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Demonstration Guide - MR14-25 Reach Truck

Personal Preparation Don’t forget!


 Set yourself clear objectives for each demonstration  Brief the transport delivery driver to immobilise
truck
 Select the key messages you want to communicate
 Create a storyline which relates to sales proposals
 Basic cleaning materials

 Familiarise yourself with site safety regulations


 Spec sheet, copy of the proposal, operator
manual
 Prepare the truck & brief operator accordingly

Demonstration best practice


6 1. Introduce yourself, your driver and the demo ’truck
2. Establish roles & responsibilities of target audience
5 3. Explain how this truck fits into the full product line
4. Conduct a structured walk-around while stationary
5. Highlight your selected truck features & benefits
6. Make comments relevant to the application

4 3 7.
8.
Let driver operate while you focus on the customer
Address all raised concerns and buying motives
9. Let the customer drive and experience the truck

2 10.
11.
Solicit feedback in order to identify open issues
Stay in control of the demo’ but remain flexible
1 12. At the end agree next steps - go for closure!

7
Walk around
1. Begin with ease of truck entry and exit
2. Explain adjustability of steering column
3. Demonstrate seat
4. Explain hydraulic functions
5. Refer to mast visibility and robustness
6. Highlight the strength of the overhead guard
7. Focus on ease of serviceability

Driver - start up sequence Key things to show


 Adjust seat, steering column and arm rest  Ergonomic features (see next page)
 Turn key or enter 4 digit code (Factory default = 5555)  Simultaneous Hydraulic operations
 Secure seat belt, when supplied  Fork tilt (explain advantages over mast tilt)
 Place foot on operator presence switch  Lift comfort features (if available) smooth transition and
 Select 180° or 360° steering slow stop
 Select speed setting  Storage areas
 Clarity of display
Demonstration Guide: Selling Messages
Item Feature Benefits

Truck entry/exit  Intermediate step height is 371mm  Optimum comfort for getting on and off
1  Step depth 130mm the truck, for all sizes of operator
 Floor height is 550mm  Stepping above 500mm is
 Spacious foot well uncomfortable for smaller drivers

Steering column  Length adjustable – 100 mm  Provides a comfortable driving posture


2  Sturdy slider mechanism – tested to to alleviate build stress in driver´s wrist,
250 kg elbow and arm
 Push button release  No gas springs or other linkages in-
 Indented shape for a positive finger volved which are subject to wear
grip  Generous knee room for easy on and
off

Seat  Standard Grammer MSG20 has full  Optimum comfort for all types of
3 suspension operation
 Premium Grammer MSG65 option in-  Adjustable for operator’s weight,
cludes shock absorption, adjustable an- forward and reverse position.
gle and lumbar support  Seat belt available as option

Hydraulic controls AccuTouch™ mini levers AccuTouch™ mini levers


4  Popular feature from forklift trucks  Tactile levers
 Ergonomic design around drivers hand  Return to centre and 5th hydraulic
through additional buttons

Joystick Joystick
 Main joystick around drivers hand, 2nd  Unique ergonomic design
joystick for sideshift and centring  Built on tried and tested “Gessman”
solution
 Easy to use joystick
 Sliding armrest ensures maximum
comfort during operation
Mast  Full range of masts, narrow, standard,  Easily interchangeable masts
5 heavy duty and wide tilting forks  New mast has best visibility in industry
 Can lift up to 1000kg to 12.5m  Tilting forks are standard – optimises
residual capacity at height
 Mast load rollers are maintenance free

Overhead Guard  Overhead Guard developed with protec-  Overhead Guard offers excellent visibil-
6 tive bars in parallel with drivers arm ity when lifting at height, without com-
promising on rigidity of construction

Service Access  Hinge door in the front of the truck will  100% leak free quick disconnect hy-
7 provide full access to the motors, draulic couplings
hydraulics and controllers  Side accessible load wheels to ease
 Service access level by laptop and load wheel exchange
standardised NMHG service cable (Ifak)  Displays provide status of components
 Easy access to all components reduces and full error codes
service costs  Dual CANbus signal is double wired,
allows for identification of location of
failures
 Main controllers located under the floor
plate