The Total Package

POE arsenic removal program provides testing, support and residuals removal in addition to treatment system

About The Author: 

Amy Osgood is assistant editor for Water Quality Products. She can be reached at 847.391.1025, or by e-mail at aosgood@ sgcmail.com.

Activation Date: 
January 1, 2006
Legacy
Legacy ID: 
16932

It’s All About the Service

Honest, trustworthy, courteous—the three rules that every water service technician should follow.” This statement has lingered in the back of my head since I met with Ronald Gagnon CWS-IV, CI, an experienced dealer and owner of Aqua-Pure Water Conditioning, Inc. in Zion, Ill.

Deck: 

WQP observes the ins and outs of a residential softener installation

About The Author: 

Neda Simeonova is editor of Water Quality Products. She can be reached at 847.391.1007, or by e-mail at nsimeonova@sgcmail.com.

Legacy
Legacy ID: 
16365

Earning & Keeping Customer Respect

Here is an old-fashioned one. We suggest you call customers by their formal titles until they give you permission to use more familiar terms. No matter what their age, they may not want you to call them “guys” or use their first names.

Deck: 

Following professional etiquette can help you make the sale

About The Author: 

By Carl Davidson & Ric Harry

Activation Date: 
August 2, 2005
Issue Reference: 
Legacy
Legacy ID: 
16252

Not What It Seems

This article is about sales and management techniques that sound good but usually don’t work. You may think they will be successful in increasing sales and profits but in the end they fail. Take a look, maybe we can help you avoid trying them before you waste a lot of time and money.

Deck: 

Learn what sales tactics do not lead to the road of success

About The Author: 

Carl Davidson is president of Sales & Management Solutions, Inc., a consulting firm specializing in sales and management video training and live seminars exclusively for the water equipment industry. He has authored several books including Financial Secrets of the Water Improvement Industry and numerous articles. Send comments to davidson@salesco.net. For a free demonstration video, newsletter and list of products, contact Carl at 800-941-0068; www.carldavidson.com;davidson@carldavidson.com.

Activation Date: 
June 5, 2005
Files: 
Issue Reference: 
Legacy
Legacy ID: 
16163

Adopt Darwinian Marketing in a Soft Economy

The economy is soft. Capital budgets are shrinking. Projections for growth remain conservative. Instead of adapting to change and seizing opportunities to strengthen market position, many businesses are committing one critical error—slashing marketing budgets.

Deck: 

Tips for growing business at the expense of your competitors

About The Author: 

Kelly Howard is senior VP at A.B. Isacson Associates, a New York-based public relations firm specializing exclusively in business-to-business marketing. He can be reached at 212.529.4500, or by e-mail at kelly@abipr.com.

Activation Date: 
June 5, 2005
Files: 
Issue Reference: 
Legacy
Legacy ID: 
16162

Heating up Your Demonstrations

Unless you have a demo that is so good the customer wants the system and wants it now, it is just not good enough.

Deck: 

A Good Demo Will Make a Difference in Your Sales

About The Author: 

Carl Davidson is president of Sales & Management Solutions, Inc., a consulting firm specializing in sales and management video training and live seminars exclusively for the water equipment industry. He has authored several books including Financial Secrets of the Water Improvement Industry and numerous articles. Send comments to davidson@salesco.net. For a free demonstration video, newsletter and list of products, contact Carl at 800-941-0068; www.carldavidson.com; davidson@carldavidson.com.

Activation Date: 
August 30, 2004
Files: 
Issue Reference: 
Legacy
Legacy ID: 
15414

Doing Great in a Do-Not-Call World

Here are some great tactics dealers are using to get all the leads they want without breaking the law.

About The Author: 

Carl Davidson is president of Sales & Management Solutions, Inc., a consulting firm specializing in sales and management video training and live seminars exclusively for the water equipment industry. He has authored several books including Financial Secrets of the Water Improvement Industry and numerous articles. Send comments to davidson@salesco.net. For a free demonstration video, newsletter and list of products, contact Carl at 800-941-0068; www.carldavidson.com; davidson@carldavidson.com.

Activation Date: 
June 29, 2004
Files: 
Legacy
Legacy ID: 
15271

Bad Credit? No Problem

Financing is the key to success in our industry, so do not leave home without it.

About The Author: 

Carl Davidson is president of Sales & Management Solutions, Inc., a consulting firm specializing in sales and management video training and live seminars exclusively for the water equipment industry. He has authored several books including Financial Secrets of the Water Improvement Industry and numerous articles. Send comments to davidson@salesco.net. For a free demonstration video, newsletter and list of products, contact Carl at 800-941-0068; www.carldavidson.com; davidson@carldavidson.com.

Activation Date: 
June 1, 2004
Files: 
Issue Reference: 
Legacy
Legacy ID: 
15205

Specialty Advertising

Pens and poly bags are popular
items, but other specialty items
are capturing customers’ attention.

Deck: 

The Medium Carries the Message

About The Author: 

G.A. “Andy” Marken is president of Marken Communications, Inc., Santa Clara, Calif. He may be reached at andy@markencom.com.

Activation Date: 
June 1, 2004
Issue Reference: 
Legacy
Legacy ID: 
15202

Can Your Presentation Ever Be Too Good

Assume that whenever you make a statement without proof, the customer assumes you are lying.

About The Author: 

Carl Davidson is president of Sales & Management Solutions, Inc., a consulting firm specializing in sales and management video training and live seminars exclusively for the water equipment industry. He has authored several books including Financial Secrets of the Water Improvement Industry and numerous articles. Send comments to davidson@salesco.net. For a free demonstration video, newsletter and list of products, call 800-941-0068; www.carldavidson.com; davidson@carldavidson.com.

Activation Date: 
April 26, 2004
Files: 
Issue Reference: 
Legacy
Legacy ID: 
15107