The Pit of Mediocrity

Using advertising to take your company from average to exceptional

About The Author: 

Tim Miles is the founder and president of The Imagination Advisory Group. Miles can be reached at tim@thedailyblur.com or 573.234.6282.

Activation Date: 
March 28, 2012
Issue Reference: 
Legacy
Legacy ID: 
23274

How to Win the Game

Minding the numbers leads to success in the water treatment industry

When I got into the water business, the unanimous sense was that I was lucky to be in such a great industry—an essential field with growth potential. It has been more than two decades since I entered the industry, and the consensus has not changed.

About The Author: 

Ric Harry is training manager – North America for WaterGroup Companies Inc. Harry can be reached at richarry@cogeco.com or 950.734.7756.

Publication Date: 
February 24, 2012
Activation Date: 
February 24, 2012
Company Reference: 
Issue Reference: 
Legacy
Legacy ID: 
23240

Factoring in Finance Companies

Every dealership has an opinion on what is most important in a finance company. Some care only about the interest rate the customer will pay; others worry more about how they will be treated or how quickly their loans will be funded.

By focusing on only one specific aspect of a program, a dealer may be missing out on some great financing opportunities. There is no one-size-fits-all answer to what makes the best finance company. Here is a look at just some of the criteria to consider.

Annual Percentage Rate

Deck: 

Selecting the right finance company for your dealership

About The Author: 

Andrea McCullion is vice president of sales and marketing for Aqua Finance Inc. McCullion can be reached at andreas@aquafinance.com or 800.234.3663.

Publication Date: 
February 24, 2012
Activation Date: 
February 24, 2012
Company Reference: 
Issue Reference: 
Legacy
Legacy ID: 
23236

What Now? A Critical Time for a New Employee

It all began when you realized you knew what you had to do: weed out the toxic employees from your company. It took time and sleepless nights, but you did it. The problem was that you were without a salesperson and you were working harder than ever, even if your office was more peaceful.

It was time to hire someone to help move your organization forward. You had an opportunity to hire a sales professional instead of just another salesperson.

Deck: 

Getting new hires off to a successful start

About The Author: 

Kelly R. Thompson, CWS-VI, is president of Moti-Vitality LLC. Thompson can be reached at kellyt@moti-vitality.com or 810.560.2788.

Publication Date: 
February 2, 2012
Activation Date: 
February 2, 2012
Issue Reference: 
Legacy
Legacy ID: 
23221

State of the Industry 2011

Water Quality Products understands the importance of keeping up to date with current industry trends and information. We are pleased to bring you our fifth 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 30, 2011
Activation Date: 
November 30, 2011
Issue Reference: 
Legacy
Legacy ID: 
23147

Staying Ahead of the Game

Rory Sherman has never been one to let things just come to him. If that were the case, he might still be working as an auto mechanic in Phoenix. That is what he was doing in 1977 when he spotted a blind ad for a sales position with a local water dealer. He answered the ad, and all of a sudden a new world of opportunities opened for him.
 
He got the hang of the water business quickly, moving up the ranks into management before long. Eventually he relocated to Utah to hire and train new employees.
About The Author: 

Jeff Zagoudis is an editorial intern with Water Quality Products. Zagoudis can be reached at jzagoudis@sgcmail.com or 847.954.7973.

Activation Date: 
November 1, 2011
Issue Reference: 
Legacy
Legacy ID: 
23108

Certification as a Sales Tool

I recently joined the Water Quality Assn. (WQA) and am busy learning about the product certification process. I have applied for product certifications in the past, and now I am getting to view the process from the other side.

Deck: 

Using certifications to help market products

About The Author: 

Stephen Bachleda, CWS-VI, is operations manager for the Water Quality Assn. Bachleda can be reached at sbachleda@wqa.org or 630.505.0160.

Publication Date: 
October 26, 2011
Activation Date: 
October 26, 2011
Company Reference: 
Issue Reference: 
Legacy
Legacy ID: 
23093

When Discounts Are Necessary

Some dealers build discounts into their marketing strategies and expect a discount in every presentation. Others have a strict no-discount policy. Let’s take a look at how to get the most out of those situations in which a discount is necessary.

Don’t Make It a Habit

One of the worst things salespeoples can do is offer automatic discounts. Additionally, if the initial equipment price quoted is not realistic and the salesperson quickly follows with a discount offer, the cutomer may think the salesperson is being dishonest.

Deck: 

Getting the most from the money you give away

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: 
July 15, 2011
Activation Date: 
July 15, 2011
Issue Reference: 
Legacy
Legacy ID: 
22902

Overcoming Price Problems

Why do customers expect discounts? You may think the answer is simple: They want to save money. The truth, however, is that there are many more factors that affect the discount requests of your customers. This article will take a look at a few of these factors and how to avoid discount problems.

Industries in the Clear

Deck: 

Reducing discount requests by training to face objections

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, ecruiting 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 16.580.3384.

Publication Date: 
June 1, 2011
Activation Date: 
June 1, 2011
Issue Reference: 
Legacy
Legacy ID: 
22816

Be a Riveting Resource With a Focused Blog

Successful business blogs make a profound difference. They drive profit-enhancing website traffic, boost search engine results and showcase leadership and credibility. But blogs come and go. Many business bloggers start off with a bang and then quickly fade, even after just a handful of entries. A well-directed, focused blog, however, can achieve must-read status with influential industry heavyweights, customers and prospects.

Deck: 

Maintaining an interesting & profitable corporate blog

About The Author: 

Walt Denny is president of Walt Denny Inc. Denny can be reached at walt@waltdenny.com or 630.323.05

Publication Date: 
May 31, 2011
Activation Date: 
May 31, 2011
Issue Reference: 
Legacy
Legacy ID: 
22814