Moving Toward the Future

It’s been yet another challenging year for the water quality industry. As the economy and housing market struggle down the long road to recovery, a host of other factors, from government regulations to business competition, continue to affect companies. As always, however, industry members are working hard to tackle the issues and improve their businesses.

This fall, Water Quality Products conducted its seventh annual State of the Industry survey to receive readers’ input on how their businesses are faring and what to expect in 2014.

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: 
December 4, 2013
Activation Date: 
December 4, 2013
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Family Matters

Ring, ring.

“Good afternoon. This is Kelly with Moti-Vitality ... No thank you, I’m not in the market for a Disney Cruise at this time.”

I really should learn to ignore the toll-free numbers and the “unknown callers.”

I knew telemarketing calls would be part of the price I would have to pay, however, when I made the decision to use my cell phone as my primary business number so that I could be more accessible to my clients.

I end the call and go back to scouring resumes for a client who asked us to hire a sales professional.

Ring, ring.

Deck: 

The pros and cons of working with family

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: 
November 12, 2013
Activation Date: 
November 12, 2013
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Sales Leads

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Get interested homeowner leads requesting your call. Mac Leads are names and phone numbers of homeowners responding to your exclusive daily water quality surveys requesting a free water test. They are emailed to your office fresh the next day, easy to set into appointments because you know they are interested. They include custom appointment-setting scripts and industry-knowledgeable support, with exclusive territories per dealer. Discount two-week trials are available. References are available, and results are guaranteed.

Selling Style Makeover

Ask the average salesperson today what his or her secret to a successful sale is.  

You will likely be the audience to yawn-worthy clichés and sales industry jargon that would confuse the best of us.

Most will have a selling style ... and kid themselves with the “good” success rate.

Deck: 

Adapting your selling style to customer’s buying styles

About The Author: 

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

Publication Date: 
July 8, 2013
Activation Date: 
July 8, 2013
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Change for the Better

Consider the following changes that are impacting businesses today:

  • Changing economic conditions;
  • Changing government requirements;
  • Social media and technology;
  • Multigenerational workforce;
  • Customers’ expectations; and
  • Different forms of competition.

You may agree or disagree with the specifics of how these changes impact your business, but the important thing is how you deal with them and how your employees react to and adjust to them. Some changes may directly impact you; others may not apply to you at all.

Deck: 

Managing the process of change to improve your business

About The Author: 

David Scurlock is senior training development advisor for Applied Management Group Inc. Scurlock can be reached at davidpscurlock@comcast.net or 262.697.4470.

Publication Date: 
June 3, 2013
Activation Date: 
June 3, 2013
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So You Want to Start a Water Business ...

Owning your own business is as much a part of the American collective psyche as buying a house and eating apple pie. Every year, hundreds of thousands of people start their own businesses, brimming with entrepreneurial excitement, and the water treatment industry is no different.

Deck: 

Getting your business off the ground with the help of dealer networks

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: 
June 3, 2013
Activation Date: 
June 3, 2013
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The Art of Selling

I could truthfully state that I was a door-to-door salesperson — for one whole day.

I shadowed a security system salesperson to gain an accurate view of different sales techniques and potential customer reactions and interactions, and to gauge success rates of and attitudes toward this type of direct marketing.  

It was a long but educational day.

Deck: 

Tips for making the most of door-to-door sales presentations

About The Author: 

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

Publication Date: 
May 3, 2013
Activation Date: 
May 3, 2013
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Play It One-on-One

It is no secret that every business wants to find the magic solution that will profitably increase business year over year. We have all sought that proverbial silver bullet. However, in nearly 20 years of working in the marketing and direct marketing industry, I can offer this advice on finding the silver bullet solution to marketing: You will probably find it with a leprechaun and a pot of gold at the end of a rainbow.

Deck: 

Consistent marketing for customers new & old

About The Author: 

Brad Good is partner for the Good Marketing Group. Good can be reached at bgood@goodgroupllc.com or 484.902.8914.

Publication Date: 
April 11, 2013
Activation Date: 
April 11, 2013
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Avoid the Sales Slump

In today’s residential water treatment market, competition for customers is becoming fiercer. It is a challenge to stay ahead of the competition. In the past, the strategy was to get in front of as many people as possible and hope to close on percentages. In today’s world, however, that strategy is not only ineffective, but unrealistic. So, how can you increase sales and market share in today’s competitive world of residential water treatment?

Market Presence

Deck: 

Increasing sales in today’s competitive residential market

About The Author: 

Matt Palmersten, CWS-IV, is regional sales manager for VIQUA, a Trojan Technologies Co. Palmersten can be reached at mpalmersten@viqua.com or 651.330.5173.

Publication Date: 
March 15, 2013
Activation Date: 
March 15, 2013
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