Opportunities Bring Cash   Water Quality Products August 2003   Wendi Hope King
As many of us wonder when the economy will make its massive turn around, others of us feel that maybe this will be as favorable as it gets for a long time. We must make the best of it. To assist you, we offer our Annual Buyer's Guide complete with supplier and product listings, a product/service guide and an index of associations and government entities that may help advance you even further down the road to prosperity.
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Lead Generation   Water Quality Products August 2003   Carl Davidson, Sales & Management Solutions
Having enough leads allows you to attract and keep great salespeople. Nothing increases recruiting results like being able to say, "We provide the leads and appointments." It also increases production. Dealers who provide leads average twice the sales per salesperson as those who do not. The best thing you can do for your company is to lock yourself in a private room for a few hours and plan your marketing plan for the next 12 months. If you decide to do this exercise, here are a few areas you might consider.
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Who's Really Running Your Dealership?   Water Quality Products July 2003   Carl Davidson
The most profitable things you can do for your company are recruiting, training and managing great salespeople.
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Avoiding Consumer Complaints   Water Quality Products June 2003   G.A. "Andy" Marken
It's precisely at times like these that companies must be especially concerned about guarding and strengthening their customer relationships in the areas of product and service reliability to preserve the integrity of their operation. Consider taking a day to gather information on how your organization actually is operating from the standpoint of consumer protection.
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Developing Your Distillation Business   Water Quality Products May 2003   Daniel Harbeck, Get Distilled
Daniel Harbeck, the operations manager for Get Distilled, a Durastill distributor that sells steam-distilled water, machines and accessories in Mukilteo, Wash., shares his story on how he became involved in the water treatment industry and how he uses his time to educate consumers.
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Enhancing Your Leadership Skills   Water Quality Products April 2003   G.A. "Andy" Marken
In these days of consolidation, downsizing and mergers and acquisitions, you need to be viewed as a person whose leadership qualities transcend your present firm and gives you value in the marketplace.
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A Solid Future for POU Water Purification   Water Quality Products March 2003   Glenn Land, Aduk, Inc.
Point-of-use (POU) water purification has a solid future. The relatively new POU industry will have to shoulder tremendous responsibility. Serious issues of water quality as well as quantity are apparent. The right of every human to water must be proactively protected if an acceptable quality of life for future generations is to be reasonably assured. This will not happen until it becomes a high priority political issue.
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Mold Coverage   Water Quality Products February 2003   Arizona Water Quality Association
The following are program notes of the insurance panel presented at the Arizona Water Quality Association October 2002 program, reprinted with permission from the AZWQA. As stated at the Arizona Water Quality Association meeting in October 2002 by Sean Gillespie, claims manager at Allied Insurance, mold is becoming the "new asbestos" to insurance companies. More and more, mold is resulting in damage claims.
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Tradeshow Advertising for Exhibitors   Water Quality Products February 2003   G.A. "Andy" Marken
An August cover story in BusinessWeek points out that people who starve their brands now will be paying for it in the future. At the same time both allbusiness.com and about.com, two business information sites, point out that going to a trade show without preshow promotion is a waste of time ... and money.
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If Times Are Good ... Promote; If Times Are Bad ... Promote Harder   Water Quality Products January 2003   G.A. "Andy" Marken
Today, there is a volume of data which indicates that during recessions or other "difficult" times, the firms that trim their advertising budgets suffer--and suffer hardest.
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The New Communications Challenges for Business   Water Quality Products December 2002   G.A. "Andy" Marken
there has been an increased demand for responsible and responsive management. Answering this call is a new breed of senior managers who will be challenged by all of the organizations' stakeholders. They, in turn, will challenge the total spectrum of an organizations' communications capabilities--internally and externally.
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New Directions in the Activated Carbon Industry   Water Quality Products December 2002   Henry Nowicki, Ph.D., Mick Greenbank, Ph.D., and Barbara Sherman, PACS, Inc.
In the last two decades, the price of activated carbon (AC) has fallen 75 percent. Many lower cost varieties have sufficient quality to be useful in many applications. The price reduction, along with maintaining reasonable quality, has created changes in the industry. This article describes how those potentially influence the direction of the industry.
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Bottled Water Partnerships Are Abundant   Water Quality Products December 2002
Opportunities are everywhere for bottled water companies keeping an eye open. Although many large beverage companies are getting the "big" deals, smaller and mid-size companies should take note. Smaller companies can learn lessons from these beverage giants and find opportunity where others may not see it.
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Eight Ways to Build Employee Commitment   Water Quality Products November 2002   Adrian Gostick
Creating a fairy-tale work environment begins with recognition. Your employees need it more than money, perks or titles. Here are eight tips regarding recognition. Remember these, and your employees may just start whistling while they work.
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Full of Promise   Water Quality Products October 2002   Contributed by Zenith International
East Europeans drank almost 10 percent more soft drinks in 2001, pushing consumption past the 20,000 million liter mark for the first time, according to the 2002 East Europe Soft Drinks report from Zenith International. Volumes have jumped 36 percent since 1997, despite the economic troubles of the late 1990s.

CEO Still Determines Communications   Water Quality Products September 2002   G.A. "Andy" Marken
Public relations and communications practitioners can't supplant the CEO's fundamental ethical standards. But they will have to assume added responsibility of building and managing the company's and management's credibility and reputation by ensuring clear communications internally as well as externally to customers, partners and shareholders.
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Where Is Your Operation Headed Next?   Water Quality Products July 2002   G.A. “Andy” Marken, Marken Communications, Inc.
Regardless of whether you are trying to determine where you are going tomorrow with your present company emphasis, or planning to enter prospective new areas, a strategy plan is necessary. Such a plan helps ensure that everyone in the organization is in agreement as to the posture and direction of the company. Equally important is the fact that your financial backers know where you are going and have the level of confidence necessary to support you in the effort. Putting the information down on paper is far from fun, but the rewards are well worth the effort.
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Workplace Injury Causes and Costs   Water Quality Products June 2002   Liberty Mutual Group
The 10 leading causes of disabling workplace injuries account for 86 percent of the estimated $40 billion in wage and medical payments made to workers injured on the job in 1999, the last year for which data are available, according to the second annual Liberty Mutual Workplace Safety Index by Liberty Mutual Group.
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Recipe to Outside Sales Success   Water Quality Products June 2002   Jason B. Schell and Peter Strain, Water Depot University
There are 10 ingredients to a successful sales team. Read the following 10 items to see if your sales force measures up.
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Cold or Gold?   Water Quality Products June 2002   By Carl Davidson
Remember that opportunity is calling your company every day. Take a moment to ask who is answering and are they turning those calls into cold or gold?
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Hedging Your Hiring Bets   Water Quality Products May 2002   Carl Davidson
Whom you hire is an important decision. The right candidate will bring sales and profits to your company. The wrong one can mean serious losses and lawsuits. On average, you invest $20,000 in potential profit, training and payroll in each new candidate. Here are some tips from great sales managers as to how to make the right choice of whom to hire.
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Bottled Water Quality   Water Quality Products May 2002   Barbara L. Marteney and Kristin Safran, National Testing Laboratories
Due to growing concerns about environmental contamination from industry and the use of everyday products as well as fears of intentional tampering of water supplies, people are becoming more conscious of water quality. Letting your customers know that bottled water is regulated by the U.S. Food and Drug Administration (FDA) as a food product and that it is safe is an important part of your business.
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Advertising Boosts the Visibility, Appeal and Profit Potential of Companies, Products and Services   Water Quality Products May 2002   Walt Denny, Walt Denny, Inc.

For better or worse, advertising is an integral part of global cultures. You can find it everywhere—in print and broadcast media, airport terminals and city buses, sporting events, clothing and every aisle of every retail store. It also is becoming ubiquitous on the Internet, with advertisers scrambling to secure real-estate for banner ads on popular websites. Regardless of where you find it, advertising is a provocative medium with the power to make a product, service or company highly visible and appealing to consumers and businesses in today’s competitive commercial landscape.
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Ten Low-Cost Steps to Keep Employees from Job Hunting   Water Quality Products April 2002   G.A. “Andy” Marken, Marken Communications, Inc
The primary motivation for individuals who are job hunting seldom is simply a bigger paycheck. There are low-cost efforts you can undertake to retain the people you want to keep.
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The Need For Marketing   Water Quality Products March 2002    Walt Denny
Starting and running a business without a marketing plan can be like trying to fly an airplane without radar—you might know what your destination is, but you haven’t a “road map” to get you there. Every company, whether it is established or still in the idea phase, needs a marketing plan that serves as an integral part of its overall business plan for company operations. A good marketing plan supports a company’s broader business goals by formulating a sound marketing strategy and an action plan (i.e., specific marketing activities such as web promotions, direct mail, etc.) that can carve a direct path to bolstered product sales, market share and long-term profitability and success.

Wasted Time, Money and Energy   Water Quality Products February 2002   G.A. “Andy” Marken, Marken Communications, Inc.
It’s too bad that so many water management and manufacturing firms waste so much money on public relations (PR) activities that have little or no impact on the press or, more importantly, on their prospective customers.
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Smart Management Through the Downturn   Water Quality Products January 2002   G.A. "Andy" Marken, Marken Communications, Inc.
Not since l990 have we seen a downturn in the economy as we have for the past five months. Most indicators point to only a mild improvement through the middle of this year. While the downturn?okay, recession?was tough in the early 1990s, you have to go back to the early 1980s to see one that had the global scale as the one we?re experiencing now.
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Only Time Will Tell   Water Quality Products January 2002   Multiple Authors
The unprecedented events of Sept. 11 and the recession that began hitting our nation at the beginning of 2001 created havoc in the business world. The water industry was no exception; it also saw its share of fluctuation. With such an unpredictable economy, we move into 2002. WQP asked industry professionals nationwide to comment on what the water industry may see in the upcoming year. Although these professionals share their outlooks for next year, only time will tell what lies ahead.
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The Right Time for Bottled Water, POU   Water Quality Products December 2001   Wendi Hope King
Although in October, the IBWA had seen only a slight increase in sales overall since the attacks, individual companies have reported increased sales since Sept. 11. This partly is due to bottled water being named as one of the must-have items in case of further terrorism.
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Beyond the Hype of CRM   Water Quality Products December 2001   Lorraine Keating, Prism Visual Software
For water treatment companies, automated Customer Relationship Management (CRM) software is a necessity for becoming a successful, well-organized and customer satisfying business. CRM software integrates daily business routines inside the office and on the road and takes care of repetitive and organizational tasks reliably and consistently. So look for the right CRM software product to get beyond the CRM hype into the down-to-earth improvement of your daily operational challenges.
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Thinking Outside the Box   Water Quality Products December 2001   Carl Davidson
This article is a salute to those who think outside the box and an invitation to us all to try the unusual and unique to see if it helps us differentiate our company in the marketplace.
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Promoting Your Headline News   Water Quality Products December 2001   G.A. "Andy" Marken, Marken Communications, Inc,
Properly writing news releases and submitting them according to an editor’s needs will help get you published and will enhance your business, large or small.
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Winning Websites   Water Quality Products November 2001   By Walt Denny, Walt Denny, Inc.
If optimally designed, your website can be a powerful customer magnet or, if it is not, a sure-fire customer repellent.
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In Need of an Economy Upswing   Water Quality Products October 2001   G.A. Marken, Marken Communications, Inc.
Historically, the economy improves only when people are convinced that it is improving. Apparently, the Bush Administration hasn’t been all that convincing because the economy isn’t steadily improving. At least, not according to corporate managers and, most importantly, not according to consumers.
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Facts Get in the Way of Winning Customers, Marketshare   Water Quality Products September 2001   G.A. "Andy" Marken, Marken Communications, Inc.
Despite leading market research firms that show solid marketing has a cumulative effect, management often views the marketing budget as an expense rather than an investment. It?s time for managers to nail down marketing plans.
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Water Tests Protect Customers from Guilty Parties   Water Quality Products September 2001   Wendi Hope King, WQP Staff
Despite the regulations set for treatment plants, the general public will find itself focusing on the negative and seeking additional treatment from our industry. This spells opportunity for water treatment dealers to illustrate how their services can benefit the public.
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Have You Seen Your e-Business Plan Yet?   Water Engineering & Management September 2001   Melanie Rettie and Mo Rousso
A well-developed e-Business strategy will help implement fast, flexible and cost-effective business practices, propelling your utility to maximum revenue/profits.
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Keeping Your Company Afloat   Water Quality Products August 2001   Wendi Hope King
Once again I have the opportunity to take a good look at companies in the industry and receive a clear picture of all of the changes and consolidation that have taken place throughout the past year.
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Breaking Through the Financial Barrier   Water Quality Products June 2001   G.A. "Andy" Marken
As you drive along Highway 101 in California?s Santa Clara Valley, Route 128 near Boston, the Beltway around Washington D.C., the Carolina?s Silicon Triangle, Washington State?s Silicon Forest or nearly anywhere across the country, you almost can see the parched bones of entrepreneurial ideas that have died and been cast aside. They lie next to now healthy giants and soon-to-be-successful product and service organizations.
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Web-Based and Wireless REVOLUTIONS   Water Quality Products May 2001   Lorraine Keating, Prism Visual Software
The media predicts that virtually all work as we know it soon will be Web-based and wireless. With the proliferation of PDAs and cell phones, and with their continually decreasing costs, this statement is hard to refute. An article published in Software Technology magazine stated that to characterize this new technology as a "revolution" is an understatement. Rather it is a "cataclysmic change."
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E-Business   Water Quality Products April 2001   Dale B. Langefels, Crane Environmental
With so many water treatment technologies and ways to apply them, a major challenge to our industry is to develop online configurators that allow the user to select and order a system that best fits his specific needs.
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Top 12 Things We All Do That Kill the Close   Water Quality Products April 2001   Carl Davidson
Sometimes we are so close to the sale we can taste it until we do something that kills it in its tracks. To prevent us all from doing this, here are the top 12 things we all do sometimes to kill the sale.
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Fleet & Distribution Outsourcing   Water Quality Products March 2001   Ralph K.F. Stockmayer, Penske Truck Leasing
There are many details to learn when outsourcing your vehicles. Discover how outsourcing can be the answer for you.
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The Crisis Counselor   Water Quality Products March 2001   G.A. Marken
Business trips give you an excellent chance to catch up on your reading since you’re isolated on a plane for two to three hours. So there was no better time to review Jeff Caponigro’s, The Crisis Counselor (Contemporary Books), a guide to managing business crises, than the round-trip flight from San Francisco to New York.
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I've Never Met a Rich Sharecropper   Water Quality Products March 2001   Carl Davidson
Sharecroppers are poor tenant farmers. They farm the land for the owner in exchange for a share of or percentage of the crops they produce for the owner. They do what they are told and have no land to farm themselves.
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Tide Rising for U.S. Water Stocks   Water Engineering & Management March 2001   Robert Anfuso
While the WaterInvestments.com Water Industry Index (WIWI)* showed only a fractional gain of 1 percent for the 12-month cycle ending January 2, 2001, the month of December proved to be a bounce-back period for water stocks as the WIWI rose nearly 9 percent.

We Ought to Be Committed   Water Quality Products February 2001   Carl Davidson
We ought to be committed. No, that isn’t a comment on our mental stability but rather a comment addressing the fact that we ought to be totally committed to success if we intend to achieve it.
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Jan. 2001 Industry Spillway   Water Engineering & Management January 2001   Robert G. Anfuso

But How Much Is It?   Water Quality Products January 2001   Carl Davidson
Could we get more of those people to allow us into their home for a demonstration? Here are a few tips from veterans of the phone wars.
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International Business: The Business Card   Water Quality Products January 2001   Eric Aparnieks
Have you ever wondered why we carry business cards? If you ever stopped to think about it, they really are unique in many ways.

December 2000 Industry Spillway   Water Engineering & Management December 2000   Robert G. Anfuso

1st Choice   Water Quality Products December 2000   G.A. Marken
Press releases are an important means of communication with a firm's many publics doesn't get the care and attention it deserves. In addition, poor, incomplete news releases and publicity practices insult a good editor's intelligence as well as do the firm more harm than good.

Oh Yeah? Well, I Quit!   Water Quality Products December 2000   Carl Davidson
I was giving a seminar last week when one of the managers attending said, "You can’t tell people to work hard in this job market or they just quit." The other managers agreed.

Innovative Market Expansion: The New Office Coffee Service Operation   Water Quality Products October 2000   Patrick Rolfes
In this time of competition, a new opportunity exists for bottled water suppliers: the addition of the office coffee service (OCS).

Promoting Company Image   Water Quality Products October 2000   Chantal Liu
With an ever increasingly competitive market, many water treatment industry suppliers and dealers are investing more into promoting their names and seeking the trust of the community and customers. What are some of the ways companies are doing this today?

The Business of Family   Water Quality Products September 2000   Mike Henning
A major predictable pitfall for business-owning families is their lack of policies that will eventually affect each family member in the present generation and for generations to come.

Financing Water/Wastewater Products and Projects in the International Marketplace   Water Engineering & Management July 2000   Stephen Sohn
Cash buyers are becoming rare as companies, governments and quasi-government agencies continue to "tighten their belts." Budgets are being constantly squeezed and resources are continuing to be finitely allocated.

Cybersupport: The Key Reason for Web Presence   Water Quality Products June 2000   G.A. Marken
Putting customer service, customer support and technical documentation on a website is key in competing in the marketplace.

Export Controls: It Pays to Know the Rules   Water Quality Products June 2000   Eric Aparnieks
After nearly two years of tireless engineering and product development, we at Advisors International were now ready to begin our marketing campaign.

Understanding Organizational Climate: Start Minimizing Your Workforce Problems   Water Engineering & Management June 2000   Rob Altmann
Although many U.S. businesses are experiencing increased demands for their products and services, it is becoming increasingly difficult for them to maintain an elevated status within their respective industries.

Collaboration: Personal Power, Not Position Power, Part II   Water Quality Products May 2000   G.A. "Andy" Marken
The following article is part two of a two-part series that began in the April issue. The most valuable asset a leader of any kind can have is the ability to determine the strengths and weaknesses of key people and leverage their talents and interests so they deliver results for the program and themselves.

Who Defines Quality   Water Engineering & Management May 2000   Robert B. Stewart
It is no big secret that quality is a critical component of a project or product’s success. However, some companies, in the rush to jump on the quality train, have lost sight of the track.

Collaboration: Personal Power, Not Position Power, Part I   Water Quality Products April 2000   G.A. "Andy" Marken
In today’s virtual organizations people increasingly work in teams made up of people from different departments and, in many instances, with people who are outside of the company. The challenge is to gain the cooperation of individuals you have no control over.

Duty Drawback: Lowering the Cost of Importing, Exporting, Part II   Water Quality Products April 2000   Eric Aparnieks
Part I of this article appeared in the March issue. Organizations interested in obtaining drawback will find the process relatively uncomplicated.

Fleet and Distribution Outsourcing   Water Quality Products April 2000   Ralph K.F. Stockmayer
Should a water quality company consider distribution or fleet outsourcing?

Business, Skills Training Are Never Ending   Water Quality Products March 2000   G.A. "Andy" Marken
The rapid changes in technology are so prolific that it has forced us to become life-long learners. Rather than a rigidly structured process, learning is becoming a self-directed process.

Nine Highlight Audit Items for Small Business Owners   Water Quality Products March 2000   Mike Henning
The following are the key items that the IRS historically looks at in determining whether to conduct a personal audit.

Duty Drawback: Lowering the Cost of Importing, Exporting, Part I   Water Quality Products March 2000   Eric Aparnieks
Many companies that export their products today, whether they are importing or exporting undoubtedly pay substantial customs duties. The majority of companies probably do not realize that many of the duties paid in the course of their overseas shipments and activities can be nearly "fully refunded."

Managing People: Your Most Difficult, Most Rewarding Task, Part II   Water Quality Products February 2000   G.A. "Andy" Marken
When you really understand yourself and your interrelationship with people who work with and for you, everyone can accomplish more. The following article is continued from the January issue.

Renewing the Value of a Leader   Water Quality Products February 2000   Wendi Hope King
Q&A. Following troubled times, Jim Cederna was called upon to help transform Calgon Carbon into the prosperous venture that it once was.

Using Optimism to Make the Sale   Water Quality Products February 2000   Carl Davidson
Can optimism help you make an extra $10,000 to $20,000 a year? It can if professional optimism is practiced in all sales situations.

What Customer Service Means for You   Water Quality Products January 2000   Carl Davidson
Many of us talk about how we make customers our number-one priority. But surprisingly, this area is sometimes cast aside, lacking the necessary effort or without solid direction.

Inexpensive and Uncomplicated VAT Recovery   Water Quality Products January 2000   Eric Aparnieks
Overseas travelers often are either unaware they can reclaim VAT charges, or fail to know where to go for appropriate support.

One Thing is for Certain ... Change   Water Quality Products January 2000   Roger Miller
They say only two things are certain in life: death and taxes. I think there is a third: change. Change certainly applies to our rapidly maturing water treatment industry.

Marketing in the New Millennium   Water Quality Products January 2000   Ned Jones
How will we market our products in the future? Will it be via the Internet with the click of a mouse? Will magazines, televisions, radios and other media continue to dominate our marketing means?

Strategic Alliance Creating New Business Opportunities for Companies, Part II   Water Quality Products December 1999   Eric Aparnieks
This is the last part of a column that began in November. Forming an alliance with a Canadian company can offer your organization a strong partner.

Fishing for Good Employees   Water Quality Products November 1999   Mike Henning
Privately owned companies need good outside employees to grow and remain profitable. They need excellent outside managers for running smoothly, receiving fresh perspectives and ideas, to mentor inside managers and support the owners. But keeping employees on board can be more difficult than hiring them

Strategic Alliance Creating New Business Opportunities for Companies, Part I   Water Quality Products November 1999   Eric Aparnieks
Cooperation often takes many forms—everything from joint ventures to both simple and complex licensing agreements. One such partnership that has been successfully employed for some time in the business world but is now gaining a new following is the idea of forming strategic alliances.

Art of International Gift Giving, The   Water Quality Products October 1999   Eric Aparnieks
It is through travels that friendships are developed and relationships are cultivated. Customary to any business relationship is the "Art of Gift Giving."

An Interesting Twist on Sales Compensation   Water Quality Products October 1999   Carl Davidson
A few weeks ago, a client was interested in changing his company’s remuneration plan. We came up with a pay plan that could give a company important advantages.

E-Commerce Provides Key to Lower Business Costs, Part II   Water Engineering & Management October 1999   Klaus Etzel
This is part 2 of a two-part article. Part 1 ran in the September issue. E-commerce applications can be added to increase productivity, improve data accuracy, promote trading partner loyalty and facilitate just-in-time inventory management.

E-Commerce Provides Key to Lower Business Costs, Part I   Water Quality Products September 1999   Klaus Etzel
Industry analysts are optimistic about electronic commerce for two reasons. First, it is delivering on its promise to lower costs, reduce order-processing time and improve information flow. Second, the tremendous growth in Internet trading since just last year reflects an increased confidence in the security and reliability that now can be built into Internet access.

Enhancing International Trade with Selective Overseas Partnering   Water Quality Products June 1999   Eric Aparnieks
Finding a suitable partner for any overseas endeavor is critical when any thought is given to licensing or establishing a manufacturing joint venture arrangement. The U.S. government has developed a number of exciting programs available to assist in your efforts in finding those select overseas partners.

Free Electronic Commerce   Water Quality Products May 1999   Plumbing Online
Electronic commerce, or e-commerce, is rapidly growing within the plumbing industry.

Overseas Travel Tips to Make Your Business Trip Less Worrisome   Water Quality Products April 1999   Eric Aparnieks
International travel tips and ideas for less hassles and complications.

Thinking About Going Global?   Water Quality Products March 1999   by Eric Aparnieks
An introduction to taking your business into the international marketplace.

Outsourcing Enterprise Resource Planning: How it Can Work For You   Water Quality Products March 1999   by Jim Patrick
Use information technology to better your dealings and relationships with customers and suppliers.

The Top 10 List   Water Quality Products November 1998   Mike Henning
We scanned the various lists of characteristics and skills considered key for success.

Accountability in the Family Business   Water Quality Products July 1998   by Edwin A. Hoover, PhD CMC

People and money! That's the answer you're likely to get if you ask the typical family business owner to name the two biggest problems in running a successful operation.

Selecting Manufacturers & Buying Equipment   Water Quality Products July 1998   Eric Silfies

Computer Billing for the Dealer   Water Quality Products February 1998   Mike McCarty
For most dealers, the first and foremost application for a computer is billing. However, most dealers have several unique billing requirements.

Profit, Productivity and Today's Technology for the Water Filtration and Bottled Water Industries   Water Quality Products February 1998   Lorraine Keating
All successful bottled water and water filtration business owners know that the integration of all operational phases of their business is crucial.

Succession Planning Disputes in Rapidly Changing Times   Water Quality Products January 1998   Edwin A. Hoover, Ph.D., CMC, and Colette Lombard Hoover, MS
Succession issues in family businesses can become high-conflict and are always high-stakes affairs.

Building Family Relationships on Trust   Water Quality Products December 1997   by Mike Henning
As families come together to discuss directional issues, wealth, power, and control situations, individuals have definitive ideas and strong feelings.

Achieving the Extraordinary in an Ordinary World   Water Quality Products December 1997   Danny Cox
Employees improve right after the manager gets his/her act together and becomes productive him/herself.

Q &A: Family Business Issues   Water Quality Products November 1997   Edwin Hoover, Ph.D., CMC
Family Business questions answered by Dr. Hoover

Leadership And Stories   Water Quality Products October 1997   Mike Henning
Stories constitute a uniquely powerful currency in human relationships.

Bringing Family into the Business   Water Quality Products August 1997   by Edwin A. Hoover
One of the biggest problems in family business has to do with the pitfalls and potholes surrounding the entry of family members into the business.

What Drives Your Company ?   Water Quality Products August 1997   by Mike Henning
Oftentimes business transition occurs simultaneously with individual transitions, and relationships are often strained during these periods in one's life. Armed with this information, what may seem like a unique situation to you, actually may be common among privately-owned businesses.

Seeking Family Business Advice   Water Quality Products August 1997   by Edwin A. Hoover, Ph.D., CMC, and Colette Lombard Hoover, M.S.
For family business owners, knowing when and how to engage a professional family business consultant feels like trying to find the light switch in a dark, unfamiliar room. Most consulting relationships are great successes, but for those that end in frustration, it is lose/lose for both the owner and the consultant.

Managing Conflict   Water Quality Products May 1997
Experts believe that tension is common in over 85 percent of family-run businesses. So, conflict in business is not only common, but also is an important issue to resolve.

Non-Family Managers   Water Quality Products April 1997
Growing numbers of family-owned businesses are filling key positions with outside executives. This article addresses issues facing businesses approaching a leadership change involving non-family managers.

Code of Ethics   Water Quality Products March 1997
This Code of Ethics sets standards of conduct for industry members in their dealings with their customers, among themselves, with members of related industries, and the public at large.

Keeping the Family and Business Together   Water Quality Products March 1997   Edwin A. Hoover
The complexity of family businesses begins when three overlapping systems compete for attention.

Estate Planning for the Small Business Owner   Water Quality Products December 1996   Bradley K. Walton
Planning your estate encompasses much more than merely reducing taxes. Numerous personal issues must be addressed as well

The Secrets of Power Negotiating   Water Quality Products October 1996   Roger Dawson
Learning to improve your negotiating skills is the highest and best use of your time.

How to Establish an Effective Compensastion Program   Water Quality Products August 1996   Mike Henning
Without question, the issue of compensation is one of the most volatile that families in business must consider.

Survey Results: Dealers vs. Retailers   Water Quality Products June 1996
Consumers are now more likely than ever before to purchase water conditioning salt through mass merchandisers or retail outlets than dealers. Find out why and what you can do about it.

Adding Value to Your Dealership   Water Quality Products June 1996   Todd Frederickson
Many dealerships across the country are facing increased competition from all fronts. Price wars among dealerships mean everybody loses. We need to look at ways to increase our profit margins rather than take the path of least resistance and beat our competition on price

The Impact Windows 95   Water Quality Products April 1996   Bartt Strobel
This operating system contains a variety of facets to benefit any company that is computerizing, rightsizing, integrating, upgrading, or just trying to do the right thing.

How to Win the Value Revolution   Water Quality Products February 1996   Robert Tucker
A seismic shakeup--a revolution--is altering the relationship between buyers and sellers. Many firms assume they must lower prices or perish. But do they?