© 2007 ideal industries 1 of 47 basics of the ideal tracers ideal test & measurement ideal...

Basics of the IDEAL Tracers© 2007 Ideal Industries www.idealindustries.com 1 of 47

IDEAL Test & IDEAL Test & MeasurementMeasurementIDEAL Industries

Marketing and Merchandising Training

Test and Measurement Division

Our Objective is to be a major supplier to our

Defined market for Test and Measurement Tools


Challenges Distributors face

• Has our test and measurement offering kept up with the changing markets?

– Or Are we perusing yesterdays business. • What markets do we serve?

– Residential, Commercial, Industrial, Utilities.• Who is our customer, What is his job, His skill level?

– Labor, Trade-men, Journey-men, Master Electrical, Engineer.

• How do we reach the customer?

– Counter area, Inside sales, Outside sales.


Road to Success with T&M

• To be successful at any thing we must commit ourselves to the task at hand. For Test and Measurement this means:

– Understanding the customer

• Who and Why he buys– Commitment of capital for inventory– Method of Sales

• Counter, Inside, Outside• Sales Training

– Sales Tools

• Merchandising• Promotion• Support

•Consolidation, Simplification, Education, Innovative Products


Strategies for Success

• To be successful we need to make sure we have the right “P”s for the customers that we serve.

– Residential

– Commercial

– Industrial

– Utility

• Having the right product

• in the right place

• at the right price

• at the right time

– Product

– Placement

– Pricing

– Promotions



• Product

– Select the right products for your market.

– Define your key customers • Residential

• Commercial

• Industrial

• Utility

– Who is your walk-in Traffic…

• This can very for counter to counter within a Distributor

• Placement

– Best place for Test and Measurement is just behind the counter at eye level.

– Products like Receptacle testers and Volt sensors can be placed at end caps or around receptacles or boxes.

– Never place product under the counter,

• Out of sight Out of mine.


• Residential

– Low Cost, $20 to $120 Simple Test tools

– Meeting of Local and NEC codes

– Basic Measurement Functions

• Merchandizing is the Key

– Visibility

– Placement

– Pricing

Customer Requirement


• 61-040 Test Glo Circuit Tester

• 61-503 Twin lead Volt Tester

• 61-051or 61-501 EZ Check GFI Circuit Tester

• 61-035 or 61-500 Receptacle Tester

• 61-025 or 61-063 Volt Sensor NCV Tester

IDEAL

Products for Market

One of Top Ten


Products for Market

• 61-532 or 61-543 Automatic Circuit Identifier

• 61-076 or 61-086 Vol-Con & XL Series

• 61-090 or 61-092 Vol-Con Elite “NEW”

• 61-096 Split Jaw Electrical Tester

IDEAL

One of Top Ten One of Top Ten


• 61-310 Series Resi-Pro Multimeters, “New 2008”

• 61-340 Series Test-Pro Multimeters, “New 2008”

• 61-740 Series Clamp-Pro 600Amp, “New 2008”

• 61-730 Series Clamp Meter, 400Amp

IDEAL

Products for Market

One of Top Ten


• SureTest Circuit Analyzer Family

• 61-059 GFCI/AFCI Circuit Tester

• 61-164 SureTest Circuit Analyzer

• 61-165 SureTest Analyzer with AFCI

IDEAL

Products for Market

One of Top Ten


• Commercial– Cost in the Mid Range $75 to $200 Test Tools– Must meet Local, NEC, Regulatory and Customer

requirements– General to Multi function, Some special Harmonics,

Line monitoring• Merchandizing and Promotions are key

– Placement– Getting it out on the street to the end User.– Pricing

Customer Requirement


• 61-700 Series Clamp Meter

• 61-324 Series Platinum Pro Meters

• 61-760 Series Digital Clamp Meter

IDEAL

Products for Market

One of Top TenNumber One


Customer Requirements

• Industrial– Mid to High Instrumentation $100 to $Multi K– Must meet Local, NEC, OSHA, ISO9000, etc.. – Multifunctional tool with wide range of features

and functions. Customer Requirements• Market to the End User

– Direct sells– Inside sells – Promotions


• 61-740 Series High Amp Clamps

• 61-490 Platinum Pro Series Meters

IDEAL

Products for Market


Specialty Products

61-521 3 Phase/& Motor Rotation tester

“NEW” 61-7963pole Earth resistance testers

“NEW” 61-795Digital Insulation Tester

61-781 GroundClamp-On Earth resistance tester


“Focus Products for 2008”

• TightSighttm

Clamp Meters

• 61-534 Circuit Breaker Finders

• 61-025 Volt-aware

• Tracers

• Most active • 950 series Circuit Tracers

• 310 Series Multimeters

• 740 Series Clamps -Meters

• SplitJawtm

SmartMeter

• SureTest

Analyzers


Industrial Clamp Meters w/

TightSighttm Display

Features• TightSight Bottom Display

w/Backlight

• Tapered jaws w/ Hook tip in 600A/1000A sizes

• Dangerous voltage indicator on all functions

• UL Listed to Cat IV-600V / Cat III-1000V

Benefits• For easier & safer viewing in

dark, bright, or tight locations • For quicker clamping around

conductors in panels and separating wires from a bundle

• Indicates the presence of voltage even when the dial is set on wrong function

• Independently tested to the highest safety levels


Industrial Clamp Meters w/

TightSighttm Display

How To Sell the Customer• Ask if he/she has ever had difficulty clamping onto a single conductor in a

congested panel.

• Ask if he/she has also had difficulty reading the display after being clamped onto a wire.

• Lock-on the backlit displays on your product sample.*

• Hold the product up in the air at arm’s length simulating an overhead clamping situation while talking about the tapered jaws with hook tip.

• Emphasize the inability to see the display and confirm acknowledgement from the customer.

• Drop the protective rubber boot and watch the reaction while highlighting the large, bold numbers and symbols.

• Give him/her the tool and re-assure him/her that hese are the best clamps in the world.


Circuit Breaker Finders

Features• Automatically finds the right

breaker

• High voltage transmitter

– (534 model only)

• UL Listed to Cat III-300V

Benefits• For quick & easy breaker

identification

• For use on 220V circuits


532 model has an Analog Receiver

534 has Digital Receiver w/ NCV, High voltage transmitter with GFCI


Test Combo Kit

• 61-2000 Test Combo Kit.

– 61-086 Vol-Com XL Voltage Tester

– 61-534 Circuit Breaker Finder

– 61-063 Non-Contact Voltage Tester

– Savings of 35%


Meter Combo Kit


– 61-350 Digital Multimeter

– 61-732 400 Amp Clamp

– Savings 15%


Clamp Combo Kit


– 61-766 TightSightTM ClampMeter

– 61-521 Phase/Motor Rotation tester

– Savings 30%


SureTestTM Circuit Tracers

Features• Open/Closed Tracer

• Superior tracing technology inside case

• Operates from 0–600V AC/DC

• Rugged hard case


Benefits• Finds shorts, opens, breakers in

energized/dead circuits

• Traces wires behind walls, underground reliably

• Extremely versatile to handle wide range of industrial applications

• Organizes and protects components

• Independently tested Cat III 1000V



Three Models• 61-954:• RC-954 Receiver with Red LED Display,

– TR-958 Transmitter• 0-99 numeric signal strength• Peak detecting bar graph and audible tone• Four sensitivity modes for accurate search then trace function• Energized up to 600V, or De-energized circuits.

• 61-956• RC-958 Receiver with Super bright OLED Display

• Rotating display• 0-99 numeric signal strength• Peak detecting bar graph and audible tone• Four sensitivity modes for accurate search then trace function• Energized up to 600V, or De-energized circuits.

• Indicated AC/DC voltage present• % of Battery life



Three Models• 61-958:

• RC-958 Receiver with Super bright OLED Display

– TR-958 Transmitter• Rotating display• 0-99 numeric signal strength• Peak detecting bar graph and audible

tone• Four sensitivity modes for accurate

search then trace function• Energized up to 600V, or De-energized

circuits.

• Indicated AC/DC voltage present• % of Battery life

– Inductive Clamp with Battery Pack• Induces Signal into a circuit via a I in

jaw clamp• Powered by it’s own battery power

pack


XL Solenoid Testers

Features• Solenoid tester

• Low impedance

• Compact size with over-molded grips

• Vol-Con XL adds audible continuity

• Dual, independent circuitry


Benefits• Most popular tester of choice • Eliminates ghost voltage

• Fits comfortably in hand and pocket

• Verifies test leads and checks fuses

• Shaker and Neon bulb are backup circuits to each other

• Only solenoid tester that is cat rated for a higher level of safety


XL Solenoid Testers

How To Sell the Customer• Ask if he/she uses solenoid testers for fail-safe testing.

• Ask if he/she checks for continuity.

• Ask if he/she is concerned about price and safety.

• Talk him/her through the demonstration of the product:

- Show the compact size and easy fit into hand and pocket.

- Touch the leads together to show Continuity of good leads.

- Plug leads into 120V outlet and let them feel the shake.

• Sell the features & benefits.

• Stress the quality and service that IDEAL brings to solenoid testers.


SplitJaw SmartMeter

Features• Automatically senses &

displays readings

• Split jaw design

• 200A current capability


Benefits• No setup required, dials to turn,

or ranges to set • For quicker insertion onto

cables

• Fits around 2/0 copper



SplitJaw SmartMeter

How To Sell the Customer• Ask how routinely he/she needs to make a quick, basic measurement

• Ask the level of comfort in using a test tool.

• Give the SmartMeter to the user and demonstrate the SmartMeter to show the ease-of-use that the automatic function provides:

- Touch the leads together or across a spare fuse to show continuity/resistance

- Hold the leads to a 9VDC battery

- Insert the leads into a 120VAC outlet

• Point out that you never had to turn a dial or change the leads

• This SmartMeter functionality is under $100 ($94).


350 Series DMM’s

• Features

– Auto-ranging

– Fast Speed

– Compact Size

– UL Listed to

– Cat III-600V • Cat II-1000V

• Benefits

– Extreme ease-of-use…just turn dial to function and measure

– Stable reading in less than 2s

– Easier to carry and store

– Independently tested to the highest safety levels

Low Cost Option to compete against the UEI and Sperry units.


320 Series DMM’s

Features• Auto-ranging

• Fast Speed

• Compact Size


Benefits• Extreme ease-of-use…just turn dial to

function and measure

• Stable reading in less than 2s

• Easier to carry and store


Best meter series in the market for speed, feature-set, safety, price


320 Series DMM’s

How To Sell the Customer• Ask if he/she:

- measures voltage and resistance routinely.

- concerned about safety in their test tools.

- needs a fast-responding meter.

- works in harmonic environments.

• Demonstrate your 324 meter sample while he/she holds it.

- show the compact size and simplicity of the auto-ranger.

- plug the meter into 120V outlet to show how simple and quick the meter displays voltage.

- point out the Cat IV rating above the jacks on the meter.

- mention the TRMS feature for high accuracy.

• 320 is $80, 322 adds TRMS for $120, and 324 adds TRMS, Backlight, Data Acquisition for $140


SureTest Arc Tester

Features• Compact Size

• Fast AFCI testing

• Super-bright LED’s

• Isolated Neutral test

• UL Listed

Benefits• Only AFCI tester that fits conveniently

in hand or pocket

• Advanced circuitry allows cooler testing for repeat testing

• Indicates wiring status from any angle

• Verifies safety of ground circuit

• Verifies AFCI will not trip with normal loads

• Independently tested to UL 943, 1436 standards.


SureTest Arc Tester

How To Sell the Customer• Ask if he/she installs/inspects AFCI branch circuits.

• Hand him/her your sales sample.

• Demonstrate the product with your breaker test box:

- Plug the unit in and note the super-bright LED’s (green is good)

- Flip the Reverse Polarity and note the red light error

- Show the GFCI function on the test box.

- Show the AFCI function on the test box.

- Explain the advantage of the Isolated Neutral test.

• Show the convenient optional carrying case (C-50).

• Mention the optional alligator clip adapter (61-184) to test lighting circuits.

• Assure them that IDEAL is the leader in branch circuit testing.


SureTest 160 Series

Features• Super-bright OLED

display

• High Accuracies

• Checks for both electrical fire hazards

• Isolated Neutral Test


Benefits• For easy viewing in dark or

bright locations • Most reliable method for

branch inspection

• Verifies protection from high Voltage Drop & Arc Faults

• Verifies that AFCI’s will not trip under normal loads

• Independently tested to the UL standards 61010, 943, 1436


SureTest 160 Series

How To Sell the Customer• Ask if he/she installs/inspects branch circuits for fire safety and

performance.

• Hand him/her your sales sample.

• Demonstrate the product with your breaker test box:

- Plug the unit in and note the super-bright display

- Step through the menu using the functions of the test box

- Reference your SureTest Quick Sheet for explanations of tests

• Mention the optional alligator clip adapter to test lighting circuits.

• Assure them that IDEAL is the leader in branch circuit testing and that this is the only tool to confidently verify the performance and safety of a branch circuit.


Earth Testers

• Ideal 61-920 Ground resistance Clamp – Ground Resistance

– Ground Leakage Current

– Auto ranging

– Audible indication < 40 ohms

– Open jaw indication

– Data hold



• Merchandising– Wide Selection of

Merchandiser– Profit Centers

• New Residential PCs• New Commercial PCs

– Glass Case– Static Display

• Counter Displays • Promotion display For the

new Mini-Me- 61-085 Vol-Tester



• Full Color Catalog– Highlights key features to quickly

differentiate each model

– Wide Selection of Products

• Packaging– Differences among models are easily

identified

– Simplifies product selection

• Cross Reference Material– Allows easy comparisons of competitive

product

– Electronic program or printed guide



Promotions • Promotion In a box

• Launch for 2005

• Has a Direct Mailings

• Co-Op Mailings with disty

• Local Promotion have always had the best results

One of the best promotions that I have seen was a

counter display “Special “$59.95”

on a $59.95 trade price product.



• Image Advertising

– Enhances IDEAL brand of test instruments

• Product Ads

– Calls out unique features of product

– Copy has a call to action


4Ps + Distributor Training

• Distributor Training Program

– Video, Pocket Guide, PowerPoint Presentation

• Basic Electricity

• Digital Multimeter Basics

• Clamp Meter Basics

• Specialty Meters

– Hands-on Applications• Branch training kit with a

hands on approach


Commitment To Growth

IDEAL Commitment to your • Commitment to growth

(In 4 years we have grown to #2 in the Electrical Channel as one of the leading T&M Supplier)

Broad Product offering, Testers, Meter, Camps, Analyzers, Specialty tools, etc.

• Create End User Awareness and Demand – Adverting, Merchandizing

• Become source of info– Provide training for partners and End users

• Pursuit of acquisitions


Unsurpassed Service

• Outstanding Warranty Policy

– Lifetime Limited Warranty on ALL digital metering equipment

– Over-the-counter warranty exchange policy

• Safety – Quality Built In Every Product

– UL Listed to 3111

– Category rated: CatIII-600V, CatII-1000V


Unsurpassed Service

Powerful Website

Tester Toll-Free Hotline (877-201-9005)


Profitability

• Hassle-free returns policy

• Merchandising and sales support materials at no cost

• Outstanding service throughout

• Innovative New Products add to profitability

• Sales growth due to pull-through strategy

– Training, new products, promotions, field support

• Listed as a T&M stocking distributor on www.testersandmeters.com


Why Choose IDEAL T&M

IDEAL will help you sell more product and make more money by creating a demand for IDEAL T&M.

Branding

Merchandising InnovativeProducts

Field SalesEngineers

Trade Shows Advertising

Website

Promotions

NJATC

Training

© 2007 ideal industries 1 of 47 basics of the ideal tracers ideal test & measurement ideal...

Documents