In the May 15 issue, there was an article focusing on how poor the Mexican market is for new machinery prospects [``Economy unplugs equipment market,'' Page 13]. We at Black Clawson-Sano find the market is not as active as previously encountered, but nonetheless, we will deliver two or three multilayer blown film lines into Mexico this year. We approach the market with a regional sales manager/engineer (a true engineer turned salesman) and a local sales representative. Our regional sales manager is well-versed on all technical aspects that concern the customer, and is fluent in conversational and technical Spanish.
Localized information about the marketplace cannot be obtained from a desk some 1,000 miles away. Close contact with the factory is required. Our sales manager devotes 100 percent of his time to this market, not just when a quotation is required or a trade show is upcoming.
Black Clawson-Sano Inc.