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Vulcan GMS Says Promoting New Capabilities Helped Up Sales 14%


April 13, 2011 - Milwaukee, WI

Vulcan GMS, Inc. (www.vulcangms.com), a supplier of custom-made radiation safety products, has found one of its most valuable new-business strategies is simply making sure current customers fully understand what their supplier can do. Tom Ray, President of Vulcan GMS, said, "When you have long-term relationships with customers, you think they know all about you. However, we discovered that our customers are mostly aware of the traditional work we do for them. They were much less aware of more recently acquired capabilities or offerings they never had a reason to use before. We learned investing in equipment and training only pays off when customers know about it."

At Vulcan, this insight was further driven home during recent projects. Some expanded significantly after a small piece of business was won. Others were captured during routine customer visits on unrelated matters. In the majority of cases where new or expanded business was won, it was a result of communicating how much more the company was able to do.

Vulcan reported the capabilities customers found most attractive involved alternative materials, value-added machining, and upgraded fabrication and assembly services. Making enhancements in these areas are credited with helping raise 2010 sales 14% above the previous year's level.

"When a supplier has a great relationship with a customer, that provides a foundation to build on," said Matt Macur, a Vulcan sales engineer. "On a recent customer call I heard about a project tailor made for us. However, the list of potential suppliers for this new product did not include us. I was quick to tell the customer: 'We do that, too!'"

The customer confirms this. "We added Vulcan to our list of suppliers for a new-product-development project at the last minute," said Tim McMillen, a platform leader for New Pig Corporation, a leading brand in absorbent-leak and spill-containment technology. "Although Vulcan is a valued long-term supplier, the company had a specialized expertise we didn't know about. Once we learned of their capabilities in an area of interest new to us, they made the list of potential suppliers -- and ended up getting the work."

About Vulcan GMS

Vulcan Global Manufacturing Solutions is a leader in the manufacture of custom-made shield radiation products made from tungsten, high-density plastics and non-lead metal polymers. ISO 9001/2008 registered, Vulcan GMS is a provider of components and assemblies for some of the world's largest equipment companies. The company specializes in the security, medical, aviation and explosives industries.

Vulcan GMS, Inc.
1400 W. Pierce Street
Milwaukee, WI 53204
Contact:
Tom Trisco
414-645-2040 x 317
Email Contact

Libby Communications
1414 E. Harbour Towne Circle
Muskegon, MI 49441
Contact:
Bill Libby
231-755-4111
Email Contact

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