Tuesday, February 22, 2011

Why We Like "Small" Customers

You've probably heard the old "80 -20" rule - 80% of (xxxxx) come from 20% of (yyyyy). As applied to marketing, 80% of your sales come from 20% of your customers; therefore, you should focus the bulk of your efforts on the 20%.

Well, of course, we do pay attention to our larger customers, but we work just as hard to meet the needs of new and small users. Why? First, it's in our nature, but its also good for business. Here's our favorite success story.

In 2001 an engineer named Mike Sanders found us and asked if we could meet a special need - a 2-input load cell (strain gauge) transmitter. That's not one of our standard products, and he only needed a couple, but we found a way to modify our standard strain gauge transmitter (Model JH4051) to meet his needs. Small order, but we did it.

Jump forward to December 2002. Mike called us. He'd joined another company, Wave Biotech, who made mixing and packaging equipment for the pharmaceutical industry. Their product included four load cells and he had ideas which could improve it. His needs included the ability to accurately sum either three or four load cells, to choose either of two output ranges, adjustability/rangeability per specific requirements, and filtering - just enough to smooth the signal while maintaining a reasonably high response speed.

We built a quick prototype. He tested and liked it. We finished the design and laid it out on a circuit board to fit a cavity in their machine.

The result? They became our biggest single customer (in dollars). GE bought the company and moved the operation to Sweden in 2008. During the move we worked with them to improve EMI/RFI specs. They're still our customer and their orders remain as strong as ever.

Here's a link to their "how it works" page.

The US operation closed, unfortunately, but we still hear from Mike.

Here's a link to our Customs and Specials page. What can we do for you?

Our main web site (signal conditioners): http://www.jhtechnology.com/

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