and integrate durable, high-performance pumps specifically matched to application needs, ensuring reliable fluid transfer within our systems.

• Blowers (Various Types)

  How we excel: Our selection of blowers is chosen for energy efficiency, robust construction, and optimized air flow for various remediation applications, ensuring quiet and dependable operation.

• Heat Exchangers

  How we excel: We incorporate efficient heat exchangers for temperature control within systems, designed with robust materials to handle challenging process streams.

• Instrumentation & Monitoring

  How we excel: Our systems include high-quality instrumentation for real-time data acquisition, accurate measurements, and remote monitoring capabilities, facilitating compliance reporting and operational insights.

• Piping & Valving

  How we excel: We utilize high-quality materials and ensure proper sizing and installation of piping and valving for leak-free, efficient fluid and vapor transfer and seamless system integration.

• Ancillary Equipment

  How we excel: We provide all necessary ancillary equipment to support full system operation, ensuring comprehensive and reliable solutions from start to finish.

• System Integration & Project Management (LMS Remediation)

  How we excel: Leveraging LMS Remediation's expertise, we offer turnkey solutions, acting as a single point of contact from conceptual design through installation and startup. Our efficient project management ensures customized solutions delivered on time and within budget.

• Field Services & Technical Support

  How we excel: Our experienced technicians provide rapid response, ongoing maintenance, troubleshooting, and operational support, ensuring the long-term effectiveness and optimal performance of our installed systems.

Recommended YouTube Videos for Sales Agents

To further enhance your skills as a high-power eCommerce sales agent, here are 5 YouTube videos that delve into crucial sales strategies:

• "5 Upselling techniques to improve your B2B sales strategy" by Surpath: Link to Video

  Focus: Practical tips for B2B upselling, which is directly relevant to identifying larger system needs from smaller inquiries.

• "The Forgotten Value in B2B Sales | Sales Strategies" by Engaged Selling Solutions: Link to Video

  Focus: Understanding and articulating value beyond tangible features, including intangible and personal value – crucial for complex system sales.

• "What is Solution Selling?" by Learning Curve: Link to Video

  Focus: Explains the core principles of solution selling, emphasizing understanding customer problems and designing tailored solutions, which is exactly what we aim for.

• "Understanding Customer Wants vs. Needs" by Shep Hyken: Link to Video

  Focus: Differentiating between what a customer *thinks* they want and what they *truly need*, guiding you to ask more probing questions.

• "6 Most Powerful Sales Questions Ever (Sales Questioning Techniques)" by Daniel Priestley: Link to Video

  Focus: Practical examples of powerful questions to steer conversations, uncover pain points, and lead to more effective sales interactions.

Conclusion

Your role as a sales agent is incredibly valuable to PRM Filtration and its divisions. By adopting a proactive, value-driven approach – looking beyond the initial part inquiry to the full scope of a client's needs – you will not only drive greater revenue but also build stronger, more trusted relationships with our clients. Embrace the opportunity to learn, to connect with Mel, and to apply these strategies. Together, we will achieve greater success and deliver unparalleled value to the environmental remediation industry.

This message is proudly endorsed by Mel Phillips.