The Distributor Channel

Industrial Distribution Magazine has a fun short video feature that provides insight into the world of distribution. This is perfect for someone who doesn't have time to read lengthy articles.  Frank had the honor of being featured recently as he discussed the reasons behind his book, The New Sales Guy Project. Check out 5 Minutes with ID  HERE .

I have always found it easy to compare odd stories to the world of sales. Writing my latest book was a personal thing.  I love our industry and even more, I love the process of providing solutions to appreciative customers.  The book was a labor of love for our industry.  As I launched into the process, I was nagged by the thoughts of how I could add more of my personality to the book.    As I reviewed the book for the umpteenth time, I started jotting down off-the-cuff anecdotes and observations for sidebars within the text.  Most are pertinent to the book's storyline and off the wall.  To separate them from the intended content, I put them in shaded boxes.  I wanted readers to value these sections as bonus material beyond the scope of the book.    Last week a friend who was going through the book with a couple of his salespeople reported that these sidebars have become a great addition to his sales meetings.  For the next few weeks, we will share these as well as the not

Since the launch of Industrial Supply Magazine nearly 14 years ago, I have had the privilege of authoring nearly 150 articles for their readers.   I love the publications because they serve the markets that I find most interesting.   I also know that many of my long-time friends read and find value in the messages contained on their pages.   Last year I was offered to host an ongoing column devoted to sales in our business and I accepted the new challenge.  Here is the good news, the bad news , and the great news . The good news – Quoting one of my heroes, Teddy Roosevelt, this column gives me a “Bully Pulpit” for talking about issues that I feel strongly about.  The Pulpit part implies preaching, which I promise to tone down.  But still, things like the sales process, getting paid for our knowledge, and fee-based services have been part of my lexicon since long before starting River Heights Consulting.  I guarantee I will constantly remind people of their importance. The bad