Monthly Archives: February 2016

Black Masterbatch Benefits And Uses

b8Masterbatch is liquid of solid additive for plastic that is used for coloring or imparting different properties to plastic. It is a concentrated mixture of additives and pigments that are encapsulated in the heat process to carrier resin that is then cooled and then cut into granular shapes. Processors use masterbatch to economically color raw polymer in the plastic manufacturing process.

Masterbatch is preferred by many because it is less expensive compared to buying a material that is fully compounded. Such a material is not only expensive, but can also be less open to product color variability. The concentrates are also preferred over compounding raw materials on site because they do not have dispersion issues of additives and colorants as it is the case with the compounding process. They might require longer lead times and more storage space, but masterbatches are still advantageous in more ways than one. They offer excellent coverage power and dispersion so they are able to meet requirements for various end user applications and resins. Below are some of the benefits black masterbatch offers to final products.

· Excellent mechanical properties offering better tear and impact resistance and balance stiffness

· Excellent dyeing power

· Enhances appropriate stretching

· Suitable and compliant even for food packaging

· When combined with latest additives, black masterbatch offers thermal stability, UV radiation protection, electrical conductivity, bactericidal effects and flame propagation resistance, heat dissipation and thermal conductivity

These benefits are what makes black masterbatch excellent solution for different segments. Some of the segments that benefit and use the black concentrates include:

· Agriculture for irrigation pipes, agricultural tarpaulins and mulching purposes

· Automotive for technical parts production through polymer engineering

· Electric for electronics such as mixers, blenders, washing machines, coffee machines, vacuum cleaners, TVs and DVDs among many other items

· Packaging for blowing film, flatting film, coatings, injecting and blowing sheets and direct contact with fatty foods and dairy products

· Shoes for the production of blankets and EVA soles

· Raffia for the production of sacks meant for wheat flour, sugar, animal feed and raffia as well as other plasticulture applications

· Fibers to get multifilament and monofilaments

· Construction for wires, cables, geomembranes, hoses, plugs, profiles and fittings, corrugated tubes and water tanks

There are so many masterbatch manufacturers today and you would need to choose a reliable one to have a good experience purchasing and using the concentrates that you needs. Some of the questions that you should ask before placing your order are;

· What will I use the masterbatch for?

· Is it going to get in touch with potable water?

· Is FDA approval necessary?

· What directives need to be adhered to?

· Is it necessary that it is free from heavy metals?

· Does it need additives to enhance performance?

· Is it for outdoor or indoor use?

These questions will help you get the best supply form and material sample within a good time frame. You always work with a reliable manufacturer and supplier so you can have your needs met in the most professional manner possible.

The Three Times to Handle an Objection

b7Most sales reps hate getting objections. When they get them, their hands start to sweat, their heart takes the elevator down into the pit of the stomachs, and they start wishing they had gotten that graduate degree and avoided sales altogether.

This is how most sales reps react when they get objections, but not the top producers. Top producers view and react to objections very differently. To start with, because top producers thoroughly qualify their prospects up front they generally uncover and deal with many objections during the qualifying stage. Objections like, “I’ll have to show this to my partner,” and others are already known and dealt with.

In addition, top producers have taken the time, long in advance, of scripting out two or three different rebuttals to the objections they get, so when they do get them, they know exactly what to say to overcome them. In other words, they are rarely caught off guard, because they know what to say to deal with them.

Third, because top producers know what the objections or stalls are likely to be in advance, and since they are prepared for them with solid scripts and techniques to overcome them, they are able to take advantage of the timing of “when” to handle an objection. Unlike most sales reps who feel they have to handle an objection the moment they get one (and hence instantly lose control of the call), top producers realize that they have three options as to when to handle an objection. They are:

1) When it comes up. Again, because top producers know what to say and how to effectively deal with objections, they have the choice of handling the objection when it comes up or of postponing it for later.

The first choice may be to handle the objection when it comes up. This is usually good if the prospect is rejecting a product or service at the beginning of the pitch because they haven’t been through all the details (features and benefits) of the pitch yet.

The way to handle this is to use a script, of course. But the key is to handle the objection and then move back into the pitch. An example would be if a prospect objects to the price at the beginning. It might go like this:

Prospect: “This is out of our budget – the price is just too high.” (Or any other objection.)

Rep: “You know, it might seem that way now, but the price actually breaks down to about $2.00 per (lead, incident, etc.), and when you look at it that way, it becomes very affordable – especially when you see how much time and effort it saves you. Let me just show you a couple of things… ”

In this example, the rep answered the objection but instead of checking in with the prospect to see how the close landed, they instead kept control of the call by continuing on with the pitch.

2) The second option to handling an objection is to postpone it till the end of the pitch. This is ideal if the prospect seems willing to keep listening but is stuck on an issue or two. The important thing is to acknowledge that you heard the objection and promise to handle that at the end. It goes like this:

Prospect: “This is out of our budget… ,” (Or any other objection.)

Rep: “I can understand that but let’s do this. Before you make any decision on this, let’s talk about all the things this can do for you first, and then you’ll be in a much better position to decide if this is worth it for you. I even have some payment options that might make the decision easier for you as well.

But first, let me show you this… ”

What you’re doing here is delaying answering the objection and thereby retaining control of the call. The nice thing about this is that by the end of your pitch, many times the prospect won’t even bring up the objection at all! You’d be amazed by how often that actually happens once you begin using this technique.

In addition to this, if you know what the objection(s) are at the beginning of the pitch – or in the middle – you can begin pitching and building value around the known problem area (objection).

Postponing answering the objection like this is a great way to get your pitch in, keep control of the call, and prepare yourself for what you know might be coming at the end.

3) The third time to answer an objection is… never! That’s right. So many time prospects will test you and try to put you off with many questions, stalls and objections that it’s just best to not respond at all. Here’s how you do that:

Prospect: “This is out of our budget… ” (Or any other objection.)

Rep: “Some of our clients felt like that until they heard about… ” (Now give a benefit or two and keep pitching).

This way you’ve acknowledged the objection but you remain positive and so sold on your solution that you let your enthusiasm drive the call – and often times your prospect’s mindset. It is said that enthusiasm sells, and that’s true in many cases. The problem with most sales reps is that as soon as they hear an objection they start to give up.

But by acknowledging, remaining positive, and continuing on with your pitch, you can often override any initial objection and get further into your pitch. In fact if you’ve done this before, then you’ll often find that the prospect changes to a different objection the next time they bring one up!

These three times to handle an objection also work for questions as well. The important thing to remember is that it is up to you as to when to break your rhythm and deal with an objection. The whole point is that you must remain in control of the call.

Two Great Tips To Build Your Business

b6Two ways to build your business faster

Hi guys, how do you feel about your business today? That is a question you should ask regularly, because if you are not in love with your business how can you possibly interest others.

We all have off days, but they should be the exception rather than the rule, so to cheer you up here are two corking ideas to revitalise your business.

GO PROSPECTING WITH OLD CUSTOMERS

It never ceases to amaze me that so many people spend fortunes on trying to get new customers and never bother to keep in touch with previous happy clients.

Get your old receipt book out and just check how many potential customers that know you, are lurking there.

Dependent on what business you are in, create something that you can offer to these old clients that not only gives them some value but also says HELLO I would love to do business with you again.

You will be surprised at how many will react to your reaching out to them and once they respond, you will have opened a conversation that could well end in more business.

Don’t keep trying to load up the front of the truck, if potential clients are falling off the back.

BE CREATIVE NOT COMPETITIVE

So many people get too involved at being competitive. My suggestion is that you find your point of difference and enhance that. People are looking for solutions to their problems and are time strapped, so if you can point out a problem and offer a solution you are in a field of one and not in competition.

A mistake many people make in business, is to constantly monitor other businesses prices and although this should be loosely monitored it is not so important if you are offering something different.

Once you find out exactly what problems your clients have and offer them a solution, it is amazing how far down the line price becomes a deciding factor.

Have faith in what you are doing and tell your customers with confidence how your goods or services will benefit them.

Business is changing and the more effort you put in to communicating with your customers correctly, the easier your sales will be.

The Benefits of Hiring a Site Management Organisation in Clinical Research

b5Clinical research now takes place in every continent around the globe, offering the trialling of treatments for a huge range of diseases and conditions. These trials are a significant part of advancing medicine in countries all around the world, offering new hope and solutions for illnesses that claim thousands of lives each year.

There are several important elements to successful clinical research trials, and one of these is hiring a reliable and efficient Site Management Organisation (SMO). These organisations are often hired by sponsors or Clinical Research Organisations (CRO) in order to run clinical trial sites. The reason for this is that they offer several major benefits to research as a whole.

The importance of a quality SMO for clinical research starts with the increased level of efficiency that can be brought to proceedings, with the SMO providing management and support to the trained staff of the CRO. The staff at the SMO can be tasked with numerous roles, each helping experienced and trained investigators to focus on essential work.

There are many different aspects necessary for the successful carrying out of clinical trials, including data management, recruiting and enrolling people on clinical trials, administrative tasks and much more. The support that one of these organisations can provide to the CRO is significant and can allow clinicians to focus their attention on more important tasks.

The next area where SMO for clinical research can excel is by helping improve and maintain patient enrolment and retention rates for trials. This can be one of the most difficult parts of the whole clinical research process, with appropriate incentives needing to be in place in order to encourage participation.

Many experts have highlighted and praised the role of SMOs in the processes they have in place to recruit and encourage patients to stay on course throughout the entirely of clinical trials. Again, this is due to the organisation’s special role as a facilitator and aide to the Clinical Research Organisation that is directing the research.

More participation means that more valid results are able to be obtained, which can then lead to new, effective treatments being available for use much more rapidly. Even in countries where participation and enrolment is generally quite low, hiring an SMO has been consistently shown to make a significant improvement in retention rates.

Another area where SMO for clinical research has been particularly useful in developing nations or regions where clinical trials have not been carried out before on a large scale. For CROs looking to carry out research in these areas, SMOs can often provide legislative advice and guidance that can ensure that research is organised and conducted efficiently.

As clinicians in many of these developing regions many be unfamiliar with protocol and procedure, a Site Management Organisation can ensure that rules and regulations are being adhered to in order for results of research to be valid.

In some cases, SMOs can also offer training for those who are new to the field which can help establish new markets for clinical research in regions around the world. Indeed, some of the leading SMOs today have helped develop markets in Latin America and in Asia which have brought great benefits to clinical research as a whole.

The role of a quality SMO for clinical research has become critically important, from that the role that these organisations play in developing markets for research to helping trials run more efficiently. Many CROs and sponsors do well by finding reputable and reliable SMOs to work with in order to get the best results from their clinical research projects and endeavours around the world.