Driving Your Sales
Water Quality Products
February 2009
By Nathan Olszak
Business tips to expand your market reach
Going Public
Water Quality Products
August 2006
By James Sbrolla
The water industry takes advantage of the Capital Pool Company program
Earning & Keeping Customer Respect
Water Quality Products
August 2005
By Carl Davidson & Ric Harry
Here is an old-fashioned one. We suggest you call customers by their formal titles until they give you permission to use more familiar terms. No matter what their age, they may not want you to call them “guys” or use their first names.
Adopt Darwinian Marketing in a Soft Economy
Water Quality Products
July 2005
Kelly Howard
The economy is soft. Capital budgets are shrinking. Projections for growth remain conservative. Instead of adapting to change and seizing opportunities to strengthen market position, many businesses are committing one critical error—slashing marketing budgets.
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Not What It Seems
Water Quality Products
July 2005
Carl Davidson
This article is about sales and management techniques that sound good but usually don’t work. You may think they will be successful in increasing sales and profits but in the end they fail. Take a look, maybe we can help you avoid trying them before you waste a lot of time and money.
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Heating up Your Demonstrations
Water Quality Products
September 2004
By Carl Davidson
Unless you have a demo that is so good the customer wants the system and wants it now, it is just not good enough.
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Specialty Advertising
Water Quality Products
June 2004
By G.A. “Andy” Marken
Pens and poly bags are popular
items, but other specialty items
are capturing customers’ attention.
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Bad Credit? No Problem
Water Quality Products
June 2004
By Carl Davidson
Financing is the key to success in our industry, so do not leave home without it.
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Going to 'Hell in a Hand Basket'
Water Quality Products
October 2003
Carl Davidson
The image in the media--more importantly, the image may have in ourselves--is that we are going to hell in a hand basket. We are seen as an industry full of charlatans, praying on the weak with high pressure tactics. Nothing could be further from the truth.
Pure Water, Not So Pure Dispensers
Water Quality Products
October 2003
David Clark, Sanisleeve, Inc.
It is up to you to provide your customers with the proper sanitization for their water coolers. The bottle that you deliver should not be covered with dust, fallout, germs and "hand grime."
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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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Routing Issues: From Paperwork to PDA Efficiency
Water Quality Products
October 2002
Lorraine Keating, Prism Visual Software, Inc.
By now, handhelds have enjoyed enormous popularity in any industry that deals with deliveries, services or exchanges. The bottled water and water treatment industries are not an exception. PDAs enhance performance, accuracy and cost-efficiency.
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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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AMR: An Asset Comes of Age
Water Engineering & Management
August 2001
John Hengesh
Automatic meter reading has helped water utilities and municipalities solve numerous challengesand significantly reduce expenses.
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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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Asking Questions, Making Sales: Selling ‘Choice’ Makes Sense for Route Products, Too
Water Quality Products
October 1999
Don Oster
With the growing popularity of potassium chloride as a "salt substitute" for water softener regeneration, why not offer a choice of softener regenerants? It could bolster your route sales at a time when more time-pressed consumers are attracted to home delivery for its time and work savings.
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