Will Downs founded
J&A
Industries
in 1984. His company specializes in the design, maufacturing and installation of structural steel mezzanines for government and commercial organizations.
Will can be reached by phone at 800-929-7099 or by e-mail at Will_Downs@
msn.com.
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Will Downs
J&A Industries
President - structural steel mezzaninemanufacturing company
"There are a lot of mezzanine manufacturers out there. Some make good mezzanines, some make better.
We market primarily through distributors. When we seek out distributors, we're looking for partners, not opponents.
At J&A, we're not interested in just providing quotes. We're interested in orders. Serious projects that can be specified, manufactured and completed in a serious way. It starts with the distributor. If you can establish and support a network of quality distributors, then you stand a good chance of selling mezzanine projects.
At J&A Industries, we know both sides of the business. I was a distributor for over 20 years. The reason we got into the mezzanine business is that we couldn't find a mezzanine manufacturer who knew what he was doing. So we started manufacturing and installing our own mezzanines in 1984. We've learned a lot over the years and pass this knowledge on to the distributor who can use this information to sell his customer.
Most mezzanine quotes are not lost on price. They're lost because the customer's needs were not addressed properly. We've been where the distributor is. We know how important his relationships are with his customers. We also know how difficult it is to find someone who wants to buy a mezzanine. And let's face it...it's disappointing not to get the job.
At J&A we provide the distributor with the information he needs to intelligently talk to his customer. If he finds someone who wants a mezzanine, we can help him to come up with a plan that gets the order.
We use direct mail and a monthly fax broadcast to reach our distributor prospects. The message is 'If at least 80% of the mezzanine projects you're quoting are actually bought, that's great. You've got a great deal going. But if you're not, we should talk. If you're serious about finding a mezzanine project partner you can depend on, call me today at 800-929-7099.' It's a direct, honest approach. The distributors appreciate it and it's the only way to market."
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