How to Demonstrate Induction Heating Tools and Boost Sales
From the red-hot glow of a bolt heating up, to the sizzle as it cools in a pan of water, the sights and sounds of our Mini-Ductor handheld induction heaters at work can make a powerful impression on prospective customers.
Resellers, distributors, jobbers and warehouses that carry the handheld induction heating line, including the Mini-Ductor II, Venom, and Venom HP, sell a lot more tools when armed with a demo unit and spare coils for a quick demonstration of how well they work.
The Value of Demonstration
Investing in a demo unit can easily pay for itself with the added interest generated by a demonstration and the opportunity for a prospect to try it out themselves.
Even a brief demo is a great way to share features and benefits in a way that is more likely to be remembered.
Show Proper Coil Care & Usage
Once you start doing demonstrations, you will go through a variety of coils. You can show the difference between new and used coils, and how to recognize when it’s time for a replacement.
Recognizing the signs of wear is an important message because worn coils can become a safety risk. If the coating becomes worn and damaged, it can lead to metal-on-metal contact. This can cause a store of energy in the vehicle being worked on and result in electrical shock. Worn coils also take longer to heat the parts within the coil, which can impact the tool’s efficiency.
An added benefit of demonstrating the signs of coil wear and tear is that it will help drive resale opportunities of replacement coils.
Induction Sales Technicians: Here to Help
Resellers, who do not have trained staff available to demo the tool, have the option of using one of our trained sales technicians to accompany the reseller to a Mini-Ductor demo. This ensures a knowledgeable and effective demonstration where more people/employees are likely to participate. Garage technicians are important influencers who may be able to convince owners to purchase units for their shop.
As many as eight to ten garages or shops can be visited in a day. Resellers can then make follow-up sales calls to those customers.
Tell & Show for Most Effective Demo
The most effective technique that we have found is to present the product overview and safety requirements before taking a tool out of its case. This gives you time to review the operating and safety manuals without distraction.
Key safety rules when using a Mini-Ductor:
- Keep the work area clean and well illuminated
- Always have a fully charged fire extinguisher on hand
- Do not operate the tool if you have a cardiac pacemaker or any other kind of electronic or metal surgical implant
- Remove all jewelry, watches, coins and any other metals which could conduct heat from your person when operating the tool
The coil itself does not get hot. Instead, the energy is created by an electromagnetic field between the two sides of the coil which creates friction in the molecules of the ferrous metal and causes it to get hot. There will be some residual heat passed on to the coil, but it does not get hot itself. This is one of the major selling points for the Mini-Ductor as it prevents damage to adjacent wires and other components.
However, because of the electromagnetic field, it is important for the user to remove any car key fobs, mobile phones or credit cards they may be carrying before using or demonstrating the tool, as they could be damaged.
Remember to only power the tool when it is in place around the bolt. If there is nothing for the electromagnetic field to heat, the energy backs up into the coil and the tool itself. If done repeatedly, it can damage the tool.