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: 

The Water Opportunity Show Arrives in San Antonio

Information from new studies, a focus on final barrier technologies and strategies to address new national opportunities will be among the highlights at WQA Aquatech USA 2011. The conference and exhibition will be held at the Henry B. Gonzalez Convention Center, San Antonio, Texas, March 8 to 11, 2011. Don’t pass up this opportunity to learn and network with the rest of the water treatment industry.

Deck: 

What you can expect at WQA Aquatech USA 2011

About The Author: 

Peter J. Censky is executive director of the WQA. Censky can be reached at 630.505.0160.

Publication Date: 
February 5, 2011
Activation Date: 
February 5, 2011
Company Reference: 
Issue Reference: 

Replace Toxic With Professional

While it may not seem like it for many of us patiently waiting for the signs of economic recovery to hit us, there have been some positive consequences of the past few years. Most of those out-of-the-garage competitors that low-balled their prices and lied to customers about anything and everything have closed their doors and moved on to other things.

Deck: 

The importance of true professionalism for your staff

About The Author: 

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

Publication Date: 
February 5, 2011
Activation Date: 
February 5, 2011
Issue Reference: 

What Makes an Exceptional Website?

A large number of trends in IT and Web development have come and gone as the Internet has grown exponentially over the years. Gone are the days of blinking text, annoying audio that you cannot disable and the assumption that everyone is surfing on a 56k dial-up modem at the lowest monitor resolution. Decreasing technology costs, combined with the expansion of broadband and fiber-optic connections, have led to an even greater revolution on the Web.

Deck: 

Website advice for both beginners and veterans

About The Author: 

Christian Faure is president of DuPage Technology Group Inc. Faure can be reached at cfaure@dupagetech.com or at 630.968.7424.

Publication Date: 
February 5, 2011
Activation Date: 
February 5, 2011
Company Reference: 
Issue Reference: 

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 4, 2011
Activation Date: 
February 4, 2011
Legacy
Legacy ID: 
22489

What Makes an Exceptional Website?

A large number of trends in IT and Web development have come and gone as the Internet has grown exponentially over the years. Gone are the days of blinking text, annoying audio that you cannot disable and the assumption that everyone is surfing on a 56k dial-up modem at the lowest monitor resolution. Decreasing technology costs, combined with the expansion of broadband and fiber-optic connections, have led to an even greater revolution on the Web.

Deck: 

Website advice for both beginners and veterans

About The Author: 

Christian Faure is president of DuPage Technology Group, Inc. Faure can be reached at cfaure@dupagetech.com or at 630.968.7424.

Publication Date: 
February 4, 2011
Activation Date: 
February 4, 2011
Company Reference: 
Legacy
Legacy ID: 
22487
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