The Hytrol Story

a class made up of distributor sales people. Hytrol employees would serve as instructors. There would be a graduation ceremony where the “Pomp and Circumstance” would be played and the students would march in to accept their diploma. At first, Tom thought the idea was a little crazy, but after some coaxing from Sam, agreed to the plan. During the last expansion, a classroom had been constructed just adjacent to the office kitchen area. It was even equipped with a small stage at one end. It was perfect for Sam’s Sales School plan. Sam and his staff began planning the course of study for the school. Invitations were sent out and fourteen students planned to attend. The first Hytrol Sales School was held on May 4-6, 1970. Sam, Tom, Ralph, and former chief of engineering, Fred Greenlee, were scheduled to give class instruction. The students arrived and were billeted in the old Ramada Inn on Caraway Road. The sign in front of the inn read, “WELCOME HYTROL CONVEYOR STUDENTS.” On the first day of class, Sam welcomed the class to Hytrol and introduced Tom. Sam gave the Hytrol philosophy, general announcements, and stated the goals of the school. The goals had been set to; a) build Hytrol knowledge, b) build conveyor knowledge, and c) create a close bond to the “Hytrol Family.” Next, conveyors were brought in and demonstrated to the class. Tom gave a talk on the Model TA and TR. He then surprised the students by climbing on top of the Model TR. As he spoke about the strong and sturdy design of the two popular “slider bed” conveyors, he jumped from the Model TR across to the Model TA! The students were visibly impressed! Sam continued the class by using the A-B-C Conveyor Book. Then, there was instruction on what items should be conveyed by which types of conveyors. Pulleys, bearings, and chains were discussed. Ralph escorted the students on the first of several plant tours. After lunch, Sam handed out the then current catalog Number 181 and the specifications and differences of each model was covered. There was also a session titled “Let’s Sell a Conveyor.” This was the beginning of the actual sales instruction to illuminate the students on what was actually needed from the customer when placing an order. The students were separated into small groups. Each group then competed against the others by doing “competitive bidding” for a conveyor order! On the second day, Tom was the principle instructor. He covered the accumulating line of conveyors. There was a lot of hands-on demonstration, application guidelines, and trouble shooting. That night, the students were treated to a “sales school banquet.”