Constantino Lannes, president of Sennebogen LLC, Stanley, North Carolina, named Midatlantic Machinery Sennebogen Dealer of the Year for 2018 during the Institute of Scrap Recycling Industries (ISRI) 2018 Conference & Exposition. ISRI2018 was April 14-19 in Las Vegas.
With five branch locations supporting Sennebogen in eastern Pennsylvania and Delaware, Hatfield, Pennsylvania-based Midatlantic is not the largest distributor in the company’s nationwide network. However, Midatlantic Senior Vice President Pat Sherwood says the firm’s winning sales record in 2017 can be attributed to the old saying, “Plan to work and work the plan.”
Sherwood says, “When we became the Sennebogen distributor in this territory in 2009, there were only a few Sennebogen machines in the field. We didn’t have a large territory but have been steadily building our base. This year, when our regional sales manager sat down with us to discuss a business plan for the region, we were anxious to get started. They recommended an optimum inventory we should stock, given our territory and potential. I think that’s a big reason why we were so successful.”
Each branch is staffed by a sales specialist who has been trained in material handling applications at the Sennebogen Training Center near Charlotte, North Carolina. “We had our staff take the training before and have decided this year that we’re going to send them to Sennebogen again for a refresher,” Sherwood says. “All our mechanics go down there regularly, as well. The factory training and facility are first class.”
To complete the plan, each branch is well-stocked with service parts, ensuring timely delivery for customers’ most common needs. Sherwood says sales branches are equipped with flexible financing and lease packages from Sennebogen Capital, to help seal the deal.
Sherwood says sales and service for Sennebogen customers is a team effort. Along with working together to develop the business plan, Sennebogen specialists join Midatlantic’s sales staff to meet with the customer, review the application and make recommendations to customers.
He adds, “As Sennebogen’s top dealer today, Midatlantic will continue to ‘work the plan’ to top 2017’s performance. That’s our goal."