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

Come Out, Come Out, Wherever You Are

An increasing number of water treatment dealers have found themselves in the position of needing to add to their professional teams. Perhaps they got fed up with some of the toxicity in the organization and made the difficult decision to replace it with professionalism. Or, hopefully, the recovery of the economy has created a necessity for a larger professional team.

Deck: 

Finding qualified professionals

About The Author: 

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

Publication Date: 
May 31, 2011
Activation Date: 
May 31, 2011
Issue Reference: 
Legacy
Legacy ID: 
22813

Tough Times, Tougher Financing

It’s been a tough couple of years for the financing industry. Homeowners, once considered the safest borrowers, were defaulting on loans as foreclosures increased. This factor alone has caused finance companies to rethink credit models and underwriting guidelines.

Deck: 

Tips from a finance company’s perspective

About The Author: 

Joseph Helstom is chief financial officer of Carmel Financial. Helstrom can be reached at joeh@carmelfinancial.com.

Publication Date: 
May 31, 2011
Activation Date: 
May 31, 2011
Company Reference: 
Issue Reference: 
Legacy
Legacy ID: 
22812

Make It Easy

Sometimes we chase customers so hard that we forget to make it easy for them to buy from us. Consumers are always weighing the hassle of buying versus the problems they endure. Making it easy to buy can make a big difference in your sales. Let’s take a look at ways you can make the process smoother for your customers.

Make It Easy to Meet With You

Deck: 

Simple steps to ease into 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: 
April 29, 2011
Activation Date: 
April 29, 2011
Issue Reference: 
Legacy
Legacy ID: 
22720

What to Do When Nobody’s Looking?

I am writing this article at the end of a week that saw record blizzards paralyze large sections of the country. I asked one of my coaching clients what he was doing during the slack period of the storm. He said he was doing nothing. Taking it easy. He sent his staff home to ride out the storm.

Deck: 

Making the most of down time

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: 
April 13, 2011
Activation Date: 
April 13, 2011
Issue Reference: 
Legacy
Legacy ID: 
22694