Recently, I was sitting with a dealer, discussing his year-to-date numbers. He was shaking his head, saying, “I don’t get it. My sales are up by $20,000 a month, but when I look in the checkbook, it doesn’t show it. I seem to be working twice as hard, but I’m not making any more money.”
Using benchmarking to redefine business goals and projects
Ultraviolet (UV) disinfection products are one of the fastest growing segments of the water treatment market today. One of the advantages of selling UV systems is that every system a dealer sells should generate an annual UV lamp replacement sale for as long as the system is in service. The challenge is that the technology that has existed in the UV market to date has yet to fully capture this annuity, or “razor blade,” UV lamp business.
New technologies help dealers benefit from UV lamp replacement business
With another year on the books, it is time to look ahead to 2013. As always, the water treatment industry will face a variety of challenges and opportunities in the coming months. Domestically, new regulations loom — some positive, some negative — as California continues to set the legislative tone for the nation. Globally, opportunties await for companies ready to take the international plunge, but the challenges of certification remain.
Industry experts weigh in on what is to come in 2013
Water purification, monitoring and control in a single solution for peaking and base loaded plants
Culligan Matrix Solutions is expanding its mobile water treatment solutions business in response to increasing demand for this service.
Water Quality Products understands the importance of keeping up to date with current industry trends and information. We are pleased to bring you our sixth annual State of the Industry Report, which includes valuable current information regarding the water treatment industry and its trends.
An assessment of the water treatment industry
IPads and tablet devices have become important to sales and marketing professionals in home products and many other industries, according to a recent survey of business professionals.
How iPads and tablets are changing the face of sales and marketing
Here is a story that I have heard far too often over the years:
"John" has been a professional water treatment dealer for eight years. Like many, he built his business from the ground up. By his own admission, he had more determination than money, so things were tight for a few years, but his business continued to grow.
Rental programs help dealers ride out the economic recession
Rather than sharing statistics, tactics, strategies and scripts that manipulate an outcome, let’s discuss what motivates consumers to buy and how that impacts closing sales.
A Nation of Consumers
We are all consumers, and by that, I mean we all buy stuff. We not only consume products and services out of need, we actually enjoy buying. Interestingly, there are several studies stating that we buy to soothe and satisfy emotional needs. Buying things has become a self-prescribed form of therapy.
Motivation to Buy
Reading a customer’s needs and desires to help close a sale
Clearly and effectively demonstrate to customers the differences between untreated and treated water with these sales demonstration kits. Choose either traditional color comparison tests or digital test kits featuring the ColorQ DW photometer. Customize your kit with a choice of four different softener units and optional tests, including TDS.
Heckman was past president of the Pacific Water Quality Assn.
Nelsen Corp. recently appointed Terry Heckman to western regional sales manager. In his new role, Heckman’s responsibilities are to lead and coordinate sales efforts and further current dealer development in the company's Arizona location, as well as to create and execute the strategy to further strengthen sales and market share in the western region.