Finding satisfied customers to use for referrals is a strong selling tool for any sales force. For the salespeople at EXCEL Manufacturing, it is also a readily available selling tool, as satisfied EXCEL customers are eager to talk about the company and its balers.

"It's been my best friend," says Gary Lano, president of Chaska Sanitation, Chaska, Minn., regarding his company's EX62 EXCEL baler. "The machine is very dependable and it bales any product I want to run through it: aluminum, steel cans, newsprint, OCC, office pack or plastics".

Chaska Sanitation collects and processes curbside recyclables throughout Chaska County Minn., and the company uses the baler to process the variety of materials that come through the facility. "We bale about 200 or 220 tons a month of different materials, and this machine handles all of them" says Lano. "The mills love our bales", Lano continues, "Our bale weights are strong, and we haven't had any complaints from the mills at all. I've checked with other EXCEL customers, and they all said the same thing- there just weren't any rejected loads".

At Lake Erie Recycling in Toledo, Ohio, Kevin and Jacqueline Little now own their second EXCEL baler, having upgraded to a two-ram horizontal model. Nicknamed "Big Shirley"; the hardworking machine compacts a large volume of OCC, newspapers, office pack, aluminum UBC's and other commodities collected in curbside programs and at offices and businesses throughout northwest Ohio.

Kevin Little says it is not only the balers themselves that have made him an EXCEL fan, but also the people he deals with at EXCEL. "There is never any run-around when you have a question, and their dedication to solving a problem should one occur, is unbelievable. This company really cares about its customers." He cites an example the time a service call had to be made, and an EXCEL technician drove overnight from Minnesota to Ohio to arrive at Lake Erie Recycling before it opened to minimize any downtime occurring from service to the baler. Tome DeVivo owns Willimantic Waste Paper, Willimantic, Conn., along with his brother Tim. The company owns three EXCEL balers, having most recently purchased a Signature Series Model.

The company takes its baler shopping seriously, so its decision to become EXCEL loyalists has been made after a great deal of research. "Buying a baler is like adopting a brother," says Tom. "You're going to have it for 20 years, and you better make sure you've made the right decision."

Tom DeVivo says EXCEL's advantages start with the quality of the workmanship: "You can see and feel the good welding and the heavy-duty steel that they use. They produce a machine that's going to last," he states.

Reliability is another strong point in EXCEL's favor, according to DeVivo, including the reliability of the balers and of the people at EXCEL. "They're extremely strong in the parts and service areas," he notes. "Parts show up on time and so do service personnel, and you can always count on them being there.

Paul Frade, plant manager at AAA Recycling in New Bedford, Mass., Has had a similarly positive experience with EXCEL. AAA now operates three EXCEL machines baling a variety of commodities. "It seems like they're always there when you need them. We've had overnight service for parts, and anytime you call they'll stay on the phone for hours, if necessary, until your problem is solved."

Part of EXCEL Manufacturing's secret has been the willingness of the the company's key personnel to remain involved in the design, manufacturing, sales, service and installation processes.