Sales & Marketing: Educating the Buyer

"My water is perfect; I have a well.”

“I live near one of the freshest reservoirs in the state—why would I pay to install a water softener or filter?”

“I’ve read that I need those minerals in my water to survive, so why would I deliberately remove them?”

Deck: 

Marketing to stubborn buyers requires a dedicated approach

Publication Date: 
January 28, 2016
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Dealer Insight: Your Business, Your Legacy

Are you ready—right now? Soon?—to either sell your business or pass it on to the next generation?

If you answered yes, you are in need of a succession plan. Do not wait until the last minute—as tempting as it may be, it is better to follow Confucius’ advice: “Success depends upon previous preparation, and without such preparation there is sure to be failure.” 

Deck: 

Tips on creating a succession plan for your company

Publication Date: 
January 28, 2016
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Dealer of the Month: Growing Smarter

For more than 16 years, Signature Plumbing Inc. and Benjamin Franklin Plumbing have been providing an expanding number of services to the residents of Wilmington, N.C. Today, the company’s range of offerings includes water treatment, and its business partners, employees and customers benefit from its service-oriented approach and commitment to quality.

Evolution of a Company

Deck: 

North Carolina dealership provides a variety of services with expertise & respect

Publication Date: 
January 28, 2016
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Foundation Finance Announces Foundation Fiesta Puerto Rico Contest

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Foundation Finance Co.
Deck: 

Winners will receive a four-day trip to Puerto Rico

Foundation Finance Co. has announced the Foundation Fiesta Puerto Rico, its annual dealer incentive contest, in which 12 of its dealers can win a four-day trip to Puerto Rico. The contest will run from February 1, 2016, to April 30, 2016. Dealers can qualify to win in several ways: overall funded volume, funding percentage and random selection based on entries for each funded loan.

The trip will take place from June 21 to 24, 2016, and be held at a luxury resort in Puerto Rico.

Publication Date: 
January 15, 2016
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Foundation Finance Announces Foundation Fiesta Puerto Rico Contest

Sales: Breaking the Taboo

It seems like we are always in the middle of political season in this country, but there are times, like now, when politics seem to be the only thing anyone talks about. As we get nearer to the presidential primary elections and then the general election, the taboo topic of politics becomes next to impossible to avoid.

Deck: 

What to do when customers bring up the topics of politics or religion

Publication Date: 
November 5, 2015
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Sales: Friendly Competition

The 2015 Ford F150 XLT standard cab loaded to the max is currently priced at just more than $30,000 (plus tax, of course). What would you say if I told you that you could pay for this truck by offering sanitization and resin cleaning to your customers? It might sound crazy, but several dealerships are doing it already with simple, commission-based sales programs for their staff.

Deck: 

Incentivizing the sale of sanitization kits to bring in extra revenue

Publication Date: 
November 5, 2015
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Dealer of the Month: Southern Comfort

While many areas of the country are plagued with serious water issues, from drought to contamination, others are having better luck. Such is the case for Freeman Water Treatment, located in Jackson, Miss. In that part of the country, where water quality is relatively good and there are no shortages to speak of, the family-owned business maintains a steady stream of commercial/industrial and medical clients. 

Evolving & Changing

Deck: 

Mississippi dealership serves commercial/industrial & medical customers across five states

Publication Date: 
December 2, 2015
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Dealer of the Month: Education for All

When the phone rings in the middle of the night, it can be a jarring experience. Is there an emergency? Is a family member in trouble? Is it just a wrong number?

For business partners James Bennett and Jeff Colasante, being ready for that middle-of-the-night phone call is simply part of running a water treatment dealership. 

“If you call us at 11 p.m. on a Sunday, we answer the phone—not an answering service; it’s us,” Colasante said. “When you are dealing with an emergency, there is nothing more reassuring than a professional who knows you by name answering your call.”

Deck: 

Connecticut dealership values learning for customers & employees alike

Publication Date: 
October 13, 2015
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