Compressed Air Best Practices-August 2008

| 08/08 F cus Ind st Focus Industry COM RESSED AIR AUDITS du COMP IR AUD S UDIT | K A E S E R C O M P R E S S O R S : L O Y A LT Y, E N E R G Y A N D G R O W T H We remember how, in the early years, the competition grew very frustrated because they couldn’t get any information on our equipment. They kept calling Kaeser Distributors who steadfastly refused to give them any information. They had never seen such loyalty in distribution before! We are surrounded by customers, distributors, employees and vendors who have grown with us. They share our patience and long-term vision — and we in turn share their pride in their growth and success. What does Kaeser have to offer its distributors? We want to be the best company in the world a distributor could represent. We work very hard at providing them the tools to be successful. We focus on product training, sales training and service training as well as training, training and more training! Our objective is to make sure any person representing Kaeser Compressors stands apart from the field in their ability to assist the customer in obtaining the right system for their needs. Several years ago, we formalized our training and created the Kaeser Factory Certified Training Program. We continue to raise the bar on what we require of our own employees and distributor employees. From product and sales training to specialized service seminars, we are committed to providing each Kaeser representative with a comprehensive set of tools and a solid knowledge base. This is our way of ensuring expertise at the highest levels through out the company. What is a key attribute of a successful leader? We know the first names of all our employees and we have open-door policies. We appreciate and enjoy our people, and I think they know that. If you enjoy people, they in turn will enjoy being with and working with you. We extend this to everyone we come into contact with: employees, vendors, customers, distributors — even those you encounter in every day life: the hotel lobby receptionist or rental car attendant. How you approach people is the way they see you. By recognizing the value of each individual and acknowledging contributions at every level, you build rapport. By being open and creating positive interactions, you empower people and encourage enthusiasm and good decision making. Roy Stuhlman, Kaeser Vice President of Sales How would you describe the evolution of your distribution? Finding distribution was one of our initial challenges. When we arrived, the established distributors were taken and had little interest in us because we couldn’t give them any spare parts business. We looked for enthusiastic and energetic businessmen like Richard Bishop at Dominion Air and Machinery and John Reinert at Delta Industries. We chose high caliber sales people with the desire to own a business, and we partnered with these entrepreneurs to build successful Kaeser distributorships. In the long run, we have gone further and faster than most thought possible because of our mutual commitment. Today, we enjoy an extensive nationwide network of qualified, factory-trained distributors and representatives. While some have been with us from the beginning, other large established compressor distributors have recently joined the Kaeser network. Our goal is to provide every customer — and every potential customer — with the highest level of sales and after-sales service. We are here today because of our distribution network and they because of Kaeser. Once again, loyalty goes both ways. Thank you for your insights. For more information, please contact Kaeser Compressors, tel: 800-777-7873, email: info.usa@kaeser.com, www.kaeser.com 40 www.airbestpractices.com http://www.kaeser.com http://www.airbestpractices.com

Table of Contents Feed for the Digital Edition of Compressed Air Best Practices-August 2008

Compressed Air Best Practices- August 2008 Contents From the Editor Utility-Air News The August Audit of the Month: A Vacuum System Audit Energized for Savings at Seattle City Light and Tacoma Power Know Your System CASE: Compressed Air Supply Efficiency Ecos Air: Managing Incentive Programs Kaeser Compressors: Loyalty, Energy and Growth Building Relationships at Cummins-Wagner McIntire is Moving Forward The 2008 A.I.C.D. Conference & Exhibition Tuthill Vacuum and Blower Systems Resources for Energy Engineers: Training Calendar & Product Picks Wall Street Watch Advertiser Index Job Market

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