The Three-Legged Stool

Imagine settling into your favorite restaurant, pub or even lunch counter. You are hungry or thirsty, and ready and willing to spend your hard-earned money. You see one seat left at the bar or counter, and it is a stool with three legs. As you pull out the stool, ready to sit and enjoy a meal or some fine spirits, you notice one of the legs is badly cracked, bent or broken. You know that if you sit on that stool, you are probably going to fall over.

Deck: 

The three parts of a successful marketing campaign

About The Author: 

Brad Good is partner for the Good Marketing Group. Good can be reached at bgood@goodgroupllc.com.

Publication Date: 
April 4, 2014
Activation Date: 
April 4, 2014
Issue Reference: 

Modernizing a Legacy

Matt and Catherine Gilby purchased Southeast Texas Water in January 2011, and with the new adventure came old ties.

Catherine is carrying on the legacy of her grandparents, H.D. “Tex” and Emma Strait, who moved to Beaumont, Texas, 45 years ago to purchase a Culligan business. Tex’s middle son, Henry Strait, and his wife, Fran, then purchased Southeast Texas Water from his parents in 1994, and now it is Henry’s daughter’s turn to run the business with her husband.

Deck: 

Southeast Texas Water’s new family owners look to technology to streamline their business

About The Author: 

Abby Kleckler is associate editor for Water Quality Products. Kleckler can be reached at akleckler@sgcmail.com or 847.391.1034.

Publication Date: 
March 28, 2014
Activation Date: 
March 28, 2014
Issue Reference: 

Time Out

I recently received a request from a client to provide an opinion on how many hours a sales professional should spend on different activities. What follows is an excerpt of my response.

Deck: 

Determining how employees should allocate their time

About The Author: 

Kelly R. Thompson, CWS-VI, CI, is president of Moti-Vitality LLC. Thompson can be reached at kellyt@moti-vitality.com or 810.560.2788.

Publication Date: 
March 28, 2014
Activation Date: 
March 28, 2014
Issue Reference: 

Sales Analysis for Sales Effectiveness

Frank Lloyd Wright advised, “Get the habit of analysis—analysis will in time enable synthesis to become your habit of mind.” 

A clever business is one that looks at every facet of the sales cycle. This includes a periodic, thorough sales analysis. According to business intelligence software company MicroStrategy, “Sales reporting and analysis provide visibility into a company’s sales pipeline, integrating information from sales, customer and financial sources for a complete picture of sales performance.

Deck: 

Plan for the future with periodic business analysis

About The Author: 

Sarah Ripley is marketing consultant and partner for Wizard of Ads. Ripley can be reached at sarahripley@wizardofads.com.

Publication Date: 
March 24, 2014
Activation Date: 
March 24, 2014
Issue Reference: 

Leaving a Legacy

When it comes to education and training, webinars, websites and textbooks are great, but there is one source of information that is especially invaluable: the insights and advice a water treatment industry veteran can pass on to new employees.

According to Christine Fletcher, owner of Secondwind Water Systems in Manchester, N.H., transferring that information from veteran employees to new hires has been one of the most challenging aspects of employee education over the years. 

About The Author: 

Kate Cline is managing editor of Water Quality Products. Cline can be reached at kcline@sgcmail.com or 847.391.1007.

Publication Date: 
March 21, 2014
Activation Date: 
March 21, 2014
Image: 
Company Reference: 
Issue Reference: 

Dow, Haier Reach New Agreement on RO Components

Source: 
Dow Water & Process Solutions
Deck: 

Agreement strengthens cooperation in water purification

Dow Water & Process Solutions (DW&PS), a business unit of the Dow Chemical Co., celebrated the first anniversary of its water purification business cooperation with Haier. Meanwhile, a new collaboration agreement between the two parties also was agreed upon — Haier will purchase original U.S.-made residential Filmtec reverse osmosis (RO) components for its high-end residential water purification products.

Company Reference: 
Publication Date: 
March 18, 2014

Harvesting the Low-Hanging Fruit

Getting found on the Web is harder than it has ever been. Ensure that you are covering the basics of your Web presence with a combination of measurement techniques, site wiring and a basic content strategy. Here are four easy ways you can “harvest the low-hanging fruit” of organic search.

Reassure Google 

Deck: 

Simple ways to get your company noticed on search engines

About The Author: 

Joel Hughes is a founding principal of MediaPress Studios, a subsidiary of Scranton Gillette Communications Inc. Hughes can be reached at jhughes@sgcmail.com or 847.391.1015.

Publication Date: 
February 6, 2014
Activation Date: 
February 6, 2014
Issue Reference: 

Help Wanted

When you first started out, you were excited to take on lots of work. When you got home at night, you would catch up with the paperwork and see whether you were still on track with the business plan you wrote on a napkin at the diner that one night. Remember the plan? The one where you have a successful business and more free time? Now things are a little different: You are consumed by your business and spending long days trying to keep up with the work.

Deck: 

Steps to take when hiring new employees

About The Author: 

Greg Reyneke is managing partner for Red Fox Advisors and an adviser to the ProFlow Dealer Network, a Pentair Platinum Partner. Reyneke can be reached at gregreyneke@redfoxadvisors.com.

Publication Date: 
February 6, 2014
Activation Date: 
February 6, 2014
Issue Reference: 

Lead Management Software

Company Reference: 

LeadMethod uses a responsive, Web-based interface that can be accessed on smartphones, tablets or computers. Sales reps can use it to prioritize, set automated reminders and assign monetary value to leads. Once a lead becomes a sale, the system automatically exports it to any CRM. With real-time metrics built around sales rep contact rate and speed, managers can stay informed on their leads process.