Pittsburgh, PA - The RMP division president of Portec, a leading international manufacturer of engineered products for the rail-freight and transit industries, headquartered in Pittsburgh, PA, engaged Edgeworth, Inc., a Pittsburgh-based human-capital consulting firm, to train its sales and sales support personnel on how to sell the value that Portec brings to relationships.

A competitive market, coupled with reduced capital spending by the Class 1 Railroads, set the stage for a shift in focus from the traditional product-centric model to one based on improving the customer's bottom line. With the introduction of new product lines, and the need to bring in more business at healthier margins, Portec was ready for this change.

"Nothing is more important than getting our value in the market, and the only way to achieve that goal is to show the customer the economic benefit that we can have on their business," said Rich Jarosinski, President, Railway Maintenance Products Division. He went on to say, "Our people need to concentrate on how they can help the customer profit, rather than continue to be seen as mere vendors."

Edgeworth's proprietary game was used to communicate ROFA (Return On Funded Assets), and how it drives the rail industry. Edgeworth is also helping Portec identify their "Value Proposition" - or philosophy of selling - and a plan of action to carry it out.

About Portec Rail Products
Beginning in 1906 as a producer of rail anchors, Portec Rail Products, Inc. has focused on developing and manufacturing products that make railroading safer, faster and more efficient. Through the years, Portec's determination to "a better way" has earned worldwide leadership status in all the railway industry market segments it serves.