Testing: A Vital Service

Whether you are a sales, installation or service professional, water testing is vital to completing your job. Providing consultation, offering recommendations and addressing problems can only be done after a proper water analysis has been completed.

Testing Parameters

Deck: 

Provide value to customers by evaluating water quality

About The Author: 

Ric Harry is a sales, management and technical consultant for the water treatment industry. Harry can be reached at info@richarry.com or 905.734.7756.

Publication Date: 
June 28, 2012
Activation Date: 
June 28, 2012
Issue Reference: 

Optimizing Online Advertising

Anyone who has ever used Google knows the search engine enables companies to advertise products and services next to search results, as well as on websites, Google Maps and many other places on the Web. These ads can be a great way for businesses to build Web traffic and see positive results.

In order to ensure that these ads provide the most benefit, it is important to know how to use Google AdWords, a bidding system used by advertisers to help determine when and where their ads will display. Advertisers competitively bid to display their ads next to the keywords they specify.

Deck: 

Strategies for targeting customers with effective online ads

About The Author: 

Mary Lou Denny is executive vice president of Walt Denny Inc. Denny can be reached at marylou@waltdenny.com
or 630.323.0555.

Publication Date: 
June 18, 2012
Activation Date: 
June 18, 2012
Issue Reference: 

Research Revamp

Over the past several years, the Water Quality Assn. (WQA) and the Water Quality Research Foundation (WQRF) have completed three research studies that provide the industry with insights into their core customers and the quantifiable benefits of using softened water. While this research is valuable in and of itself, when put in the hands of a trained salesperson, it can be the difference between making a sale and going home without that much-sought-after order.

Deck: 

Integrating softened water research into sales presentations

About The Author: 

Eric Rosenthal is chairman of the Water Quality Assn. Marketing Committee. Rosenthal can be reached at ebr512@yahoo.com or 708.560.6277.

Publication Date: 
June 18, 2012
Activation Date: 
June 18, 2012
Issue Reference: 

The Power of the Payment

Does your dealership offer financing? I hope not. That may be a shocking statement coming from the sales manager of a finance company, but allow me to explain.

Pick up your local newspaper or listen to a local radio station—everyone from plumbers to roofers “offers financing.” If you or your staff are using those words when speaking to customers or in advertisements, then you are just one of the pack. Your message lacks focus and becomes meaningless, which could cause customers to drift away, thinking they cannot afford to buy a quality water system for their home.

Deck: 

Improving sales with effective use of financing

About The Author: 

Gary Lukoski is sales manager for ISPC. Lukoski can be reached at gary@ispcfinancing.com or 800.345.4772.

Publication Date: 
June 18, 2012
Activation Date: 
June 18, 2012
Issue Reference: 

Keeping Up With the Times

If the articles in this month’s Dealer Insight special section are any indication, today’s customers are changing. This means dealers need to change their sales approaches too—keeping up not only with customers’ needs, but also the latest technology, research and regulations.

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: 
May 30, 2012
Activation Date: 
May 30, 2012
Issue Reference: 

Michael Y. Kim Receives Dow Pinnacle Award

Deck: 

The Pinnacle Award honors those who embody sales excellence

Michael Y. Kim has been named a recipient of The Dow Chemical Co.’s Pinnacle Award in recognition for his achievements in 2011 in Dow Water & Process Solutions sales.

Kim will receive his award at a special ceremony on June 28 in Chicago. Based in Mission Viejo, Calif., he has worked at Dow for more than 28 years and currently holds the position of senior account manager. This is his first Pinnacle Award. 

Publication Date: 
May 15, 2012

Are Your Misconceptions Costing You Sales?

Most of us feel we are pretty tolerant. However, many in our industry have misconceptions that are costing them a fortune. Here are some assumptions that you should examine honestly to see if you are losing money because of your beliefs.

Do You Like Salespeople?

Deck: 

Examining assumptions to realize more sales

About The Author: 

Carl Davidson is president of Sales And Management Solutions Inc., a New York-based company that specializes in live and video training, coaching, recruiting and lead generation for the water equipment industry. To see a list of products and free sales training videos, visit www.carldavidson.com or call 716.580.3384.

Publication Date: 
October 1, 2010
Activation Date: 
October 1, 2010
Issue Reference: 

Turning Objections Around

In today’s economy, it is harder than ever to get appointments with people who actually have the money or credit to buy water equipment. That is why it is a shame to see salespeople who do not try as hard as they can to get the sales from these golden opportunities. This article is taken from coaching calls I performed for clients and actual sales situations and objections that came up around the country.

Objection 1: We’re Happy With the Taste of Our Tap Water

Deck: 

Objections that can be overcome to make a sale

About The Author: 

Carl Davidson is president of Sales And Management Solutions, Inc., a New York-based company that specializes in live and video training, coaching, recruiting and lead generation for the water equipment industry. To see a list of products and free sales training videos, visit www.carldavidson.com or call 716.580.3384.

Publication Date: 
June 1, 2010
Activation Date: 
June 1, 2010
Issue Reference: 

Communication: The Critical Factor

When we consider the common cause of business challenges in most circumstances, it often comes down to communication—or the lack thereof. The failure of many business relationships or initiatives is the result of poor communication. Whether one is selling or managing, good communication skills are critical.

Having Influence

Deck: 

Influence customers with a message that inspires

About The Author: 

Ric Harry is a sales, management and technical consultant for the water treatment industry. Harry can be reached at richarry@cogeco.ca or 905.734.7756.

Publication Date: 
April 24, 2012
Activation Date: 
April 24, 2012
Issue Reference: 

Two New Sales Managers Appointed at Palintest USA

Source: 
Palintest USA
Deck: 

Nancy Hatley and Erin Post will be responsible for the western and eastern regions of the country

Palintest recently appointed Nancy Hatley and Erin Post as the company’s new sales managers for the western and eastern U.S. regions. Hatley and Post will be responsible for enhancing relationships with existing distributors by providing product training, sales information and technical knowledge. In addition, they will establish new distributors and markets for the Palintest product line of water testing equipment.

Publication Date: 
April 9, 2012