Feature Articles

Are You Causing the Objections?

Stop customer objections before they happen

About The Author: 

Carl Davidson is director of Sales and Management Solutions, Inc., a consulting firm specializing in sales and management video training, recruiting and live seminars exclusively for the water equipment industry. A free demonstration video and list of products and topics is available at 800.941.0068. Send comments on this article to him at [email protected]; www.carldavidson.com.

Activation Date: 
October 28, 2009
Issue Reference: 
Legacy
Legacy ID: 
21214

Staying Afloat

While many businesses struggle in a down market, Hawkins Water Tech, Inc., Middlebury, Ind., has been able to maintain success despite the current economic environment. The company serves the residential, commercial, industrial and bottled water markets, and according to Dave Hawkins, owner and president of Hawkins Water, it is this diversification that has helped his business succeed.

“It varies by month as to which market is doing better,” he said. “The commercial sector carried us through the first half of this year, but now we’re starting to see residential pick up.”

Legacy
Legacy ID: 
21094

Where Do Your Lost Sales Go?

Taking the guesswork out of lost sales

About The Author: 

Carl Davidson is director of Sales and Management Solutions, Inc., a consulting firm specializing in sales and management video training, recruiting and live seminars exclusively for the water equipment industry. A free demonstration video and list of products and topics is available at 800.941.0068. Send comments on this article to him at [email protected]; www.carldavidson.com.

Activation Date: 
September 8, 2009
Legacy
Legacy ID: 
21072

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—WQA [Water Quality Association] 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.

Activation Date: 
August 26, 2009
Legacy
Legacy ID: 
21018

Sites on the Web

WQP speaks with Christian Faure, president of H20sites.com, about the importance of websites for water dealers.

Activation Date: 
July 7, 2009
Issue Reference: 
Legacy
Legacy ID: 
20905

Increase Sales Without Spending a Dime

Simple solutions to increase leads

About The Author: 

Carl Davidson is director of Sales and Management Solutions, Inc., a consulting firm specializing in sales and management video training, recruiting and live seminars exclusively for the water equipment industry. A free demonstration video and list of products and topics is available at 800.941.0068. Send comments on this article to him at [email protected]; www.carldavidson.com.

Activation Date: 
July 7, 2009
Issue Reference: 
Legacy
Legacy ID: 
20904
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