A quarterly newsletter to keep CAMCORP reps in the know.

MIKE ABARE

National SalesManager - OutsideRepresentatives

913-951-8571

MEMO FROM MIKEIn conversations with CAMCORP’s reps across NorthAmerica, the common theme has been the impact ofCoronavirus to their revenue streams. Not a surprise. If weuse a baseball analogy, 2020 has thrown all of us a curveball. Perhaps even more challenging is that due to theshutdown, many customers are not allowing visitors. And toadd another level of difficulty, many of our customers areworking from home and are shielded by their email andvoicemail. How do you even get a chance to succeed whenyou cannot even get up to the plate?

Some of our reps are simply riding the storm out. They haveseen down years before and this is one more downturn. Theyremain optimistic knowing this too shall pass. While otherreps have shared how much more aggressive, they havebeen following up on open leads, contacting their customerbase, promoting spare parts, and trying to maintain orrekindle relationships with various centers of influence. Someof the reps have shared that they have changed directions aswhat was once a lesser line in their portfolio of vendors isnow a major revenue generator during these challengingtimes.

Bottom line: Our world, our country, our communities, and our industry are changingbecause of our 2020 experiences. We can choose to be victims and allow what’shappening to roll over us, or we can choose to find alternative methods and paths. TheU.S. Marine Corp ideology comes to mind: Improvise, Adapt and Overcome! In bootcamp the mantra of overcoming any obstacle is ingrained into their psyche.

Here are three things for you to consider as you look to Improvise, Adapt, andOvercome:

GET OUT OF YOUR COMFORT ZONE - If you do things theexact same way you’ve always done them, you can expectthe same results you’ve always gotten. One of the things thatmakes the Marines the premier fighting force in the world istheir ability to practice the chaos of war in their everydaylives. Life is unpredictable, and expecting things to stay thesame is foolish. Some say it is insanity – doing the samething over and over expecting different results. Getcomfortable with discomfort by trying new things andchallenging your mind and body in different ways. Startthinking ahead about how you will react to a situation goingsouth before it happens. Envision a positive outcome. Whereour thoughts go often determine how life plays out.

BRAIN TRAINING - You don’t need to go to war to train yourbrain to fight against disappointments and difficulties. As we allknow, life is unpredictable, meaning that there are plenty ofopportunities for disappointment to creep into your psyche if youlet it. A practical way for you to re-train your thinking is bycountering negative thoughts with positive ones the moment theycreep into your mind. Marines practice things like marching,cleaning their weapons, and putting on their uniforms over andover until they become rote habit. You can do the same with yourthought processes.

FAITH CAN MOVE MOUNTAINS - Life is tough, and it’sespecially tough when you’re going it alone. That’s why faith issuch an important aspect of the Marine Corps experience. Theirmotto, “Semper Fidelis”, means “Always Faithful,” and it’s theMarines’ faith in each other that can get them through the toughestof situations. You might not have a group of combat veterans toput your faith in, but you have friends and family who can help youfight through difficulties and adapt to changes.

It takes self-discipline to Improvise, Adapt, and Overcome! As a Marine once said, "Thepain of discipline is nothing like the pain of regret." My encouragement for each of us isto choose to engage the circumstances of these days and determine a plan of attack thatincludes the means to Improvise, Adapt, and Overcome!

LET'S FINISH2020

STRONG!

YOU ASKED FOR IT...CAMCORP IS LISTENING!In the short time I have been with CAMCORP working with our representatives,one common theme has surfaced. Our reps are wanting more training onCAMCORP’s capabilities, our products, pneumatic conveying systems, and dustcollection technology and applications. Your requests have been heard. In the coming weeks, we will be rolling out online training. We will be introducing60-minute training modules with 40-45 minutes of pertinent info and 15-20minutes for questions and answers. The training will be offered every four to six

weeks. Our intent is to alternate between pneumatic conveying and dust collectiontraining. Our first training session will be “The Basics of PneumaticConveying”. We are targeting the last week of September for this first trainingsession. Watch your email for a date and time. Can’t make the training session… no problem. We will be recording the trainingsessions and will post them on our “Rep Hub” (our new rep landing page on ourwebsite). This will allow you to view the training at your leisure.

As shared in previous newsletters, CAMCORP is making a sizeable investmentinto our representatives. These training modules demonstrate our commitment tosupport our reps. Our hope is that each one of you embrace our efforts as wedevelop a first class representative sales force in North America. Let’s worktogether to increase our market presence and make it a win for all who chose togrow with us!

VISIT TRAINING PAGE

NEW LOGOIf you haven't already, be sure to downloadthe new CAMCORP logo for you to use onsales literature and your website.

A. Click the logoB. Right click on the logoC. Save to your computer

NEWREP HUB

As part of our effort to provide CAMCORP reps with the best possible serviceand tools, we're happy to announce the new Rep Hub. This online resourceprovides you with centralized access to:

Marketing MaterialsRep KitTrainingNewsletters

Refer a Rep

While there is more to come, we do want your feedback. Tell us whatadditional information you would like to see on the Rep Hub.

V ISIT THE REP HUB(Be sure to bookmark this URL!)

What was that you said? You’d like to find ways to make more money!

If you’re not offering pneumatic conveying as part of your product offering, we wouldencourage you to stop and consider the benefits of adding pneumatic conveying to yourline card. Here are a few reasons why you might want to consider selling pneumaticconveying systems:

Value Added Sale – Pneumatic systems often have a Return On Investmentassociated with them. Typically a customer will move forward with a pneumaticproject, if the ROI is 24 months or less. And who better for them to call than atrusted resource like yourself?Customer Loyalty – When it's time for expansions and new systems, experiencetells us that most customers will return to the vendor who originally provided apneumatic system. This leaves you with repeat sales with potentially no or littlecompetition.Increased Opportunities – Besides having another product line to offer thecustomer, if the customer knows you can help them with their pneumatic and dustcollection needs, they are more apt to do business with you. Customers arelooking for ways to be more efficient with their time including working with fewervendors. Increased Revenue – Pneumatic systems can range from $25,000 to millions ofdollars depending upon the scope of the project. While it may take some time todevelop the account, the payback is worth it. Increased Part Sales – There are many wearable parts in a pneumatic system(filters, level indication, airlocks, blowers, etc.). Typically pneumatic systems havegreater spare part sales associated with them.

If you’re presently not offering pneumatic systems to your customers, you’re missing outon great opportunities. If you’re reluctant to prospect based on your knowledge ofpneumatic sales, let CAMCORP help. We are offering online pneumatic training thismonth and we are here to work with you one-on-one so you’re comfortable and confidentin marketing pneumatic systems.

ORDERING REPLACEMENT PARTS IS AS EASY AS 1-2-3!

All you need is a mobile device and you’ve got instance access to yourequipment’s common spare parts and part numbers in one location.Here’s how it works:

1. Locate the QR sticker on your CAMCORP dust collection or pneumaticconveying equipment

2. Open your QR code reader app on your mobile device*.3. Hold your phone over the QR code. Your spare parts list will appear

complete with part numbers and CAMCORP Parts contact information.

CLICK TO LEARN MORE

CAMCORP, Inc. | 9732 Pflumm, Lenexa, KS 66215877-226-2677 | camcorpinc.com