Negative Comment, Positive Response

Being part of an online community through social networking and blogging can be an extremely positive experience for any water treatment business, connecting with current and prospective customers to rate products and services. However, when negative feedback strikes, the news can travel fast.

Deck: 

Dealing with negative comments on social networking websites

Publication Date: 
September 22, 2011
Activation Date: 
September 22, 2011
Issue Reference: 
Legacy
Legacy ID: 
23037

When Discounts Are Necessary

Some dealers build discounts into their marketing strategies and expect a discount in every presentation. Others have a strict no-discount policy. Let’s take a look at how to get the most out of those situations in which a discount is necessary.

Don’t Make It a Habit

One of the worst things salespeoples can do is offer automatic discounts. Additionally, if the initial equipment price quoted is not realistic and the salesperson quickly follows with a discount offer, the cutomer may think the salesperson is being dishonest.

Deck: 

Getting the most from the money you give away

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: 
July 15, 2011
Activation Date: 
July 15, 2011
Issue Reference: 
Legacy
Legacy ID: 
22902

Whole House Treatment System

Company Reference: 
Spotlight Name Archive: 
New Product Showcase
Legacy ID: 
60652
Spotlight Header Archive: 
June 2011

The HydroCare Dual Action Water System module transmits a unique radio frequency that suspends minerals in the water and breaks up existing scale without magnets, coils or salts. Dual canisters with multiple media are configured in a parallel design to maximize time and surface exposure without loss of pressure.

Image: 

Overcoming Price Problems

Why do customers expect discounts? You may think the answer is simple: They want to save money. The truth, however, is that there are many more factors that affect the discount requests of your customers. This article will take a look at a few of these factors and how to avoid discount problems.

Industries in the Clear

Deck: 

Reducing discount requests by training to face objections

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, ecruiting 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 16.580.3384.

Publication Date: 
June 1, 2011
Activation Date: 
June 1, 2011
Issue Reference: 
Legacy
Legacy ID: 
22816

Come Out, Come Out, Wherever You Are

An increasing number of water treatment dealers have found themselves in the position of needing to add to their professional teams. Perhaps they got fed up with some of the toxicity in the organization and made the difficult decision to replace it with professionalism. Or, hopefully, the recovery of the economy has created a necessity for a larger professional team.

Deck: 

Finding qualified professionals

Publication Date: 
May 31, 2011
Activation Date: 
May 31, 2011
Issue Reference: 
Legacy
Legacy ID: 
22813

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

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

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.

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
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