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?
Increasing sales in today’s competitive residential market
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.
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