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
Issue Reference: 

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
Issue Reference: 

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
Company Reference: 
Issue Reference: 

Sales Program

Spotlight Name Archive: 
General
Legacy ID: 
61416
Spotlight Header Archive: 
January 2012

The new Dealer Advantage Program is a comprehensive sales package designed to give dealers tools they need to sell more equipment. The sales tools include test kits, test meters and solutions, educational information, and customized marketing materials. Membership also provides ongoing benefits including special member discounts, personalized account management, customized reporting and immediate access to newly developed educational or marketing materials.

Image: 

Blueprint for Success

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.”

Deck: 

Using benchmarking to redefine business goals and projects

About The Author: 

Michael Thompson, CWS-VI, is president of Applied Management Group Inc. Thompson can be reach at mthompson@appliedmg.com or 262.697.4470.

Kelcey Thompson is vice president of Applied Management Group Inc. Thompson can be reached at kthompson@appliedmg.com or 262.697.4470.

David Scurlock is a learning and organizational development leader with 25 years of experience with a variety of organizations. Scurlock can be reached at davidpscurlock@comcast.net.

Publication Date: 
February 4, 2013
Activation Date: 
February 4, 2013
Issue Reference: 

The 'Razor Blade' Side of UV Sales

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.

Deck: 

New technologies help dealers benefit from UV lamp replacement business

About The Author: 

Myron Lupal is president and general manager for Luminor Environmental Inc. Lupal can be reached at mlupal@luminoruv.com or 519.837.3800.

Publication Date: 
February 4, 2013
Activation Date: 
February 4, 2013
Issue Reference: 

The Road Ahead

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.

Deck: 

Industry experts weigh in on what is to come in 2013

About The Author: 

Dave Haataja is executive director for the Water Quality Assn. Haataja can be reached at dhaataja@wqa.org or 630.505.0160.

Rick Andrew is general manager, Drinking Water Treatment Unit Program, for NSF Intl. Andrew can be reached at andrew@nsf.org or 734.913.5757.

Frank A. Brigano, Ph.D., is vice president, technology, for KX Technologies LLC. Brigano can be reached at fbrigano@kxtech.com or 203.764.2506.

Frank Panzeca is president of Culligan of Wheaton. Panzeca can be reached at fpanzeca@culliganwheaton.com or 630.668.4100.

Publication Date: 
January 8, 2013
Activation Date: 
January 8, 2013
Issue Reference: 

Culligan Expands Mobile Water Treatment Solutions Business

Source: 
Culligan Matrix Solutions
Deck: 

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.

Publication Date: 
December 12, 2012

State of the Industry 2012

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.

Deck: 

An assessment of the water treatment industry

Publication Date: 
November 29, 2012
Activation Date: 
November 29, 2012
Issue Reference: 

Tablet Transformation

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.

Deck: 

How iPads and tablets are changing the face of sales and marketing

About The Author: 

Mary Lou Denny is executive vice president of Walt Denny Inc. Denny can be reached at marylou@waltdenny.com.

Publication Date: 
November 15, 2012
Activation Date: 
November 15, 2012
Issue Reference: