awful lot about the broader hose industry. This included industrial hoses, hygienic systems and… beer. Jason felt a close affinity with Pirtek so with Darren Squire (below right) keen to bring him back into the Pirtek fold, Jason made the leap. This close relationship was demonstrated by John Oswald from Pirtek UK greeting him with a “man hug” on his return. The experienced technician started at Pirtek Reading on 1 December, working two days in Reading, two in Bristol and one working from home or at one or other of the centres. With his industrial sales and engineering background, Jason broadens the opportunities for Pirtek Reading and Pirtek Bristol.
“It’s a good thing for a centre to have a healthy mix of both skill sets,” he says. “I bring industrial product knowledge to the customer, I know the valves, metal hoses and the rest and, for example, I can say ‘Do you know that we can also do this?’” “There are hoses on absolutely everything,” Jason says, “in the automotive industry, brakes, steering, even computers with coolant hoses. “If tomorrow I had to walk into a brewery, I would have the knowledge. I could do a breakdown on one of its vehicles and then move straight on to a beer hose service.” As such, Jason hopes to grow industrial sales knowledge on top of Pirtek’s traditional core services.
He’s clearly pleased to be back. “At Pirtek, everyone’s very driven. Everyone has the same attitude, they’re looking for a challenge, turning a sale, achieving targets. “It’s great to be somewhere where everyone’s on the same page. In contrast, at Dixons people didn’t want to make more work. Pirtek Bristol did its best sales figure in 10 years in November, setting a high bar for Jason to reach. He is clear about his objective, however. “I have come in to beat that,” he says. Jason is a salesman to the core. “The easiest sale you can do is an alternative sale,” he says. “While the customer still hasn’t decided whether to buy, for example, a car, you ask which one they want, the red or the blue – taking the important decision out of their hands.” He knows the psychology of sales, he says, how to get intimate with customer and to gain their confidence before making the sale. “People buy from people,” Jason says. On a visit to Centrax Gas Turbines, he was giving the usual sales pitch saying we can do this for you, at that price “and all the rest”. The manager was beginning to
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