Ginger Smith, a sales rep for Batteries Plus, was able to win a bid and secure two large orders for fluorescent tubes totaling $27,000 from a local school district. By only providing a quote for Werker brand tubes and samples demonstrating their performance, she convinced the customer that they were a better value than competing brands. This success was due to Ginger's confidence in Werker from prior experience and her focus on their quality instead of just price.

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SuccessStoryPAGE1of1
Georgia
Ginger Smith
January 2013
Ginger Smith, commercial sales rep for BP821 in Peachtree City, GA, had a bid opportunity come
across her desk in January of this year for Sylvania or Philips fluorescent tubes. Ginger decided
from day one with this bid that her best opportunity for closing the sale and best opportunity for
decent gross margin dollars was to quote the Werker brand and stick with the Werker brand.
Ginger had already had good experiences with commercial customers purchasing these lamps and
was very confident in the performance of the product.
When it came time to submit the bid, Ginger submitted Werker pricing only alongside a Werker
specification sheet. Soon after, she received a call from the individual in charge of the purchasing
decision, asking about the Werker brand. It turned out the price was right and intrigued the local
school district. After some further discussions, Ginger took samples to the customer and installed
them to show the performance first hand. After seeing the lamps lit, the school district awarded the
bid to BP821 and wrote out a purchase order for $12,000 in fluorescent tubes in February of this
year.
Five months later, Ginger got a call from the local decision maker, praising the color consistency,
lumen output and general performance of the lamps they purchased and after getting another
quote, placed a second order for $15,000 of the same fluorescent tube! These two orders relamped
only two of the local schools with hopefully many more to come!