working with fluke distributor training programassets.fluke.com/fact/workingwithfluke.pdftraining...

Distributor Training Program

Working with Fluke

Page � Fluke Corporation FACT – Working with Fluke

Working with Fluke 1

Why sell Fluke?

Astronomers use Fluke tools in Antarctica to test telescopes, while an electrician maintains motors on a US cranberry farm.

As the world’s largest manufacturer of handheld electronic test tools, Fluke focuses on keeping the world up and running for each customer. We take our job very seriously because customers in nearly every country and every industry consider the capabilities of our tools as critical to their livelihood.

Every Fluke tool speaks volumes about our company’s planning, engineering, and application expertise. It shows in every detail – from the innovative electronics and award-winning industrial design, to the safety engineering and quality of workmanship.With a rich history spanning more than 50 years in test and measurement, Fluke has become one of the world’s most trusted brands, distinguished by: Innovation Design Precision Safety Partnerships and Continually advancing into new frontiers.

Wherever you go, you’ll find FlukeIn the most extreme temperatures, in the harshest climates, even in outer space: That’s

where you’ll find Fluke test tools at work. Customers of every culture, speaking almost any language, reach for Fluke tools with confidence. It’s the preferred brand of those who are the masters of their professions, and who demand Fluke ruggedness, reliability, and accuracy.

Customers use Fluke tools for amazingly diverse applications, from verifying electri-cal safety installations in France, to testing repairs of thermal tiles during a NASA space walk. We keep all of these customers up andrunning at peak effectiveness with technical, calibration, and repair services in their part of the globe.

Pushing the boundariesAt Fluke, listening to the voice of the customer is a way of life. We first observe customers in their own work environments, hearing first-hand their everyday challenges and demands. Then we ideate – Fluke’s company-wide process for generating innovative product and service concepts. Concepts are then validated for customer value, and finally developed by multidisciplinary teams with the customer our constant co-development partner.

We travel the world — from Europe and Asia to the Americas — optimizing tools to fit regional culture, work habits, and regulations.This customer-centric approach has led Fluke to invent new products as well as entirely new categories of instruments – from the first differential voltmeter in �955 to the first trueinsulation multimeter in 2005.

Working with FlukeWhy Sell Fluke?

What you will learn in this module:

• What makes Fluke a leader in the test and measurement industry

• Fluke product compatibility

• New product flow

Fluke Corporation FACT – Working with Fluke


Why sell Fluke?

Extending the personal power of professionalsFluke tools are designed for professionals who take great pride in their work. Our design mantra is ‘elegant simplicity,’ conveying rugged reliability with every detail.

Industrial design focuses on how a userphysically interacts with his tools. The process always begins with observing and listening to the customer. He is an artisan, a master of his profession. His tools are his livelihood and carrying Fluke tools is the mark of a pro.

Our designs convey rugged reliability in every detail. We use bold colors, functional shapes, and no-nonsense details. Even highly complex tools are logical and intuitive. We always strive for a more useful shape, a better fit, and greater utility.

Fluke product designs have been honored around the world, including awards from Europe, Japan and the US. The Smithsonian Institute’s National Design Triennial featured several Fluke products. Yet our ultimate reward is exceeding customers’ expectations.

PrecisionOur company’s long history of precision and accuracy began with our founder, John Fluke, Sr., a pioneer in metrology for electri-cal test and measurement. His mentality of precision has always flowed into every tool the company designs, builds, services, and calibrates.

Fluke doesn’t just manufacture precision calibration instruments. Fluke laboratories are accredited and approved to test, calibrate, and certify the accuracy of these and other companies’ products. These laboratories maintain uncertainties comparable to those found in national labs. Fluke is just one step away from NIST, (National Institute of Stan-dards and Technology is a federal technology agency that develops and promotes measure-ment, standards, and technology), transfer-

ing the volt standard from our metrology lab directly to the factory floor from our own primary laboratories.

SafetyWe are committed to electrical safety for both users and their tools. People’s lives are on the line when they’re working with electric-ity. Fluke tools are built to meet or exceed recognized international test and measure-ment standards for safety and performance. Our commitment to safety begins with the painstaking attention our engineers pay to product details, ensuring that Fluke tools meet and even exceed national and international standards of safety. Tools must also pass the independent tests of one or more regulatoryagencies such as CSA, UL, VDE and TÜV.

Fluke’s own environmental laboratory performs the most punishing tests of all. In this advanced facility, tools are shocked to simulate voltage spikes, violently shaken, heated and chilled to extreme temperatures, and repeatedly dropped onto hard surfaces to ensure their safety and reliability. To help customers reduce risks on the job, we run a worldwide Electrical Safety Measurement program. Employers can create in-house safety programs using our safety kits and other resources.

PartnershipsFluke does not work alone. We depend upon close working partnerships with a broad range of organizations to fully serve our customers’ needs.

Some of our most valuable and important partners are distributors. We provide train-ing, application knowledge, and resources before, during, and after the sale. This helps our distributors increase their profitability by adding value to their customers.



Why sell Fluke?

Our Education Partnership Program helps us build strong relationships with trade, techni-cal, and union apprenticeship programs.

We also offer electronics and electrical safety expertise to regulatory bodies and stan-dard-setting groups such as IEC, NFPA, ISO, and ASNI.

Advancing into new FrontiersFluke is known the world over as the leading manufacturer of digital multimeters (DMMs), but our product lines, our customers, andtheir applications have grown far beyond DMMs in the last five decades.

Fluke tools now go wherever our core technologies and expertise in rugged, reliable, accurate testing add value for customers.

Fluke brings its expertise in power quality to utility customers with a full portfolio of products. Out of our knowledge of electrical and HVAC/R, we’ve launched a new line of indoorair quality test tools. With industry’s growing demand for predictive maintenance, Fluke offers both knowledge and tools like thermal imagers, insulation testers, and infrared thermometers to help customers prevent costly repairs.

Fluke products provide the lowest cost of sales and the highest over-all margin• Fluke products lead the industry in versatile

performance, accuracy and rugged durability.• Every product incorporates the newest

technology and chip designs to ensure years of trouble free service.

• Fluke products are designed to meet the latest safety standards, IEC 6�0�0 and are independently tested by UL, CSA, TÜV and other certifying agencies.

• Lifetime warranties are standard on most Fluke multimeters. This is one of the best warranties in the industry.

• Fluke has been building quality products for more than 50 years. Fluke products are designed with the customer in mind.

• We provide hands-on customer training seminars, distributor self-study training, web access to application notes and a toll-free support line staffed with engineers familiar with Fluke products and their applications.

• Fluke strives for continuous quality improve-ments in both process and product and is ISO 9000 certified.

• Fluke products are used in a wide range of industries under demanding conditions. Fluke’s environmental lab tests products under shock, vibration, temperature and humidity at a variety of altitudes. Fluke’s specifications are very conservative, allow-ing our products to meet or exceed stated specifications.

• We maintain a lead over the competition with cutting edge clean-room technology, always finding new ways to meet the customer’s needs.

• Your customers can be confident that they can safely use Fluke products in their real world professional applications.

• The return rate on Fluke multimeters is less than .�%, which guarantees years of trouble free service.

• Customers have field proven Fluke’s quality and performance.

• You’re not alone out there. We provide a number of ways to get answers to your questions.

• Addressing a wide range of markets gives us an opportunity to implement application improvements from multiple environments. ISO certification is a process that continually reviews our procedures and processes.

Proven profitabilityFluke is a premium brand that customers recognize and demand. Fluke products sell themselves and stay sold because they exceed the customers’ expectations of ruggedness, portability, safety, reliability and value.

Fluke products are designed to complement one another. All of Fluke’s handheld products have a wide variety of accessories designed to enhance their operation. If a temperature, pressure or current measurement becomes necessary, the need can easily be met with the addition of a specific adapter. Your customers will look to you for additional solu-tions and will appreciate this suite of products as their needs change.

Fluke is more than a manufacturer of high-quality electronic test tools. We are also dedicated to providing high-quality services to support the products used in your customer’s applications. To protect their product investment, Fluke Service Centers are located at strategic locations world wide to provide calibration, repair, and self-maintenance services.

High demand generation and supportThe Fluke name provides a powerful draw to a customer. It represents superior quality and performance, designed by true craftsmen who know test and measurement equipment. We ensure that this message is reinforced through print advertising, direct mail, trade shows, public relations and on the World Wide Web.

We are committed to providing pre and post-sales support to our customers. Our Sales and Application department is staffed by engineers familiar with our products and their applications. Prepared to answer tough questions, they are committed to help you and your customer. In the U.S., call �-800-44-FLUKE. In Canada, call �-800-�6-FLUKE.



Why sell Fluke?

Fluke.Keeping your world up and running.

Why sell Fluke?

Fluke’s leadership position

Proven profitability

• Fluke is a premium brand that customers demand and recognize• Fluke products exceed the customer’s expectations of:• Ruggedness• Portability• Safety• Reliability• Value

High demand generation and support

• The Fluke name represents superior quality and performance• The Fluke message is reinforced in print advertising, direct mail, trade shows, public relations and on the worldwide

web• Fluke Sales and Application provides pre and post sales support in the U.S.. They are prepared to answer your tough

questions• Fluke maintains a very formidable and dominant place in the market

New products

• A significant amount of resource is dedicated to research and product development• A continual flow of new products insures enhanced business opportunities• Quality product design and manufacturing ensures customer satisfaction

Test your knowledge

Fluke Corporation PO Box 9090, Everett, WA USA 98206

For more information call: In the U.S.A. (800) 44�-585� or Fax (425) 446-5��6 In Canada (800)-�6-FLUKE or Fax (905) 890-6866 Web access: http://www.fluke.com

©2009 Fluke Corporation. All rights reserved. Printed in U.S.A. Phase 2, Module 6, Rev 2

1. Fluke products are designed to meet the latest safety standards. They are:

A. ECA 2950

B. UL 1244

C. UL 4910

D. IEC 61010

2. High demand generation is insured through:

A. Print advertising

B. Direct mail and trade shows

C. Public relations and world wide web

D. All of the above

3. Fluke provides:

A. Distributor self-study training

B. Hands-on customer training seminars

C. Both A and B

D. Neither A nor B

4. The return on Fluke multimeters is less than ______which guarantees years of trouble free service.

A. 10%

B. 1%

C. .1%

D. None of the above

1. D 2. D 3. C 4. C



Partner Portal

Get the information you need to grow your test tool business and market Fluke products, instantly, from the Fluke Part-ner Portal.

Download digital files, product data sheets, press releases, photos and information to support Fluke products from the Fluke partner portal. Even check order status down to the line item.

The Partner Portal is a password protected extranet site designed specifically for Fluke distributors and their sales staff. It contains a wealth of information that will help you sell more Fluke test tools Available information includes:

• Photos • Press releases • Product data sheets • Web assets • Sales tools • Brochures • Catalogs • New product introduction assets • Pricing

Plan for profit, with Fluke as your primary supplier of test tools. Find out about the latest news, articles, tools and events that have an impact on your business. There are only two ways to increase profits, �) reduce your cost of sales and 2) increase your sales volume and effectiveness. Fluke helps you do both, with the right products, programs and promotions.

How do I log onto the Part-ner Portal?

Direct your web browser to: http://support.fluke.com

Use the drop down list under the “Name of the Site where you want to go:” to select “Partner Portal – Fluke Industrial Tools”. Select Register if you have never been to the site before. Click enter and follow the instructions, in about 24 hours your regis-tration will be completed and you will receive a confirmation email from Fluke.

If you have already registered on the site, select Logon and enter your User Name and Password, then select OK.

How do I navigate the Partner Portal?What’s New provides information about the

Working with FlukePartner Portal


• What is the Partner Portal?

• How do I log onto the Partner Portal?

• How do I navigate the Partner Portal?



Partner Portal

latest in product introductions, Fluke advertis-ing designed to help with pull through, appli-cation notes to help support your customers with a push solution, merchandising aids to help entice the customer and loads of product specific information to bring you up to speed, fast.

Library is the section you will use the most. There are many sub-categories located in the library. Information regarding products, contracts, pricing and even literature and graphics are accessible through this section. If you need Fluke graphics for a promotion or

catalog piece, select Images and then select

the LINK icon. This links you to the Fluke Information store, your primary conduit to all graphics for all Fluke brands.

If you need literature to support one of the many Fluke products, select the Literature link and use the pull down Find list to select the exact document you are looking for.

Select the Merchandising Aids to order display fixtures and end cap displays and other merchan-dising accessories.If you would like to include Flash animated virtual demos on your web site or on a cd you are sending directly to your customer, simply click on Product Virtual Demos and download the one you want.



Partner Portal

Look up order status Click on “Order Inquiry” and you will

be able to look up order status for one order at a time.

Simply type in your purchase order number or Fluke sales order number.

The order inquiry function will indicate the scheduled ship date(s), individual line items, and if the ship-ment has already left our dock.

You can drill down on orders shipped by UPS by clicking on the waybill number. Information will remain accessible for up to �0 days after shipment of the order.

The Fluke Partner Portal is a very useful and powerful tool, one that will help you achieve your sales target through instant access to information and assets.

If you have any questions or comments regarding the portal, please contact your Fluke territory sales manager.



Partner Portal


Chapter Summary

Fluke Partner Portal • Log onto the Partner Portal at: http:\\support.fluke.com • Download digital files, product data sheets, press releases, photos and information to

support Fluke products from the Fluke partner portal.

Library • The section you will use the most

Test your knowledge


For more information call: In the U.S.A. (800) 44�-585� or Fax (425) 446-5��6 In Canada (800)-�6-FLUKE or Fax (905) 890-6866 Web access: http://www.fluke.com

©2009 Fluke Corporation. All rights reserved. Printed in U.S.A. Phase 2, Module 2, Rev 2

1. The Fluke Partner Portal is password protected. (True or False)

A. True

B. False

2. The Partner Portal is located at _________________________________.

A. http:\\www.fluke.com C. http:\\support.fluke.com

B. http:\\support.myfluke.com D. None of the above

3. If you need literature to support one of the many Fluke items, select the __________ link.

A. library

B. literature

C. local

D. demo

4. To look up order status for an order, simply type in your ____________________________.

A. purchase order number

B. Fluke sales order number

C. Both A and B


1. A 2. C 3. B 4. C



Customer Support Services

External web site WWW.FLUKE.COM

Virtual DemosFlash animated demos of most Fluke prod-ucts are available for viewing or download. Allow your customer to take a "virtual" tour

a Fluke product before purchase, and down-load specific product information from the same location.

Product ManualsDownload the latest version of Fluke manuals, instruction sheets and manual supplements – at no charge. Most user’s

manuals and instruction sheets are available in multiple languages as well.

ServiceWhen your Fluke tools need repair or calibra-tion, call Customer Support Services at �-888-99-Fluke or email service.status@

fluke.com. If your customer’s tool isn’t work-ing correctly, or if they dropped it, ran over it, or dunked it in the pool, call Fluke. If it isn’t under warranty, we’ll give you a cost estimate over the phone. Once they send it in, we’ll verify the problem, fix it, test it and put it back in the mail often in less than five working days.

Fluke recommends that your customer cali-brate their DMMs, Calibrators and ScopeMeter test tools once a year, especially if they use them often or need accurate measurements to meet contractural or regulatory requirements. Calibration compares their tool’s measure-ments to an accuracy standard, similar to setting your watch to match an atomic clock. Some test tools live a rough life, if you cali-brate them you know they’re accurate.

To protect your customer’s product invest-ment, Fluke Service Centers are located at strategic locations in the United States to support them with calibration, repair, and self-maintenance services, including service parts and manuals. Use the Fluke web site to locate the nearest service center or to order replacement parts.

Your customer can use the web to get a return authorization number (RMA) for service or calibration on the Fluke Customer Support Services web site. Then they can receive a quote for service; print the quotation and a packing slip, right from their computer or inquire about the status of an existing repair order.

They can even go to the website and access an automated tool to help select the correct fuse for any Fluke meter.

Software DownloadsDownload the latest software updates, product firmware and stand alone applica-tions directly from the website.

Product RegistrationYour customer should register their new Fluke product to receive information to help them get more out of their Fluke prod-

uct. Safety notices, product updates, exclusive invitations, promotions and special offers will be sent directly to them.

Working with FlukeCustomer Support Services


• WWW.FLUKE.COM – External web site

• Newsletters and user groups

• End user seminars and application notes

• Fluke Test Tools Catalog




Newsletters and user groupsPublished in the spring and fall, Fluke News-letters bring the latest in technology to you and your customers. Sign up for any of these free publications on the Fluke website.

Fluke Electronic News Information on tools, standards, and prac-tices for electronics or electrical engineers who use handheld and benchtop meters and oscilloscopes in prototyping, design and field evaluation situations.

Fluke Plant NewsFor electricians or electrical supervisors who install, service and maintain electrical systems or field service technicians servicing remote equipment in industrial environments or process engineers or technicians maintaining equipment in the field or in a plant. Learn what Fluke offers for plant maintenance, from reliability/PdM to motors, electrical, safety, power, process manufacturing, and the latest test tool technology.

Fluke Electrical News For electrical contractors or electricians performing work in single and multi-family dwellings, strip malls, hotels, office build-ings, hotels, and/or factories. Here you’ll find articles about electrical test tools, safety, and new technology to make your measurements easier and more accurate.

Fluke HVAC/IAQ NewsFor HVAC contractors, commissioners, systems

engineers, technicians, and others involved in HVAC design, installation, operation, and maintenance. This publication contains feature articles about tools, measuring prac-tices, and business opportunities for profes-sionals.

FlukePlusFlukePlus is the first members-only program created for professional test tool users that want to learn more and get the greatest benefit from their Fluke investment. Your customer’s membership in FlukePlus gives them exclusive access to the following benefits:

• Product-specific tips and “how-to” articles that are most relevant to their job

• Previews of Fluke’s latest news and appli-cations

• Exclusive offers, promotions and discounts on Fluke products and Fluke wearables

• Direct connection to Fluke technical support

• Games and drawings for products and other valuable prizes

• First access to articles about how to do more with your test tools and accessories

• A Forum to submit your favorite Fluke tool story

• Opportunity to submit their suggestions on how Fluke products can better suit your customer’s needs

• Where to see Fluke products at tradeshows • Locations of Fluke or Fluke-sponsored

training events • Advance notice about Fluke’s hottest new

productsParticipation is easy, just go the www.fluke.

com and sign up using your email address and password.




Test and Measurement Tool Users Community

Does your customer have questions? See what other test tool users are saying and get questions answered right away. Visit the Test Tool Users Online Community, an online discussion forum where tool users post questions and get answers. The Test Tool Community online bulletin board is free and open to everyone. Access this forum through the Fluke web site, “Online Test Tools Discussion”.

Fluke Education Partnership ProgramFluke has teamed up with colleges, trade, technical and vocational schools, and apprenticeship programs to bring the latest applica-tion information and tools into the classroom. To participate, the end user must

be an educator in a two-year, four-year, apprenticeship, or corporate training program. Membership and all curriculum materials are free to educators.

End User Seminars and User GroupsFluke brings you in-depth on-site technical training sessions covering a wide variety of subjects.

• Digital Multimeters • Electrical Measurement Safety • Power Harmonics • Power Quality Troubleshooting • Electrical Measurements on Adjustable

Speed Drives • Insulation Resistance Testing • Thermal Imaging

Fluke also provides product specific training, conducted on-site. Learn about the latest features and functions on our wide range of digital multimeters, insula-tion testers, earth ground testers, power quality analyzers, process calibrators, IR thermometers and thermal imagers.

Application NotesFluke has a complete library of application notes and white papers on topics ranging from predic-tive maintenance to maintaining motors

and drives to automotive troubleshooting and more. Visit the Fluke web site for a wide variety of application notes, all in PDF format for easy download and printing. Some of the more, popular downloads include the ABCs of DMM Safety, Basics of Predictive/Preventative Maintenance, Insulation Resistance Testing, Power Quality Troubleshooting, Troubleshoot-ing HVAC/R Systems, Troubleshooting Process Loops, Loop Calibration Maintenance and many more.

Contact your Fluke territory sales manager to schedule an event in your local area.

Fluke Test Tool Catalog

Published annually, the Fluke Test Tool catalog contains all of the product and appli-cation information you need to be successful selling Fluke test tools. Selection guides allow you to drill down to required information quickly. Recommendations and applications are found on every page in the columns and to make navigation easier we use applica-tion segment keys to guide you to a customer segment.





Chapter Summary

External web site — WWW.FLUKE.COM • Virtual Demos are flash animated demos of most Fluke products • Product Manuals as well as instruction sheets and supplements can be down

loaded directly from the site as a PDF document • Service • When your customer’s tools need repair or calibration call �-888-99-Fluke

or email [email protected] • Fluke recommends that your customer calibrate their DMMs, Calibrators and

ScopeMeter test tools once a year

Newsletters and user groupsNewsletters include: Fluke Electronic News, Fluke Plant News, Fluke Electrical News,

Fluke HVAC/IAQ NewsFlukePlus is a members-only program crated for professional test tool users Test and Measurement Tool Users Community is an online discussion forum Fluke Education Partnership Program brings the latest application information and tools

into the classroom

Fluke End User Seminars provide in-depth on-site technical training or on-site product specific training, contact your Fluke territory sales manager to schedule an event

Application Notes can be downloaded from the Fluke web site in a PDF format

Fluke Test Tool Catalog: Published annually, recommendations and applications found on every page

Test your knowledge

Fluke Corporation PO Box 9090, Everett, WA USA 98�06

For more information call: In the U.S.A. (800) ��-585� or Fax (��5) ��6-5��6 In Canada (800)-�6-FLUKE or Fax (905) 890-6866 Web access: http://www.fluke.com

©�009 Fluke Corporation. All rights reserved. Printed in U.S.A. Phase �, Module �, Rev �

1. You can go to WWW.FLUKE.COM for ______________________ .

A. virtual demos

B. product manuals

C. software downloads

D. All of the above

2. FlukePlus has many benefits that include _________________________.

A. advance notice about Fluke’s hottest new products

B. a direct connection to Fluke technical support

C. locations of Fluke or Fluke-sponsored training events

D. All of the above

3. To participate in the Fluke Education Partnership Program, the end user must be ________________.

A. a member of other Fluke user groups

B. 5 foot 9 inches or taller

C. an educator in a two-year, four-year, apprenticeship, or corporate training program

D. at least 21 years of age

4. To schedule a training seminar in your area, contact your _____________________.

A. Fluke territory sales manager.

B. wife’s second cousin.

C. local librarian


1. D 2. D 3. C 4. A


Fluke Europe B.V. PO Box 1186, 5602 BD Eindhoven, The Netherlands

For more information call: In the U.S.A. (800) 443-5853 or Fax (425) 446-5116 In Europe/M-East/Africa +31 (0) 40 2675 200 or Fax +31 (0) 40 2675 222 In Canada (800)-36-FLUKE or Fax (905) 890-6866 From other countries +1 (425) 446-5500 or Fax +1 (425) 446-5116 Web access: http://www.fluke.com

©2009 Fluke Corporation. Specifications subject to change without notice. Printed in U.S.A 1/2009 FACT Distributor Training Program C-EN-N Rev A

Fluke. Keeping your world up and running.®

working with fluke distributor training programassets.fluke.com/fact/workingwithfluke.pdftraining...

Documents