Model Builders Inc Blog

Why sales kits with cutaway products increase sales.

Posted by Hal Chaffee on Thu, Jun 06, 2013 @ 02:17 PM

When you are selling an industrial product like a battery, electric winch, pump or valve that has superior features and materials inside the most important tool your salesforce can have is often a product that is cutaway to show those advantages and exactly how it works. The product  should be small and light enough for a salesperson to carry in a carrying case.

Battery cutaway

 Forklift cutaway with sales case

Forklift battery cutaway with sales case

This battery cutaway uses mostly real parts but was made much lighter by using a foam block behind the first set of positive and negative grids. The paste in the real grids is toxic so colored bondo in orange or gray was used and a matte finish created to resemble the real paste. The grid is real but the connector at the top of the grid is plastic to help reduce the weight of this battery cutaway.

Seeing the product with a cutaway showing its advantages means believing them. The black top, white housing, grid and battery strap are all real parts. Part of the battery strap on the top is cutaway so you can see the copper inside. The black label on the side lists three benefits and three technologies that help to reinforce the sales message.

This battery sales kit was so effective in generating sales that the company ordered additional cutaways of some of their other battery lines for their sales people.

Battery Cell Cutaway resized 600

 Battery cell prototype cutaway with sales case

This lithium battery cell fits into a small sales case.  The wood stand is easily removed and the battery cell slips down vertically into the stand. Weight, watt hours and other sales information is silk screened on the front of the battery. With the cutaway view the story of how it works can explained by showing the various sections inside.

Superwinch Cutaway resized 600

 Superwinch cutaway sales kit

Here a potential customer can see how this winch works from the inside out as well as see the quality of the materials, mechanisms and construction. If  a potential customer can't see that inside difference of the SUPERWICH first hand they may be more likely to buy a competitors product that is less expensive. Sales kits with a cutaway product  are often the closer that makes the sale.

Aircraft oil pump with clear housing

aircraft oil pump with sales case

Aircraft oil pump model with sales case

This full size jet aircraft oil pump model with a clear housing and translucent parts (metal parts in the real pump) shows clean or dirty oil and a separator part (each in one of three different colors). The aluminum base is 12" wide X 16" long. The rugged ATA style carrying case can also be used for domestic or international shipping.

A sales kit with a cutaway product (or model of the product) will help to show how your product works, the superior materials it is made of and other internal sales features. Take the next step by contacting us at Model Builders, Inc., 773.586.6500 or .


Tags: sales kit, sales kits, product cutaway, product model, training aids, model builders, model maker, model makers, training aid, product models, model builder, product cutaways

Sales kits demonstrate product advantages

Posted by Hal Chaffee on Sun, May 20, 2012 @ 09:33 PM

A sales call is one thing but a sales call with a sales kit is more likely to focus the potential client's attention on the advantages of a product.

Shown below is a sales kit that demonstrates how this particular storage silo works. The silo is hermetically sealed to keep oxygen out, thus keeping the feed fresher longer.  However, without a special feature, the silo would split open from expansion pressure if the inside air became much hotter than the outside air. If the inside air got much colder than the outside air, the silo's walls would collapse inward.  To prevent that, the top of the silo has two breather bags vented to the outside air. The bags collapse when it is hotter inside than outside and expand when it is colder inside than outside. This design enables the storage silo to keep the feed inside hermetically sealed without splitting open or caving in.

sales kit, sales kits, product model, product models

The question for the salesforce of well over 500 was how to show this breather bag process to potential clients so they believe it and remember it. The answer was the sales kit shown above.

In the bottom of the model silo is an emply aluminum soda can with the bottom missing. When the salesman lights a lighter inside the can the aluminum quickly heats the air inside which in turn collapses the two breather bags. He can then spray a can of fast freeze on the side of the aluminum can to cool the air inside and expand the two breather bags. This quick and memorable demonstration is a powerful factor in the sales process.

Sales kits often double as training aids. Shown below is a sales kit that is also used in training sessions to show how to adjust a crawler track for much longer wear.  The red rings show wear where they meet the white rods. The blue rings/rods are new with no wear. As the red rings wear down, eventually the track loosens up and the rings have to be replaced. 

However this particular design can be adjusted for wear so the track lasts about twice as long. The sales person can rotate the red rings and white rods 180 degrees with the steel tool in the middle of the yellow gear on the left so that they are facing the outside instead of the inside of the track. This puts the unworn half of the ring/rod facing the gear. You can hear and feel the difference by manually rotating the yellow gear on the left while holding the small steel rod in the gear.

sales kit, sales kits, product model, product models, training aid

Use sales kits like those above to help sell your product on sales calls or at trade shows. Give your product an edge by focusing on the key product advantages with an impact the client will remember.

If you would like more information on developing a sales kit for your product contact us at Model Builders, Inc. 773-586-6500 or

Tags: sales kit, sales kits, training aids, training aid