When it comes to business memberships and trade associations, companies are used to paying dues with little 'due' in return. But that's not the case for Norm Coyne, General Manager of Western States Circuit Breakers, Inc. (Idaho Falls, Idaho) who attributes $300,000 in recent sales to the Professional Electrical Apparatus Recyclers League (PEARL) and its Electrical Reconditioning Standards.

"It started with a government facility in 2006," Coyne explains. "They wanted some 2300V breakers rebuilt, and they put out a document that listed how they wanted it done. I was reading the spec when it occurred to me, 'Hey, this is the PEARL standard.'"

Along with his bid, Coyne sent a copy of the original PEARL Standard 2210, "Medium Voltage Circuit Breaker Air," to the customer and was pleasantly surprised.

"We got the job, and weren't even the lowest bid," says Coyne.

That was three years ago. Since that time, Coyne says he's submitted several PEARL standards along with his bids to recondition electrical apparatus for several major industrial and government institutions and won six of the bids, totaling approximately $300,000.

"Especially when it comes to large corporations and government customers, they are used to a specification document, test reports…everything that the PEARL Standards already include," says Coyne. "Customers like the secure feeling they get when they see all the reconditioning tests and details spelled out in the PEARL standards.

PEARL's mission is to develop a 'marketable distinction' for its members, and according to Coyne, the PEARL standard really helps. "When you're bidding against other companies, submitting the PEARL Standards can give you that little extra. It does work."

PEARL's Marketing Committee is currently developing a series of two-page summaries that explain commonly used PEARL standards. PEARL plans to make these 'sell sheets' available to its full voting members for submission with their bids, and to help member companies educate the electrical marketplace on what it takes to produce a safe, reconditioned electrical apparatus.

About PEARL:
Founded in 1997, the Professional Electrical Apparatus Recyclers League (PEARL) creates, collects, and disseminates information, policies, procedures, and standards to ensure the proper recycling and reuse of electrical power equipment. Its 70+ corporate members must meet strict technical, safety, and operational requirements.

Editorial Contact Winn Hardin Marketing Director Tel: 904-246-8958 winnhardin@pearl1.org

Association Manager Mark Stone Tel: 877-AT-PEARL Fax: 888-996-3296 pearl@pearl1.org