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In the last Musing we touched on Leadership. This subject is worth pursuing a bit further. Leaders rarely are born. People become a leader – they are given the role of a leader by their team members. This is not something that is commonly believed. Many feel there is a “royal jelly” that is on […]
As you look into the market capture rates for an equipment dealership in the labor market you have to consider a wide array of items. First and foremost the various types of labor that needs to be performed on construction equipment; maintenance labor, minor repair labor, replacement of wear parts or broken parts, adjustments and […]
I wonder how many people understand marketing in the Product Support world; what is that? Is it advertising or sales campaigns? What is it? Well my hope is that through this blog we can have more people think about the marketing of parts and service. I will start with a definition of marketing as “the […]
The secret of success is sincerity. Once you can fake that you’ve got it made. Jean Giraudoux, French diplomat, dramatist, & novelist (1882 – 1944) I’d kill for a Nobel Peace Prize. Steven Wright, comedian, actor
Yesterday I talked about the changing approach being taken regarding University education. In the commercial world there has been a serious reduction in training at all job levels in companies. It has been determined that employee training is a discretionary expense. It can be deferred or discontinued. Back in the 1990’s we started many of […]
Well the early returns indicate that both parties that led the country back from the brink with austerity and international bailouts are being punished and that there will be no clear winner in the election today. This will cause further turmoil. Isn’t that what is needed now? Not. We are witnessing a “New Reality” which […]
After setting objectives for each and every customer for each commodity and service program you are well on your way to selling success. The plan then would be to set up times and schedules for achieving each of your objectives. This takes us to the meetings with your customers. How do you get them to […]
The first last time we talked about the six steps in selling we identified them all. The last time we communicated was on the first step – research. Let’s dig a little deeper into the second one. Objectives Well after having completed all the research on each customer in their assigned territory the sales professional […]
Last time we talked about the six steps in selling. Let’s dig a little deeper into the first one. Research Within research there are three more points to cover. a) The Customer b) The Products of Service c) The relationship. Customer: For researching the customer we need to know everything and anything that might be […]
Can you believe it…. spring is here. It seems as if everyone has something to say about the weather this year. It has been extremely warm in the North East US and it has been very cold and blustery in Europe. The usual suspects are all lining up to indicate this is global warming. We […]