Musco Lighting
Musco Lighting sees the light on RMT toggle press
According to Duane Carlson of Carlson Machinery in Cedar Falls, Iowa, “In this modern day of Internet access, consumers have become used to contacting suppliers directly—often eliminating salesmen, showrooms, and even retail establishments.”
But a recent sale of the integrated system to Musco Lighting in Oscaloosa, Iowa is an example of his value-added approach of matching customers to vendors and products to applications. Carlson calls it an “old-fashioned” approach to sales that uses his years of experience to benefit his customers. Carlson also employs an extensive network of specialists that he can draw from to satisfy his customers.
Producing tangible proof
Tom Stone, an engineer at Musco Lighting was initially looking for used equipment to fit his budget constraints. Duane was able to show him how the new RMT Toggle Press from Foremost Machinery could fit his budget and his needs by arranging for Musco to send parts to Foremost to demonstrate the production quality in an actual Musco application.
A leader in developing sports-lighting technology—including solutions for permanent and temporary lighting, and sports facility management—Musco designs and manufactures systems for lighting recreation and athletic fields.
To meet the concerns and needs expressed of customers and design professionals, Musco has pioneered dramatic improvements in lighting systems to produce products that are:
- More energy efficient and trouble-free
- Easier to install
- Able to provide enhanced playing conditions
- Less obtrusive for neighbors and the environment
Greg Sweigert, General Manager of Foremost Machinery Corporation, says, “Guys like Tom Stone know their business. They know what they need. Showing them that our equipment can deliver is more effective than any sales pitch—and we’re always happy to support our distributors by providing that demonstration.”
Building better solutions through relationships
Carlson Machinery had previously been involved in the sale of a similar press to another customer who needed to integrate a feed system. Carlson’s associate, Virgil Plum, President of Industrial Standard Tooling in Waterloo, Iowa, engineered that integration. By arranging for a visit to that customer’s facility, Duane was able to show Musco how it could work. Virgil Plum shared the concept with Musco’s engineers so they could integrate the RMT toggle press with a CHS Automation servo feed, and pallet decoiler from Durant Tool Company—also represented by Carlson Machinery.
Tim Durbin, General Manager of CHS Automation in Warren, Michigan, and his electrical engineer, provided key technical advice to Musco’s engineers as the deal came together. Says Carlson, “This project highlights the cooperation of companies I respect for their integrity and expertise, and how our relationship added value for a customer.” He adds, “The machine tool business is about long-term relationships with versatile, high-quality individuals and companies. You don’t just pull that out of the hat.” Certainly, in this instance, the experience of all involved paid off.
