An area Sales manager (ASM) had developed a relationship with a local pipe company and uncovered an opportunity to help them with a scale solution. The pipe manufacturer had no means to confirm product / shipping weight. They were purchasing steel coils based on weight so they needed a scale to confirm the weight of the coils. This was not
going to be a simple solution as it required an unusual nonstandard capacity coil scale and their need was extremely urgent—coils were already ordered and on their way! If the customer could not find a solution, and fast, this pipe manufacturer would be left with two unattractive options:
• They could take the steel coil manufacturer’s word for the weight of each coil—a 1% error would cost approximately $121,000.
• They could pay a port holding fee for these coils until a scale was installed—up to $12,000 a day.