Optimism: The Unbeatable Secret to Sales

Optimism is the number-one ingredient in success. How much do you have? The best way to develop optimism is to have a few key phrases ready to inject in things that happen on a regular basis during the sales process. Here are a few examples.

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 authored several books including Secrets of Accountability Management and Financial Secrets of the Water Improvement Industry. His articles are read by more than 60,000 sales professionals monthly. Send comments to him at davidson@salesco.net. For a free demonstration video and list of products and topics, call 800-941-0068. For his free newsletter full of sales, management and financial tips go to www.carldavidson.com.

Activation Date: 
February 26, 2004
Legacy
Legacy ID: 
14840

Pure Water, Not So Pure Dispensers

It is up to you to provide your customers with the proper sanitization for their water coolers. The bottle that you deliver should not be covered with dust, fallout, germs and "hand grime."

Deck: 

Tamper evident, hygienic "sleeve" shields bottles from contamination

About The Author: 

Born and raised in Ocala, Fla., David Clark has worked in management and sales in the plastics and bottled water industry for six years while earning the degree of CCBW and in the land and railroad industry for the last 18 years. He also is involved in the research and development for the Sanisleeve as well as obtaining its domestic and international patents. He may be reached at 352-351-5088.

Activation Date: 
September 26, 2003
Files: 
Issue Reference: 
Legacy
Legacy ID: 
14440

Going to 'Hell in a Hand Basket'

The image in the media--more importantly, the image may have in ourselves--is that we are going to hell in a hand basket. We are seen as an industry full of charlatans, praying on the weak with high pressure tactics. Nothing could be further from the truth.

Deck: 

Government, media focus too much on water treatment industry

About The Author: 

Carl Davidson is president of Sales & Management Solutions Inc. a company that specializes in training, recruiting and consulting for the water equipment industry. For more than 20 years, 4,000 companies in seven countries have used his services to increase sales and profits. To comment on this article, or for more information, you can reach Carl at davidson@salesco.net or 800-941-0068. For more information, visit www.salesco.net

Publication Date: 
September 26, 2003
Activation Date: 
September 26, 2003
Issue Reference: 
Legacy
Legacy ID: 
14439

Avoiding Consumer Complaints

It's precisely at times like these that companies must be especially concerned about guarding and strengthening their customer relationships in the areas of product and service reliability to preserve the integrity of their operation. Consider taking a day to gather information on how your organization actually is operating from the standpoint of consumer protection.

Deck: 

Business

About The Author: 

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

Activation Date: 
May 30, 2003
Files: 
Issue Reference: 
Legacy
Legacy ID: 
14121

New Directions in the Activated Carbon Industry

In the last two decades, the price of activated carbon (AC) has fallen 75 percent. Many lower cost varieties have sufficient quality to be useful in many applications. The price reduction, along with maintaining reasonable quality, has created changes in the industry. This article describes how those potentially influence the direction of the industry.

About The Author: 

Dr. Henry G. Nowicki directs PACS, Inc., of Pittsburgh, a laboratory testing and consulting service. He has published more than 100 articles about environmental issued and activated carbon adsorption and has been an expert witness in more than 30 legal cases. He may be reached at hnpacs@aol.com.
Dr. Mick Greenbank provides special projects, consulting and training at PACS, Inc. He teaches "Selecting the Best Activated Carbon for the Application." He may be reached at mickpacs@aol.com.
Barbara Sherman directs the PACS short course and focused conference programs. She may be reached at Barbpacs@aol.com.PACS provides 57 different one- to three-day courses and four two-day annual focused conferences. Four short courses are on activated carbon. PACS hosts the annual September International Activated Carbon Conference in Pittsburgh. Contact PACS at 724-457-6576; www.pacslabs.com.

Activation Date: 
November 27, 2002
Files: 
Legacy
Legacy ID: 
13441

Routing Issues: From Paperwork to PDA Efficiency

By now, handhelds have enjoyed enormous popularity in any industry that deals with deliveries, services or exchanges. The bottled water and water treatment industries are not an exception. PDAs enhance performance, accuracy and cost-efficiency.

Deck: 

Software Technology for the Bottled Water and Water Treatment Industries

About The Author: 

Lorraine Keating is president of Prism Visual Software, Inc., a software company developing solutions for the field service and delivery industries. Prism's software has won major awards from renowned technology organizations such as Computerworld's "100 Emerging Companies to Watch in 2002." With 10 years of experience in the bottled water and water treatment industries, the Prism team developed MiniMate-PDA solution that integrates seamlessly with Prism's routing and servicing packages RoadQuest and ServQuest. Prism can be reached at 516-944-5920; info@prismvs.com.

Activation Date: 
September 26, 2002
Files: 
Issue Reference: 
Legacy
Legacy ID: 
13352

August 2002 Legal Stream

For years, many municipal-owned water and wastewater systems have maintained rate differentials between customers within their boundaries and customers outside their boundaries. Commonly, the outside rate is one hundred fifty percent of the inside rate.
Generally, inside/outside differentials are supportable if based on differences in costs of service. The issue becomes who has the burden to establish that higher outside rates are justified or not justified by differences in cost of service.

Deck: 

Outside Customers Must Prove Unfairness of Rate Differential

About The Author: 

Dan Kucera is a partner in the law firm of Chapman and Cutler, 111 W. Monroe St., Chicago, Illinois 60603?4080, (312) 845?3000

Activation Date: 
July 30, 2002
Files: 
Legacy
Legacy ID: 
13241

Beyond the Hype of CRM

For water treatment companies, automated Customer Relationship Management (CRM) software is a necessity for becoming a successful, well-organized and customer satisfying business. CRM software integrates daily business routines inside the office and on the road and takes care of repetitive and organizational tasks reliably and consistently. So look for the right CRM software product to get beyond the CRM hype into the down-to-earth improvement of your daily operational challenges.

Deck: 

Customer Management Software for Water Treatment Companies

About The Author: 

Lorraine Keating is chief executive officer of Prism Visual Software, which has been developing software products for the product delivery and field service industries for more than 12 years. The equipment servicing software product "Visual ServiceMate" has serviced the water treatment industry as a desktop product for many years. Recently, Prism enhanced the product with palm pilots and wireless WAP functionality. Web-based CRM products "ServQuest" and "RoadQuest" have been awarded finalist status in Computer World?s award "Emerging Companies to Watch in 2002."

Activation Date: 
December 4, 2001
Files: 
Issue Reference: 
Legacy
Legacy ID: 
12807

AMR: An Asset Comes of Age

Automatic meter reading has helped water utilities and municipalities solve numerous challengesand significantly reduce expenses.

Deck: 

Meter Reading

About The Author: 

John Hengesh is vice president and general manager of the Water and Public Power Business Unit at Itron, Inc., in Spokane, Wash. He can be contacted at john.hengesh@itron.com

Activation Date: 
August 22, 2001
Legacy
Legacy ID: 
12548

Web-Based & Wireless Revolutions

The media predicts that virtually all work as we know it soon will be Web-based and wireless. With the proliferation of PDAs and cell phones, and with their continually decreasing costs, this statement is hard to refute. An article published in Software Technology magazine stated that to characterize this new technology as a "revolution" is an understatement. Rather it is a "cataclysmic change."

Deck: 

A "window of opportunity" for the water treatment service industry

About The Author: 

Lorraine Keating is president of Prism Visual Software. Prism Visual Software has been developing software products for the product delivery and field service industries for more than 12 years. Prism’s industry-specific products integrate with off-the-shelf accounting software from AccountMate Software Corp. The equipment servicing software products continually are enhanced to offer the industry the best of the current technology as it fits the industry’s needs. All of Prism’s products are Web-based, wireless and combine operations and financials.

Publication Date: 
May 10, 2001
Activation Date: 
May 10, 2001
Files: 
Company Reference: 
Issue Reference: 
Legacy
Legacy ID: 
12357