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

Rising to the Top in Reno

Mike Guidara, president and founder of Truckee Meadows Water Systems Inc. (TMWS) in Reno, Nev., got his start in the water industry more than 25 years ago when he was living in Pebble Beach, Calif., and was offered a manager trainee position at a large bottled water company.

He struck out on his own, founded TMWS in 1988 and currently employs 12 people. The company’s service area covers northern Nevada and northern California.

Deck: 

WQP’s Dealer of the Year shares tips for success

About The Author: 

Rebecca Wilhelm is former managing editor of Water Quality Products. For more information, contact Water Quality Products Managing Editor Kate Cline at kcline@sgcmail.com or 847.391.1007.

Publication Date: 
May 31, 2011
Activation Date: 
May 31, 2011
Issue Reference: 
Legacy
Legacy ID: 
22811

Joining the Party

Social media is on the rise, and water dealers are beginning to join the conversation to reach out to customers. Rich Anderson, founder and CEO of ClearView Water, Denver, discussed how he uses social media with Water Quality Products Associate Editor Kate Cline.

Kate Cline: What kind of social media do you use?

Rich Anderson: In terms of social media, I use what most people regard as the big three. I use Facebook, LinkedIn and Twitter. Actually, throw a fourth one in—YouTube as well.

About The Author: 

Rich Anderson is founder and CEO of ClearView Water. Anderson can be reached at rich@clearviewwater.com or 303.801.7031.

Kate Cline is associate editor for Water Quality Products. Cline can be reached at kcline@sgcmail.com or 847.391.1007.

Publication Date: 
April 29, 2011
Activation Date: 
April 29, 2011
Issue Reference: 
Legacy
Legacy ID: 
22721

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

Setting Your Sights on 2011

The start of a new year is a great time to examine our business life as well as other aspects of our lives. I want to encourage you to set your sights high enough in 2011. Those of us who do not plan to change in the coming year are doomed to repeat 2010’s level of success. The first step for those of us who want an increase in sales and profits is to set goals attached to activities and deadlines.

How Big Should We Dream?

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: 
March 29, 2011
Activation Date: 
March 29, 2011
Issue Reference: 
Legacy
Legacy ID: 
22633

Critical Sales Factors

What has the greatest impact on sales—is it low price, convenience, saving time or low environmental impact? What is going to get consumers’ attention and inspire them to spend their money? Any or all of the above factors impact sales; however, none are effective without proper presentation. Sales are often made because of a presentation.

Deck: 

Tips for an effective sales presentation

About The Author: 

Ric Harry is training manager, North America, WaterGroup Companies Inc. Harry can be reached at ric.harry@watergroup.com or 905.734.7756.

Publication Date: 
March 25, 2011
Activation Date: 
March 25, 2011
Company Reference: 
Issue Reference: 
Legacy
Legacy ID: 
22616

Partners in Profit

Dealers seem to be of two opinions when it comes to consumer finance companies: some can’t live with them and some can’t live without them. While some dealers thrive without offering any financing, most dealerships could benefit from a partnership with a finance company. Because of the tumultuous nature of the financing market over the past two years, it is understandable that some dealers are wary of finance companies.

But as the economy improves and credit starts flowing again, dealers who embrace financing in this new economy can pull ahead of competitors and close more sales.

Deck: 

Building strong finance company relationships

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: 
March 24, 2011
Activation Date: 
March 24, 2011
Company Reference: 
Issue Reference: 
Legacy
Legacy ID: 
22612

Keeping It Fresh

Al Lozier, CWS-VI, CI, CSR, learned the ropes of a running a successful water dealership from the ground up. He began selling residential filtration systems in 1988, and when his employer offered him the opportunity to start a satellite office the following year, Lozier gladly accepted. The result: Fresh KC Water, Shawnee, Kan.

“We wanted to be the different water treatment dealer—Water Quality Assn. trained, approaching the customer from the service side instead of the sales side and offering products that fit the customer, not the dealership,” Lozier said.

Deck: 

Water dealer builds his business on careful customer service

About The Author: 

Caitlin Cunningham and Kate Cline are associate editors for Water Quality Products. Cunningham can be reached at ccunningham@sgcmail.com or at 847.391.1025. Cline can be reached at kcline@sgcmail.com or at 847.954.7922.

Publication Date: 
March 24, 2011
Activation Date: 
March 24, 2011
Issue Reference: 
Legacy
Legacy ID: 
22611

Old School or New School?

The two best ways to bar yourself from new ideas in sales and sales management training are to label a trainer as “old school” and decide that people in your market do not like the techniques discussed. Both of these allow a person to stay the way they are without being upset by new ideas.

Do You Want to Stay the Same?

Deck: 

Do ‘old school’ sales techniques still work?

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: 
February 6, 2011
Activation Date: 
February 6, 2011
Issue Reference: 
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