Transcription of Floor Scale
1 Floor ScaleSales ManualVersion 20, 1998 METTLER TOLEDO Floor Scale Sales ManualiiCONTENTS1 Industry :3596 Market : 3596 Market Share Identifying the Segment Making the the Sales The the Sales Overview of Floor of Scale Industry and State Enforcement (USA).. , Canada Standards Products and Floor Scale ..9-1 Weight-Plate ..9-3 VERTEX ..9-6 FastFabtm Vertex ..9-12 VERTEX High Accuracy Floor Scale Test 10,000d Tolerance Vertex ..9-17 Deckmate ..9-19iiiMG4500 LIFTMATE ..9-23 Air Cargo Tank Sales Two , 48 Hour Shipping Scale Demo Satisfaction Scale Spec. Floor Scale Competitive Scales Electronic Systems, Scale Company Lake Weighing Systems , 1 - Paint 2 - Load cell 3 - Engineering 2256 2256 2158 2158 2158 DigiTOL 2160 DigiTOL 2160 2160 2162 IDNet 2162 IDNet 2162 IDNet 2888 MS 2888 MS 2888 SS 2888 SS MG4500 4 - 5 - Certificate of 6 - Faxable of of 1.
2 Introduction1-11 IntroductionThis manual intends to introduce not only the Mettler Toledo Floor ScaleProduct Line, but the weighing theory that is the cornerstone of every training manual presents each element in the weighing process andexplains the relationship between those elements. The manual then progressesto information on Floor scales in general followed by an in-depth look at eachstandard model as well as common custom models. A section containscomparisons of Mettler Toledo scales to competitors' products. A SalesTools section is included to help the salesperson.
3 Finally, Appendices areincluded that cover paint specifications, load cell specifications, engineeringspecifications, drawings, certificate of conformance and faxable Toledo employs world class manufacturing techniques that ensurequality and performance of each Scale . Regular internal audits monitor thecontinued premium quality of Floor scales. Just-In-Time (JIT) inventory controlhelps minimize material costs and assures frequent rotation of parts. The scaleplatform and frame components are cut and machined using CNC (ComputerNumeric Controlled) lasers, punches, burners, and machining centers to achievedimensional integrity.
4 The frames and platforms are welded using precisionfixtures to insure dimensional tolerance. The surfaces of the Scale componentsare blasted to SSPCASP-10 specifications to clean them of impurities. Next,the Scale is painted with Carboline 890 epoxy paint, or glass bead blasted forstainless steel products. The Scale is then assembled, tested, and packed, readyfor shipment to your Floor scales are developed, produced and tested in a Mettler Toledo facilitythat has been audited to international ISO 9001 quality TOLEDO Floor Scale Sales Manual1-2 Mettler-Toledo, Goal:Satisfy EveryCustomer EveryTimeQualityPolicy:Each of us willtake whateverpreventive action is required to deliver defect-free work, on time, to all ofour :A World Class Company That Survives, Grows, and ProspersWe at Mettler Toledo are committed to providing our customers with the best products and serviceavailable.
5 In this spirit, we have instituted these policies and goals which dictate our actions andinspire us to continually 2: Industry Profile2-12 Industry ProfileThe government classifies all industries by Standard IndustrialClassification codes (SIC). The government uses these codes to track industryproduction and materials used within the industries. As a salesperson, you cango to your local library, and/or use the Internet to research additionalinformation using SIC SIC codes are tied together within a tree structure. The SIC codes beginwith a general classification, then break down into more detailed code 3596 (Scales & Balances, except laboratory) contains establishmentsprimarily engaged in manufacturing weighing and force-measuring machinesand devices of all types, except those regarded as scientific apparatus forlaboratory work which are classified in SIC 3821.
6 Scales are broken down intothe following classifications:D - Manufacturing35 - industrial & Commercial Machinery & Computer Equipment3596 - Scales & Balances, Except Laboratory35961 - Vehicle and industrial Scales35961 01 - Motor Truck Scales35961 03 - Railroad Track Scales35961 05 - Bench an Portable35961 07 - Floor Scales, dormant, pitless35961 09 - Automatic Checkweigher35961 11 - Bulkweigher35961 13 - Over-Under (predetermined weight)35961 15 - Miscellaneous industrial Scales (crane,suspension, tank, hopper, force measuring devices,bulk conveyor, etc.)35961 17 - Counting scales35961 00 - Vehicle and industrial Scales, TOLEDO Floor Scale Sales Manual2-2 SIC:3596 Market Size Estimated number of establishments: 231 Number of people employed in this industry: 6,667 Total annual sales in this industry: $ million Average number of employees per establishment: 29 Average sales per establishment: $ millionA survey called the Census of Manufacturers is performed every five years bythe government.
7 In the 1992 Census of Manufactures, Industry 3596,Scales and Balances, Except Laboratory, had employment of employment figure was 16 percent below the thousand reported in1987. Compared with 1991, employment decreased 12 percent. The 1991 dataare based on the Census Bureau's annual survey of manufactures (ASM), whichis a sample survey conducted each year between leading States in employment in 1992 were California, Illinois, Ohio, andMinnesota, accounting for approximately 45 percent of the industry'semployment. This represents a shift from 1987 when California, Illinois, Ohio,and Missouri were the leading total value of shipments for establishments classified in this industry was$ in virtually all industries ship secondary products as well asproducts primary to the industry in which they are classified and have somemiscellaneous receipts, such as resales and contract receipts.
8 Industry 3596shipped $ million of products considered primary to the industry, $ of secondary products, and had $ million of miscellaneous receipts,resales, and contract work. Thus, the ratio of primary products to the total ofboth secondary and primary products shipped by establishments in this industrywas 99 percent (specialization ratio). In 1987, the specialization ratio was in this industry also accounted for 92 percent of productsconsidered primary to the industry no matter where they were actually produced(coverage ratio). In 1987, the coverage ratio was 94 total cost of materials, services, and fuels and energy used byestablishments classified in the scales and balances, except laboratory, industryamounted to $ companies in this industry with less than 5 employeeswere excluded from the mail portion of the census.
9 The data for theseestablishments (and a small number of larger establishments whose reports werenot received at the time the data were tabulated) were obtained fromadministrative records of other agencies or developed from industry establishments accounted for 5 percent of the total value of 1 Census Bueru; 2: Industry Profile2-3 SIC: 3596 Market ShareAnalysisThe following tables display various market share statistics for SIC code3596. Information was generated using D&B MarketPlace : 3596 Market Share Analysis ($ millions)Number of EmployeesNumber ofBusinesses% to to to to to to to to / 1: SIC 3596 Market ShareMETTLER TOLEDO Floor Scale Sales Manual2-4 SIC 3596: Market Analysis by Company Size ($ millions)Number ofEmployeesNumber to to to to to to 249111, to 49962, to , 2: SIC 3596 Market Analysis by Company SizeChapter 2: Industry Profile2-5 SIC 3596: Market Analysis by GeographyStateNumber TOLEDO Floor Scale Sales Manual2-6 SIC 3596: Market Analysis by GeographyStateNumber , 3.
10 Identifying the Market/Customer3-13 Identifying the Market/CustomerThis chapter will help to identify markets and customers. You see how floorscales can be used in several industries and in various applications. Thischapter will also address the particular interests of some of the decision makersinvolved in a Floor Scale SegmentAnalysisThere are many ways a market can be analyzed relative to a product or purpose of doing the analysis is to help gain a better insight into whatfactors may influence purchasing decisions. The following sections analyze themarket for Floor scales by industry, by application, and by decision IndustryWhich Industries are Targeted with Floor scales?
