Morning,
At this point tradition would dictate that I start flashing you products with dollars signs and talk about the savings that can be made, not today.
Today I would like to talk about You, Me and our relationship.
You being the customer and me being the supplier.
First, this is a long email, so go and get a cup of tea or coffee as this could take some time to read.
Over the weekend, I was sitting with a few of my mates and we were all talking about the challenges of running a business. We're a pretty diverse bunch, there was a project manager, fitness instructor, plumber, aluminium fabricator and a financial adviser. Sounds like the start of a joke. Trust me there is no joke involved here.
Even though we are all in different businesses we all agreed on one thing. There seems to be a massive disconnect between where the customer is when they first approach a supplier and where the supplier is upon that first introduction.
Let me explain how i see it, but please tell me if I’m wrong.
At the first point of contact the customer will have an idea in their head on what they want and what price they are willing to pay. Some research may have been done prior, but if it is a complex product it may be the phone call that is the first point of reference.
From the business owners perspective he hears a simple request but straight away thinks of the different variations and solutions that may come into play in order to address what the customer requires.
There lies the disconnect!!!!!
The customer wants a product and a painless solution to a problem. Combine that with a great price, minimum fuss and no ongoing issues.
The supplier has several options in mind that may affect the working solution and price, all of which are dependent on the customer’s unique requirements.
So whilst the customer wants a simple solution the suppliers head is racing with options.
And that my friends is where we are at on a daily basis.....
Example of a typical sales conversation with FES Tanks
So if I relate this to what we hear daily within our business, hopefully it will help you understand our position and also help you think about the options YOU need to consider.
Customer: Hi, I was after a price for a ????? litre storage tank.
Me (FES Tanks): Yes, no problem, that price is $$$$ + GST + freight.
Now that is breaking it down in its simplest form. However what I would like to do is it try and break it down from both parties perspective, and in doing so really understand what is going on here.
Customer: I am after a price on a ????? litre storage tank. The next question is always, does that include a pump?
What is the real requirment here? I am after a storage tank with a pumping package as a finished item and all within my budget of $$$$. I want it delivered to my place of work as a plug and play solution. That is drop it off, fill it up with fuel and start using it. No fuss, no hassles. Job done.
Me (FES Tanks): Okay No problem. Bunded storage tank, simple. No that doesn't include a pump. What will you be using it for and what are your requirements?
What is the real requirment here?
I need to know - Fuel type?
- Do they want to run a 12V, 24V or 240V deliver system.
- If it is a 12v system, would they want a solar set-up as a self-generating power source?
- Do they want to consider normal flow or high flow rates?
- Do they want to have a simple pumping solution or do they want it metered for accountability?
- Do they want a manual nozzle or automatic shut-off nozzle?
- Do they want a simple set-up or do they want a weatherproof solution for added longer term durability.
Hopefully you can see the two different thought processes going on with completely different considerations behind them. That said, the one common aspect of both parties is…….PRICE
Both parties have to get what they want for a mutual price. A price where the customer feels like they are getting value on goods and services. A price where the supplier feels they are delivering a product or service that is reflective of the customer needs but also reflective of their time, effort, experience and is sustainable from a business perspective.
Both parties needs to gain from this experience.
Business is fundamentally underpinned by relationships. Long term business relationships are underpinned by both parties continually gaining something along the way. These relationships break down over time because inevitable one party feels the other is gaining more at the expense of their misfortune.
So long story short. Price doesn’t shift (in principle) so something has to. What does, is the mindest of both parties to find that middle ground where both parties have gained.
Now you as a customer reading this will know where you mindest is relation to what you want. What I want to do is explain it a little more from our perspective in the view that you may be better informed and have a better understanding of the considerations when looking to buy a Bunded Storage Tank.
1. Tank Storage
You will have an understanding of your operations and fuel usage. That will also have an idea of the size of tank you require for storage. That part is simple.
We have a range of bunded tanks ranging from 1,000l to 110,000l plus. They are able adaptable to store different fuel types easily. They are environmentally friendly with their dual compartment systems (a tank within a tank) as well as being simple to move. They are a precision engineered product that is compliant with all Australian standards and finished with a paint finish that is guaranteed to deliver years of outdoor protection. Job done really
2. Fuel Pumping
Yes our tanks are great for storage, but what good is a fuel tank if you can’t get the fuel out of it?
This is where the complexity starts to build with multiple variations and options all very much dependent on YOUR unique situation.
So consider this please, in order of priority.
- Fuel type?
- Do you want to run off mains power or another power source (12v or 24v)?
- Do you want a pump only or do you want it metered for accountability?
- What sort of flow rate for delivery do you require? Standard or high flow?
And there you have it. This is just a short list of things to consider, but it is better that you have considered them prior to making that first call.
Of course if you are a big operator with big fuel volumes, you will have a whole list of other requirements and this is something that we would need to be discussed one on one. For the small to medium operator let us continue.
Each one of these options listed above will have a cost implication, and this is a cost that needs to be factored into to your overall budget.
The best way to address this is by an example.
As a general rule of thumb I would allow 15-20% of your overall budget for pumping equipment. Of course that is very much dependent of your specific requirements so that range could go up or down depending on the simplicity or complexity to suit.
YOUR BUDGET ($$$) = 80% TANK ($$$) + 20% PUMPING GEAR ($$$)
By using this formula you should you have a good level of expectation when looking to source a complete storage and pumping solution. Give us a call and we can discuss your situation and structure a package that is perfect for you.
Speaking of packages, up until the 30th June, 2016 we will be pushing out great deals on tanks as well as tank and pumping packages. So stayed tuned because now is when i start flashing the $$$$ on savings to be had.
Thanks for your time.
Daryl Cygler
(on behalf of the FES Team)
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