Setting Your Sights on 2011

The start of a new year is a great time to examine our business life as well as other aspects of our lives. I want to encourage you to set your sights high enough in 2011. Those of us who do not plan to change in the coming year are doomed to repeat 2010’s level of success. The first step for those of us who want an increase in sales and profits is to set goals attached to activities and deadlines.

How Big Should We Dream?

About The Author: 

Carl Davidson is president of Sales And Management Solutions Inc., a New York-based company that specializes in live and video training, coaching, recruiting and lead generation for the water equipment industry. To see a list of products and free sales training videos, visit www.carldavidson.com or call 716.580.3384.

Publication Date: 
March 29, 2011
Activation Date: 
March 29, 2011
Issue Reference: 
Legacy
Legacy ID: 
22633

Critical Sales Factors

What has the greatest impact on sales—is it low price, convenience, saving time or low environmental impact? What is going to get consumers’ attention and inspire them to spend their money? Any or all of the above factors impact sales; however, none are effective without proper presentation. Sales are often made because of a presentation.

Deck: 

Tips for an effective sales presentation

About The Author: 

Ric Harry is training manager, North America, WaterGroup Companies Inc. Harry can be reached at ric.harry@watergroup.com or 905.734.7756.

Publication Date: 
March 25, 2011
Activation Date: 
March 25, 2011
Company Reference: 
Issue Reference: 
Legacy
Legacy ID: 
22616

Partners in Profit

Dealers seem to be of two opinions when it comes to consumer finance companies: some can’t live with them and some can’t live without them. While some dealers thrive without offering any financing, most dealerships could benefit from a partnership with a finance company. Because of the tumultuous nature of the financing market over the past two years, it is understandable that some dealers are wary of finance companies.

But as the economy improves and credit starts flowing again, dealers who embrace financing in this new economy can pull ahead of competitors and close more sales.

Deck: 

Building strong finance company relationships

About The Author: 

Andrea McCullion is vice president of sales and marketing for Aqua Finance Inc. McCullion can be reached at andreas@aquafinance.com or 800.234.3663.

Publication Date: 
March 24, 2011
Activation Date: 
March 24, 2011
Company Reference: 
Issue Reference: 
Legacy
Legacy ID: 
22612

Keeping It Fresh

Al Lozier, CWS-VI, CI, CSR, learned the ropes of a running a successful water dealership from the ground up. He began selling residential filtration systems in 1988, and when his employer offered him the opportunity to start a satellite office the following year, Lozier gladly accepted. The result: Fresh KC Water, Shawnee, Kan.

“We wanted to be the different water treatment dealer—Water Quality Assn. trained, approaching the customer from the service side instead of the sales side and offering products that fit the customer, not the dealership,” Lozier said.

Deck: 

Water dealer builds his business on careful customer service

About The Author: 

Caitlin Cunningham and Kate Cline are associate editors for Water Quality Products. Cunningham can be reached at ccunningham@sgcmail.com or at 847.391.1025. Cline can be reached at kcline@sgcmail.com or at 847.954.7922.

Publication Date: 
March 24, 2011
Activation Date: 
March 24, 2011
Issue Reference: 
Legacy
Legacy ID: 
22611

Replace Toxic With Professional

While it may not seem like it for many of us patiently waiting for the signs of economic recovery to hit us, there have been some positive consequences of the past few years. Most of those out-of-the-garage competitors that low-balled their prices and lied to customers about anything and everything have closed their doors and moved on to other things.

Deck: 

The importance of true professionalism for your staff

About The Author: 

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

Publication Date: 
February 5, 2011
Activation Date: 
February 5, 2011
Issue Reference: 

Opportunities for the New Year

Our Industry Forecast on page 5 offers insights from key industry players on the future of the water treatment industry in 2011. Continuing this theme, Water Quality Products (WQP) spoke with 2010-2011 Water Quality Assn. (WQA) President Robert Hague to get his take on the year ahead.

Rebecca Wilhelm: Please explain what you foresee to be the most pressing challenges, exciting opportunities and changes for the market in 2011.

About The Author: 

Robert Hague is president of Hague Quality Water and 2010-2011 WQA president. Hague can be reached at 614.836.2115.

Publication Date: 
January 17, 2011
Activation Date: 
January 17, 2011
Issue Reference: 
Legacy
Legacy ID: 
22448

What Comes First, Leads or Salespeople?

Don’t wait until you have leads to hire new salespeople

About The Author: 

Carl Davidson is president of Sales And Management Solutions Inc., a New York-based company that specializes in live and video training, coaching, recruiting and lead generation for the water equipment industry. To see a list of products and free sales training videos, visit www.carldavidson.com or call 716.580.3384.

Activation Date: 
January 17, 2011
Issue Reference: 
Legacy
Legacy ID: 
22447

The Price of Freedom

Almost all water equipment dealers offer a free water test. This strategy has been around for about 50 years and it may be showing its age. Is it still working for you? If you offer it on your website, how many people contact you to get one every month? If you offer it on your business cards or in your ads, is it working well or is it something that sounds good but does not bring home the bacon?

Deck: 

Increase the appeal of your free water test

About The Author: 

Carl Davidson is president of Sales And Management Solutions Inc., a New York-based company that specializes in live and video training, coaching, recruiting and lead generation for the water equipment industry. To see a list of products and free sales training videos, visit www.carldavidson.com or call 716.580.3384.

Publication Date: 
November 24, 2010
Activation Date: 
November 24, 2010
Issue Reference: 
Legacy
Legacy ID: 
22324

Responsible Renting

Important considerations when venturing into equipment rentals

About The Author: 

Bob Boerner is president of Culligan Southwest Inc. Boerner can be reached at 210.226.5344.

Activation Date: 
November 23, 2010
Issue Reference: 
Legacy
Legacy ID: 
22318

Are Your Misconceptions Costing You Sales?

Examining assumptions to realize more sales

About The Author: 

Carl Davidson is president of Sales And Management Solutions Inc., a New York-based company that specializes in live and video training, coaching, recruiting and lead generation for the water equipment industry. To see a list of products and free sales training videos, visit www.carldavidson.com or call 716.580.3384.

Activation Date: 
September 27, 2010
Legacy
Legacy ID: 
22187