Sales Tools...for FREE...?

With the warmer temperatures and springtime sunshine the trailer season has begun. The majority of dealers seem to be at least moderately busy selling trailers and ordering new ones.

Even though sales have picked up and the trailer industry has some "breathing room" we have to keep a long-term philosophy on the forefront of our minds. Diamond C and dealers alike must continue to look for sales growth opportunities and exploit every sales tool available.

So you say "My dealership just survived the hardest winter in 20 years...we're finally busy again...the markets are still very unstable...the last thing I need to do is start spending all my money on new stuff..."

I agree! With the challenging markets we face today we have to be more creative than ever in how we conduct business and progress forward. So as you consider your plans and long-term strategies, look for low cost or FREE sales and marketing tools that your dealership can use to draw customers in and capture more sales.

Here are two FREE and low cost tools that you may be able to use:

• FREE online Classifieds: http://www.craigslist.com/ and http://www.kijiji.com/. I have heard good testimonies for each of these sites from various dealers. Both work basically the same way and if you have basic internet skills are very easy to use. You just have to create an account, then you can list your trailers for FREE. With Kijiji they do give you options to keep your listings at the top of the ranks for just a few dollars, but there is no obligation to spend a single dime. Based on my experience with these sites I would encourage you post with pictures and prices. Maybe post your price leaders like Diamond C's RANGER Brand trailers to draw customers into your lot, then you can do your best to up-sale and maximize the profit per trailer.


• Post Cards and/or Fliers are another very affordable way to keep in touch with your customers. The flier below is a special postcard offer that any Diamond C Dealer can take advantage of. For only $.27 per contact you can inform your customer base of your current promotions and newest products...your "attention getters." Combine this tool with follow-up phone calls and you are sure to get more customers in the door. Click the flier to enlarge it and read details. When distributing postcards or fliers be sure to keep in mind that many retail establishments (such as feed stores, livestock sale barns, and gas stations) have bulletin boards where your info can be posted for free. Take all the free exposure you can get!

So... remember that our industry is seasonal... don't let up! Continue to make proactive progress daily. At Diamond C we are committed to providing our dealers with every sales and marketing tool we can. We are not just a trailer vendor, we are a business partner striving to promote symbiotic relationships.

To learn about the many industry leading sales tools available to Diamond C dealers or to share your sales and marketing ideas please do not hesitate to contact a Diamond C Dealer Consultant at 800-827-3512.

Powder vs. Paint

As the fad of powder coated utility trailers has become increasingly popular, we have identified the need to communicate to you why Diamond C chooses not to powder coat our products. We have thoroughly researched the subject from an open-minded and objective viewpoint. This information should serve as additional ammunition in your arsenal of sales strategies.

Powder coating definitely has its place in the world. Powder coating is ideal for:

• Small to midsized objects with a consistent shape.
• Objects that are comprised of consistent material thicknesses.
• Objects that are not prone to scratches and chips.
• Objects that have no or few moving parts.

To obtain a good powder coat finish on an object, these steps must be accomplished:

1. Because there is no primer with powder coating, all surfaces must be cleaned until completely oxidized so that fresh steel is exposed. This degree of cleaning typically requires sand blasting and additional steps of wash cleaning.

• If any section of the surface is not cleaned to an oxidized state, the powder coating will not adhere to the surface and will eventually peel off, often times in large sections.


• Complex objects with many cracks and crevices such as trailer frames, and objects with moving parts make it increasingly difficult to get all surfaces properly prepared to accept the powder coating.
  
• Typically improper cleaning and preparation for powder coating will not be evident for some time, quite possibly not until just after the product’s finish warranty has expired.

2. High quality powder must be applied to completely cover the properly prepared surfaces.

• High quality powders typically range in cost from $3.50-$4.00 per pound. The powders most often used in the utility trailer industry cost $1.50-$2.50 per pound.

3. The powder coating must be cured for a period of 30-45 minutes at 350-400 degrees F.

• Because trailer frames vary greatly in size and configuration, proper curing requires large ovens and extreme sources of heat. If required curing temperatures are not obtained with each trailer, the powder will not melt and adhere to surfaces.


• Most utility trailers are comprised of materials that vary significantly in material thickness. Thinner materials heat up more quickly than thicker and vice versa. Varying material thicknesses can cause inconsistent curing; parts, pieces, and sections that are overdone or underdone.

When we consider powder coating from a manufacturing and infrastructure perspective as opposed to liquid coatings:

• Equipment and infrastructure costs are largely inflated.
  
• Operating costs are drastically increased.


• Production capacities are significantly limited by curing and throughput time requirements. Capacity expansion requires additional major capital investments.

When we consider powder coating from a utility trailer perspective as opposed to liquid coatings:

• Powder coat is very difficult to color match and touch-up. Spray paint typically does not match and will not “fade” with powder coat.


• Powder coat is very costly for small volumes of a specific color or custom colors.
  
• Powder coating does not use primer; it is direct to metal.
  ~ Utility trailers are very prone to scratches and chips from the cargo being hauled and/or road trash such as gravel. When a powder coat is chipped or scratched, bare metal is exposed and highly prone to corrosion.

The combination of cleaning and preparation and paint products that Diamond C uses result in an exceptional, durable, and attractive trailer finish:

• Sharp corners and hard debris are removed by hand to ensure that all surfaces are safe and accessible for cleaning.


• Next, a two step wash is used to strip all dirt and oil residues from the surfaces. First is an Alkaline Degreaser that is applied at low pressure for pre-soak. Then all surfaces are stripped clean with the application of a high pressure, steaming Phosphoric Acid solution.
  
• Then, each Diamond C Trailer gets finished with electro-statically applied primer and topcoats to satisfy Diamond C’s own stringent Mil (thickness) requirements. One coat of Valspar High-Build Primer and two coats of Valspar Supreme Acrylic topcoat.
  ~ The purpose of primer is to adhere the topcoats to the steel surfaces. As opposed to powder coat, when Diamond C paint finishes are scratched or chipped, typically the primer coat remains intact and continues to protect surfaces from corrosion.
  ~ All primers and paints are not created equally. The Valspar products that Diamond C uses are the best in the industry. While many of our competitors use cheap paints that only cost $12-15 per gallon, the premium paints Diamond C uses range from $25-35 per gallon.
  ~ Additionally, all Diamond C paints including custom colors are available in aerosol cans for those inevitable touch-ups.

When confronted with powder coated trailer competition, keep these questions in mind:

• Do you want the best value available?
  ~ The powder coating process is excessively expensive. It’s “fluff.”


• Do you intend to use your trailer?
  ~ Powder coat is too tough to touch-up and when scratched or chipped, exposes bare metal for corrosion. Once corrosion begins, often times the problem escalates rapidly.


• Does the competition’s trailer overall demonstrate top-quality components, attention to detail, and quality craftsmanship?
  ~ If not, it is likely that their powder coat process lacks the same qualities and that their powder coat finish will fail prematurely.
  ~ This principle applies to painted products also, but the powder process is much more “picky” and particular that paint. Therefore, a manufacturer’s poor quality and processes are more evident and pronounced with powder coating.

With all this said, Diamond C’s painted finishes continue to perform exceptionally well in the field, from the harshest climates in Canada to the most humid climates in south Texas. Diamond C’s painted finishes retain their attractive luster for far longer than the vast majority of other trailer finishes available, while wearing gradually and gracefully with the trailer as it is used and as it ages.

As with all of our business, the Diamond C team does continue to look for advancement and quality improvement opportunities in our finish processes. We acknowledge that there is always room for improvement.

If you have any questions in regard to any of the above, or additions ideas about the subject please do not hesitate to contact us. 800-827-3512. jefferyc@diamondctrailers.com.

Thank you.

Thought Word

Symbiotic –

4. any interdependent or mutually beneficial relationship between two persons, groups, etc.
(http://dictionary.reference.com/browse/symbiotic)

Definition broken down in my mind: A mutually beneficial relationship between husband and wife, employee and employer, business and customer, salesperson and customer, business and vendor, business and business, two organizations, etc.

Now, read the definitions of “beneficial” and “relationship” from http://www.dictionary.com/:

Beneficial -

1. conferring benefit; advantageous; helpful: the beneficial effect of sunshine.
2a. helpful in the meeting of needs: a beneficial association.
2b. involving the personal enjoyment of proceeds: a beneficial owner.

Relationship -

1. a connection, association, or involvement.
2. connection between persons by blood or marriage.
3. an emotional or other connection between people: the relationship between teachers and students.

Now, think about your relationships...? Think about the relationships you represent…? Are they symbiotic?

Think about how you can strengthen and improve those relationships? How can you make them more beneficial? Helpful? Meeting needs? Connection? Emotion?

Let’s strive to make our relationships symbiotic!

New Warranty Periods!

As of February 1st, 2009, the structure warranty period on Diamond C Trailers is as follows:

• Diamond C Trailers, 3 Years


• Fleetneck by Diamond C, 3 Years


• Workhorse by Diamond C, 3 Years


• Ranger by Diamond C, 6 Months


• Diamond C by Delta, 1 Year

A trailer's written warranty allows the trailer owner to rest assured that they have purchased a quality product that the manufacturer will stand behind.

Diamond C's structural trailer designs and quality construction processes enable the company to extend the longest warranty periods in the utility trailer industy.

Diamond C Trailers are "Engineered to Deliver."

Upon purchasing a Diamond C Trailer, the Diamond C dealer will supply the trailer buyer with a warranty registration card that further explains the warranty policy and procedures.

Questions and comments are welcome. 800-827-3512 or warranty@diamondctrailers.com.

CNC Plasma Torch...Up and Running...

We purchased this 1986 model machine (2004 model 200 Amp power unit) very well used. It was disassembled and paletized in no orderly fashion by the previous owners.

Darin, with helpers, further disassembled the machine when it got to Diamond C. They spent a few weeks sorting out, cleaning, and organizing parts. Then, they reconditioned many of the parts with bead-blasting and a fresh coat of paint.

While the parts were being reconditioned, Darin designed and supervised the building of the 11' X 26' water table, and worked with electricians to get the needed power supply installed.

When the parts, water table, and power supply were all ready, the new computer control unit was installed and calibrated.

As you watch the video, notice the synchronized two axis movement of the torch head.Also notice the minimal smoke exhaust produced by the torch. This is an advantage of the water table. Most of the exhaust is absorbed by the water. Additionally, the water table enables cleaner cuts that require less clean-up, and dissapates heat as the torch cuts, preventing the material being cut from drawing.

This torch can cleanly cut 1" thick plate while serving a full duty cycle. It will primarily be used to cut parts needed for Diamond C Trailer construction, including numerous small burn parts, blanks for gussets, and blanks for large formed parts such as rock shields and dump bodies.

Being one of the largest capacity CNC Plasma torches in the Northeast Texas area, its service is also now available to the public for commerical jobs.

Diamond C's like-new, large capacity CNC Plasma Torch greatly increases the company's manufacturing and custom design capabilities.

0% for 6 Months, Same as Cash

Purchase a Diamond C Trailer at a participating Diamond C Trailer Dealership now thru March 31, 2009 and get your trailer financed at 0% Interest for 6 Months (with approved credit) !

To find the Diamond C Trailer Dealership nearest you, call 800-827-3512 or e-mail trailer_request@diamondctrailers.com.

New Trailer Models

With the release of the "Diamond C Get a Grip Kits" last week, Diamond C released 3 brand new, exciting trailer models. Each of these new models boasts exceptional economics and game changing features. If you are a trailer dealer, contact a Diamond C Dealer Consultant today to learn more about how your dealership can take advantage of these unique product offerings. 800-827-3512.

Model 26SSA, Solid Side Single Axle Trailer

Model 28FNX, 14K Cross-Member-Less Fleetneck Flatbed Trailer (hint: value packed, "pound for pound")

Model 24TOD, 14K Tilt-Over-Dump Trailer (hint: no ordinary dump trailer, no ramps!)