Out of Commission, Into Success

When Kevin Hellenbrand, owner of KH Water Specialists in Wisconsin and Water Quality ProductsAugust Dealer of the Month, started his business, he opted not to hire commission salespeople – rather, his business is divided between wholesale and retail, and the service technicians make the sales. According to Hellenbrand, the company gets about 25% to 30% of its business from its wholesale operations, while the remainder comes from the retail side.

Although this business plan is different from many dealerships, Hellenbrand is glad to have found a sector that makes his company unique. “My margins are obviously much less with wholesaling, but I’ve had guys buying from me for 20 years,” he said. “I kind of like that little niche we have.”

Regardless of the business model – wholesale or retail, commission or not – it is successful sales that make a successful business. And in each business niche, there are some sales techniques that work, and others that are unsuccessful. What sales strategies have you found work best for your business model? Let us know in the comments below, or e-mail us at [email protected].

Kate Cline is editor-in-chief of WQP. Cline can be reached at [email protected] or 847.391.1007.

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