TRYON TRADING PROGRAM
TRYON TRADING, INC.
TRYON TRADING PROGRAM
Tryon Trading derives its name from Tryon, a small town in the scenic foothills of Western North Carolina.
Tryon is at the center of key manufacturing cities in the southeastern United States. These cities include Asheville, Hendersonville, Charlotte, Spartanburg, Greenville and Anderson. It is midway along the industrial corridor of Interstate I-85 which runs from Atlanta, Georgia, to the big industrial parks at Raleigh/Durham, North Carolina. To the west of Tryon is Knoxville, Tennessee, and to its east is Colombia, South Carolina.
Tryon Trading was established in 1987, to concentrate on the sale of process and instrumentation products. While it is true that there are a number of large manufacturers that are aggressive internationally with well established distribution systems, it has been our observation that there are many medium and small USA manufacturers that produce products of equal quality, but in many cases they lack the international sales and marketing personnel (or programs) to carry out a strong international sales effort. We have proven to be a effective sales channel for all size manufacturers. Our strong presence in a country where a large manufacturer’s distribution is weak (or lacking) can bring added sales and profits (as in China, Latin America, or the Middle East for example).
Tryon Trading’s management has been active in selling technical products internationally for 50 years. The initial group of international firms that joined our program were firms known to us and of excellent reputation and stature. Their presence in our program enabled us to attract several quality companies with excellent USA industry reputations. As we have moved forward, the number and quality of our international sales firms has grown. We now have over 350 companies in our International Network, many with multi-million dollar sales operations.
As our international sales network has grown, and improved, we have been able to attract additional quality manufacturers into our program, too. We expect this process will continue in the years ahead.
MARKET OPPORTUNITY
Successful companies have a clear vision of their customer’s needs and how to serve them. While the international sale of process products is complex, we would like to share with you the market NICHE we serve, and, in turn, indicate why we believe our program has been embraced by quality manufacturers and international sales firms. Our continued sales growth, and constant addition of new international sales firms and manufacturing sources, attest to the viability and acceptance or our program.
It is our observation that the process industry is a vast and very complex marketplace. Big projects (such as turn-key steel mills) are one of the very visible markets where large product manufacturers compete. However, the bulk of the market consists of the medium and small industrial, chemical, food, and other manufacturers who are maintaining, upgrading, and expanding operations. Again, in our view, the market is so complex, that no single manufacturer has more than 15% of the available market for any specific product (with a handful of exceptions). Customers are more interested in individual products that work in a system, rather than system responsibility that comes when a single manufacturer supplies all components for an application. It is these small "projects" for medium and small customers, where Tryon Trading seeks to be an important source for technical engineered process products.
FLOW PRODUCTS, which are Tryon Trading’s core group of products, are a specialized applied engineered product group within a broad array of products. Meters that are used for liquids, gases, and steam are used in all process applications for all industries, i.e., chemical, petrochemical, petroleum, pulp & paper, food & beverage, agriculture/irrigation, etc. It is this diversity of application that makes customer coverage difficult, as local sales firms tend to specialize along product or industrial lines.
For a small project, the buyer as well as the local sales firm has an unusual problem. If medium sized industrial customers are adding an additional process to their manufacturing plant, they usually have a "shopping list": a single valve, a flow meter, chart recorder, temperature probes, etc. Tryon Trading’s service of quoting such "packages" by a single quote with several manufacturers’ products, can and does save communications costs, provides coordination in the USA of needed sub-quotations, and saves by consolidated shipping on a single invoice. The same benefits are available for many international government tenders where 10 to 15 manufacturers are specified and the total package is of relatively small dollar value.
TRYON TRADING PROGRAM
PROGRAM: Highlight points:
We expect the program to grow and take on new dimensions as we continue to receive suggestions from our manufactures, International Sales Firms, Exporters, and end users.
DISTRIBUTION VIEW
In our program, the sale of products by manufactures we represent under contract, or those we "open quote" from various sources, is carried out by a network of International Sales Firms. We are proud of our international business associates, and at the present time have over 350 of them located in some 90 countries worldwide. About 5 of them are large (sales over $100,000,000 annually), and 5% of them are manufacturers of process products who take one or more of our lines to market through their own distribution network. All have technical engineering/application sales capabilities needed for the products we offer. Also, we have a strong sales involvement with other (USA) export companies that accounts for about 15% of our sales.
We firmly believe in open/multiple distribution in approaching any market. For the size projects we seek and serve, and the products we offer, local sales firms that have an established customer base are the key to obtaining sales for orders that require application/engineering assistance in the selection process. Each local firm has such a core of customers within its circle of concentration interest. While these circles of influence may overlap, except for large customers, the core group of each firm is usually different. Large customers tend to deal with relatively few sales firms for our type lines. However, it is possible to work with a number of sales firms and minimize the overlap too.
Any reputable international company may obtain quotations from Tryon Trading for projects, tenders, or negotiated sales in their countries. It is our policy to give the very best prices possible in our first quotation, to eliminate costly price "negotiations".
Tryon Trading will screen the companies that work with us on a quotation basis. Those, we feel would make good international sales "partners" and future Master Distributors, we will seek to add to our ISP (International Sales Program). The assignment of a Master Distributor gives a rep firm the incentive to adversities, issue press releases, undertake trade shows, and concentrate its efforts, knowing that it has the full backing of Tryon Trading and the manufacturer and will be competitive in price. Master Distributors receive complete product handbooks, literature stocks, published pricing, special discounts, sales leads, new product information, as well as factory training. All arrangements are by letter only.
For complete details of our ISP (International Sales Program) see TT-ISP on the Representative page.
PRODUCT CONCENTRATION
| CORE PRODUCTS: | Our Primary area of experience and expertise is meters designed to measure the flow of liquids, gasses and steam. We are pleased that we represent under contract quality manufacturers of many types of products. We are able to offer International Sales Firms and Customers a meter that is best suited for their particular applications. Types include: Turbine, PD, Propeller, Target, Ultrasonic, Variable Area, Rotating Piston, Vortex, Coriolis, and MAG. |
FIRST LEVEL: |
We either represent under contract or open quote a variety of products that are in the wetted flow process and used to create flow or to measure the characteristics of the fluid. Offering these products enhances our sales package and enables a customer to obtain these needs for his application from a single source. Products include: Pumps, Valves, Temperature & Pressure devices, filters, strainers, etc. |
SECOND LEVEL: |
We have established sources with manufacturers that offer products outside the wetted flow process, which are needed to complete the flow measurement system. These products include: Chart Recorders, Transmitters, Ticket Printers, Batch Controllers, Rate & Total indicators, wire/cable and computer interface products. |
SPECIAL: |
Over the last twenty years while being responsive to some of our larger reps, we have developed excellent sources for some special products. For example we offer motors competitively (GE, Westinghouse, Baldor, and Reliance Electric), as well as many products of Honeywell Controls. We will gladly review special products and respond promptly if we can not handle them. |
SERVICE
Tryon Trading is service oriented. We realize that the functions we perform must bring to the International Sales Firm or Customer a cost savings in excess of the margins we derive from the transaction. We have invested heavily in computerization, software, phone, fax, email, www, systems that are state of the art. The computer stations of our sales office and headquarters are all linked together into one integrated system. Special software and custom routines enable us to speed documents through. Our stand-up work stations were specially designed to provide more efficient flow of paperwork. A single inquiry retains the same reference number on all documents, enabling us to track, locate (within 2 minutes) and monitor our customer activity.
For lines we represent under contract, our goal is 24 hour response to any request. (i.e. - either respond or send to the factory) For lines we open quote on a regular basis, our service level goal is 5 working days. For products involving a product "search", our goal is 10 working days. We acknowledge orders quickly (usually the same day as received), and maintain a dialogue on each order ( acknowledge order, advised planned ship date, advise order is ready to ship, invoice, indicate that funds have been received, and flight/tracking information after shipment).
OVERVIEW / SUMMARY
Tryon Trading is a WINDOW OF OPPORTUNITY for International Sales Firms and Customers to reach over 400 quality manufacturers of process equipment. It is a technical trading company with engineering management having some 50 years international experience. It specializes in small project work, and tenders requiring products of multiple manufacturers on a single quote.
Tryon Trading represents many medium and small manufacturers under contract (some exclusively), and Master Distributor status is available for a number of these lines.
We believe our ISP (International Sales Program) produces increased sales, increased profits, increased return on investment (ROI), and decreased costs for those we serve.
KEY GOALS OF OUR PROGRAM ARE TO:
We invite process product manufacturers, technical international sales firms, USA based exporters, USA reps and distributors, and international customers not already involved in our program to contact us and learn more about how we may serve you.