Heckman brings over 27 years of residential and commercial water treatment experience
HydroNovation announced that Terry Heckman has joined the company as their Western Regional Sales Manager. Heckman brings over 27 years of residential and commercial water treatment experience, having previously worked for Pentair Residential Filtration, GE Water & Process Technologies, Osmonics and Autotrol in similar capacities. He will use his extensive water background and industry channel partner contacts in commercializing the salt-free HydroDI water treatment technology to the residential and commercial markets.
App is customized for each dealer, designed to support entire sales cycle
3M Purification Inc. introduced a new iPad sales app for its 3M Authorized Water Dealers, called the 3M Water Dealer Sales App.
“[The app] helps combine the brand power of 3M with the dealer’s own water quality expertise for a sophisticated, engaging and interactive sales experience,” 3M said in a statement. The tool was designed to help 3M dealer sales representatives educate homeowners about water quality issues, demonstrate products and communicate over the entire course of the purchase cycle.
Don Orr has more than 25 years of industry experience
Icon Technology Systems announced the appointment of Don Orr as vice president of sales for the U.S. market. Orr has been an active member of the drinking water and filtration industry for more than 25 years, most recently as vice president of point-of-use water cooler products for MTN Products.
In a predominately male industry like water quality, the differences between men and women can result in little things that can cost big sales. In Part 1 of this three-part series (“What Women Want,” February 2014), we discussed how to prepare for your sales appointment. In Part 2 (“What Women Want: The Sales Appointment,” June 2014) we discuss what to do — and not do — during the appointment.
Tips on post-sale followup & customer service
The Water Treatment Benefits App serves as a digital playbook where dealers can customize individual pitches to homeowners. This easy-to-use technology can help increase close rates and decrease overall pitch times by eliminating the need for onsite calculations. Pentair plans to launch four additional apps that enhance the buying experience for homeowners and improve onsite training for field technicians.
We all have heard the saying “men are from Mars, women are from Venus,” made famous as the title of John Gray’s 1992 book. The differences between men and women can affect not only our personal lives, but our professional lives as well. In a predominately male industry like water quality, these differences can result in little things that can cost big sales. In Part 1 of this three-part series (“What Women Want,” February 2014), we discussed how to prepare for your sales appointment.
Tips on conducting sales appointments with female customers
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.
Southeast Texas Water’s new family owners look to technology to streamline their business
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.
Plan for the future with periodic business analysis
The Pro-Flo product line offers a unique display stand that lets dealers showcase Designer and Contemporary Hot/Cold faucets in two finishes: brushed stainless and antique bronze. The durable base measures approximately 12 in. wide, is easy to assemble and is completely portable. All Pro-Flo products are certified to NSF/ANSI Standard 61 – Annex G, meaning they are low-lead plumbing products in compliance with California’s Health and Safety Code section 116875, commonly known as AB1953.
It’s been said that men and women are from different planets. We do not always see eye to eye, and sometimes we do not realize how a member of the opposite sex is feeling. This not only affects our personal lives, but our professional lives as well. In some cases, there are little things that can cost big sales. Over the course of this three-part series, I will explain how to prepare for an appointment, what to do (and not do) during your appointment, and most importantly, what to do after that “big date.”
Tips for interacting with your female customers