CASE STUDY INDUSTRIAL CRANES PORT CRANES HEAVY-DUTY LIFT TRUCKS SERVICE MACHINE TOOL SERVICE NUCLEAR CRANES Since 1970, family-owned Surface Pumps, Inc. has distributed and serviced pumps made by some of the world’s most prominent pump manufacturers. The growing company serves oil, industrial, municipal and food service markets, primarily in central California, but stretching as far as Oman. PLAYING THE NUMBERS Cold calling is a game of numbers and timing. Make enough sales calls, odds are you’ll make some at just the right moment. That’s the case of a call Konecranes’ Charles Shorter made to sell crane inspection services to Surface Pumps. While fortunate for Konecranes, Shorter’s timing could not have been better for Surface Pumps. John Wren, who was hired a few months b

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