Gains:
- May recognize opportunity for improvement in existing facility
- Can support modernization proposal with data
- Can offer a return account to the investor
In Alapros' job description, capacity increase and renewal are as important items as new facility installation. Finding improvement opportunities in an operating facility starts with reading data.
Opportunity signals
- Efficiency remains below the industry average.
- High energy consumption per ton.
- Frequent downtime and high maintenance cost (wearing equipment).
- New product demand (the facility cannot produce it in its current form).
- Market growth (capacity shortage).
Support the proposal with data
Saying "Buy a new roll" is a weak proposition. The sentence "Your current efficiency is 74%; 76.5% is targeted with the addition of the two passages we recommend. At 300 tons per day, this is 7.5 tons more flour; the return on investment at the current price is approximately X months" makes a decision.
The inputs of this account are the customer's own data. Asking for data and analyzing it together establishes trust and solidifies the offer.
The most convincing thing about the modernization proposal is the customer's own figures. The overall industry average does not convince; “At your facility” convinces.