Many companies will continue to use the same outdated industrial equipment for years or even decades, assuming it's not worth the investment to upgrade. In some cases, this may hold true. In other cases, though, upgrading to newer and more advanced machinery and equipment can yield some notable benefits. So if you're an industrial salesperson who's looking to boost sales, you should familiarize yourself with the following benefits of upgrading equipment so that you can help to paint a clear picture for your sales leads.
Old equipment may have already passed its warranty, in which case the manufacturer will no longer repair or replace the item free of charge. Salespersons can often convince industrial clients to upgrade their equipment to newer models, however, by reinforcing the fact that it comes with a new warranty. Even if the equipment breaks or malfunctions, the client can rest assured knowing that it's backed by an iron-clad warranty.
Arguably, one of the greatest benefits of upgrading to industrial equipment is the positive impact that it has on worker safety. According to the Occupational Safety and Health Administration (OSHA), approximately 3.2 per 100 U.S. workers were injured while on the job in 2014. Of course, it should come as little-to-no surprise that manufacturing is one of the industries with the highest rate of worker injury and fatalities. By upgrading to newer equipment, however, companies can promote a safer working environment while protecting their employees from common hazards.
Newer gas-powered forklifts, compressors, automation equipment, and other machinery generally consume less fuel than their older model counterparts. While upgrading to new equipment will require some initial investment, it will slowly but surely be returned in the form of lower operating costs. For example, LED lighting is typically 5x the initial investment, but typically the energy savings make the economics of the investment make sense within 2-3 years.
A fourth benefit of upgrading equipment is reduced downtime. Old equipment is more prone to malfunctions and breakage, which may requite specialized maintenance to repair. New equipment typically doesn't have this problem, allowing companies to continue their operations uninterrupted. Try to get your prospects to actaully calculate how much each minute or hour of downtime could cost them... In most cases it is a figure that is scary for any executive to even think about, which obviously increase your odds of closing the deal.
When clients still need to be convinced that upgrading to new equipment is worth the investment, explain to them the positive impact that upgrading has on worker satisfaction. Workers will feel a newfound sense of drive and determination to excel on the job when they are given new construction equipment. Various studies have even reinforced the belief that investing in new equipment for the workplace has a positive impact on worker satisfaction and overall morale.