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Dykman Western States Sales Competition- Team Role Play Case

Team Role Play Case for the competition.

Team Role Play Case printable version

Dykman Overview

Dykman is a privately held specialty industrial electronics distributor focused on providing customer line-to-load solutions in heavy industrial markets, including mining, power generation, petrochemical, oil & gas, municipal, food & beverage, and many other process-driven industries. Dykman’s solutions primarily focus on the main power conversion products found between the power utility transmission lines and the driven equipment at customer facilities. See Dykman’s About Us website. This includes:

  • Transformers
  • Switchgear
  • Power quality devices
  • Motor control (including starters and variable frequency drives)
  • Electric motors

With 44 years in business, Dykman:

Additionally, Dykman has a field service team for start-up and commissioning services, allowing them to respond more quickly than the factory personnel used by most competitors. In addition, Dykman maintains three UL508 panel shops for custom control panel production, allowing them to customize products to fit customer needs. 

Over the last four years, Dykman has doubled its business and continues to grow organically by entering new markets with its existing team. Dykman aims to open one new location per year while providing team members opportunities to grow within the organization. With annual revenue nearing $250M, Dykman has always been a debt free company. 

Core Values

Dykman recruits team members whose core values align with their own, including: 

  • Family 
  • Teamwork 
  • Customer First 
  • Work Ethic 
  • Commitment

Dykman Value Proposition

Dykman stands out from the competition because of their unmatched lead times. With their expertise in the electrical industry and their relationship to high-quality equipment, they provide valuable insights on both sides, giving customers a competitive edge as a trusted advisor. Dykman sales reps focus on the value they bring to the table rather than the intricacies of the product. 

  • Inventory Advantage: By maintaining $35M in inventory, Dykman can deliver items directly from stock that competitors can take between 24 and 60 weeks to source. 
  • Cost Efficiency: Dykman’s inventory allows them to maximize purchasing power, buy in bulk, and deliver promptly—minimizing customer downtime and providing the lowest total cost of ownership. 
  • Service Excellence: Dykman often flies out their own technicians to help get equipment up and running. 
  • Brand Commitment: Dykman sells top industry brands and emphasizes value over price alone. 

Background

American Mining, a $2.6 billion company operating five mines across Idaho, recently collaborated with Dykman to resolve a critical issue at its Idaho City mine. The project’s success earned Dykman strong praise from the Idaho City mine manager, who emphasized how the solutions improved efficiency and safety while minimizing disruptions to daily operations. 

Following the success of the initial sale, top executives at American Mining have requested a follow-up meeting with you and the rest of your team to discuss future opportunities. During these discussions, Dykman learns that American Mining is expanding, with four new mines preparing to start operations across Idaho. American Mining is still looking for a VFD supplier for each of the new mines. 

Although the leadership team recognizes the potential benefits of partnering with Dykman for their future expansion, there is no consensus yet. Concerns remain about whether Dykman’s solutions can scale effectively to meet the demands of multiple new mines and if committing to a single supplier is the best long-term decision. 

Additionally, Jesse Kaldwin, the Idaho City Chief Electrical Engineer, recently shared that a competing vendor has approached the team with an alternative proposal, promising similar benefits at a lower upfront cost. American Mining carefully considers the long-term benefits and risks before deciding whether Dykman is the right fit for a company-wide partnership.

The American Mining executives attending this meeting will be:

  1. Avery Williams, Vice President of Mining Operations 
  2. Skylar Thompson, Finance Director 

Goals for the meeting: (20 minutes)

  • Gain a commitment from American Mining to make Dykman the exclusive VFD supplier for all new mines 
  • Understand more about Avery and Skylar’s role, responsibilities, and decision making criteria 
  • Address and clarify any concerns or questions American Mining may have
  • Discuss all buying options and present a tailored buying solution 
  • Secure a long-term partnership with American Mining for all future electrical equipment needs 

Team Roles and Responsibilities

  • Account Executive – Team Lead 
  • Outside Sales Representative – Dykman Subject Matter Expert
  • VFD Engineer – Product Specialist 
  • Finance Expert – Finance Expert 

Product Description

Product: Toshiba’s Resource library on MTX215 

Resources: Toshiba Brochure on MTX2-15

What is a Variable Frequency Drive? See the Real Pars video on what is a VFD