tag:blogger.com,1999:blog-26777068897287712192024-03-27T18:52:34.228-05:00The Distributor ChannelWe at River Heights Consulting are dedicated to taking the friction out of the Distributor Channel. Here you will find stories, features and commentary on the world of Wholesale Distribution, Distributor Management, and Strategic Planning.The Distributor Specialisthttp://www.blogger.com/profile/07826342477936640039noreply@blogger.comBlogger373125tag:blogger.com,1999:blog-2677706889728771219.post-69093684349037182442024-03-27T14:27:00.004-05:002024-03-27T14:27:53.972-05:00Wired for Sales: Targeting Accounts<p><span style="font-family: arial; font-size: large;"></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial; font-size: large;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjELLXBtWaeDIw3EmwEkdZjABCKbNmqarLfhb2D3QDlRDTiv2gz7LdzxS-sajV73S5CNUqY0LFEh8KX7EgG7IdAAPagGldqFKQf-SEf2lRbxJhIaSvBAcm4eY6bVSYZAGqoCbAGSHl_9Vh32_8vS6ziZk3xCJgDh2k22vaPsTYiJ6sME0Z6V1aEF1B0SG8/s810/Wired%20for%20Sales%20032724.png" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" data-original-height="810" data-original-width="810" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjELLXBtWaeDIw3EmwEkdZjABCKbNmqarLfhb2D3QDlRDTiv2gz7LdzxS-sajV73S5CNUqY0LFEh8KX7EgG7IdAAPagGldqFKQf-SEf2lRbxJhIaSvBAcm4eY6bVSYZAGqoCbAGSHl_9Vh32_8vS6ziZk3xCJgDh2k22vaPsTYiJ6sME0Z6V1aEF1B0SG8/s320/Wired%20for%20Sales%20032724.png" width="320" /></a></span></div><span style="font-family: arial; font-size: large;">Frank writes, rants, and pontificates thoughts about Sales and Selling for Industrial Supply Magazine. The August editors of this publication told him to just share his ideas. They said there would be very few rules so the sky's the limit. <br /><br />Frank reported that while starting off mild, he plans to push the limits further on each subsequent adventure. Check out his second attempt <a href="https://industrialsupplymagazine.com/pages/Print-edition---MarApr24_Wired-for-Sales.php" target="_blank">HERE</a>. We think he is still in control, but who knows what will happen in the future?</span><p></p><p><span style="font-family: arial; font-size: large;">This month Frank takes on the many definitions of "Targeting Accounts" while bringing it back to the basics.</span></p><p><span style="font-family: arial; font-size: large;"><br /></span></p><p><span style="font-family: arial; font-size: large;">Before you go… there is a place to comment following the article. This is the perfect space to compliment or condemn.<br />Rumor has it, he loves hate mail.</span></p><p><span style="font-family: arial; font-size: large;"><br /></span></p><p><span style="font-family: arial; font-size: large;"><br /></span></p><p><span style="font-family: arial; font-size: large;">.</span></p><div class="blogger-post-footer">TheDistributorChannel is a service of River Heights Consulting.
Please visit our site at:
www.RiverHeightsConsulting.com</div>RHCAdminhttp://www.blogger.com/profile/09245018398011600397noreply@blogger.com0tag:blogger.com,1999:blog-2677706889728771219.post-54986247004997182972024-03-25T15:18:00.002-05:002024-03-25T15:20:43.737-05:00DistribuTED Takes on Incentives, Part one<p></p><div class="separator" style="clear: both; text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiN7A21IGCq6jcF5YaOezem6rCNsS2onp6gWrl7gfcAKaNo27kBEcYLIcipffl6d5KAXFw69bRfT0Bb761xEMhnIHlyze54lfCeDb2OJIyNdtJZWGQWkhhbxdF_2Ng3zc0W0L5JjlYxVhAQLuQL7r7nfOYbyydtHO_mVwMZtJPZwkCfcNKo1bDX4EgWscs/s670/Ted%20Magazine%20Desiree%20part%201%20Incentive.jpg" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="447" data-original-width="670" height="213" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiN7A21IGCq6jcF5YaOezem6rCNsS2onp6gWrl7gfcAKaNo27kBEcYLIcipffl6d5KAXFw69bRfT0Bb761xEMhnIHlyze54lfCeDb2OJIyNdtJZWGQWkhhbxdF_2Ng3zc0W0L5JjlYxVhAQLuQL7r7nfOYbyydtHO_mVwMZtJPZwkCfcNKo1bDX4EgWscs/s320/Ted%20Magazine%20Desiree%20part%201%20Incentive.jpg" width="320" /></a></div><div class="separator" style="clear: both; text-align: center;"><br /></div><span style="font-family: arial; font-size: large;">Check out DistrubuTED's video with industry leaders on compensation plans.
<br /><br />Compensation is always a hot topic. Incentives play a crucial role in motivating employees to achieve their goals. However, it is important to strike a balance between being strict and being fair. By setting achievable goals and offering reasonable incentives, businesses can create a positive work environment where employees are motivated to perform their best. <br /><br />Desirée Grace and Andrea Olson discuss how to avoid the pitfalls many organizations make when incentivizing goals and why blanket programs can't work.
<br /><br />Let's work towards finding the right balance and inspiring our employees to reach new heights!</span><div><span style="color: #161719; font-family: arial; font-size: large;"><span style="white-space-collapse: break-spaces;"> </span></span> <br /><p><span style="font-family: arial; font-size: large;"><a href="https://tedmag.com/distributed-incentive-design-part-1-with-desiree-grace-and-andrea-olson/" target="_blank">Check it out HERE.</a><span style="background-color: white; color: #161719; white-space-collapse: break-spaces;">
</span></span></p><p><br /></p></div><div class="blogger-post-footer">TheDistributorChannel is a service of River Heights Consulting.
Please visit our site at:
www.RiverHeightsConsulting.com</div>RHCAdminhttp://www.blogger.com/profile/09245018398011600397noreply@blogger.com0tag:blogger.com,1999:blog-2677706889728771219.post-89622502056586322072024-03-21T11:16:00.000-05:002024-03-21T11:16:41.683-05:00Recalling Details on National Memory Day<p class="MsoNoSpacing"></p><div class="separator" style="clear: both; text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhgfLtOQ84HTVr1BsTfOKxmZoLbuRyhwA4esdUgghvmu-p-E4MCosoBvi2r1SC-mLHzdJpz1bJaqyqUJOis4TcG745Y7PYmPWDcVmAZ3D4pY2gxE4Hjf3DF4sPyuz6-XxvFwSEln-WCzowRJFvP8VrPzrliZstRIbXg-gcbuY7zeZHPyzLUuqi03FO5oRM/s810/national%20memory%20day.png" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" data-original-height="810" data-original-width="810" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhgfLtOQ84HTVr1BsTfOKxmZoLbuRyhwA4esdUgghvmu-p-E4MCosoBvi2r1SC-mLHzdJpz1bJaqyqUJOis4TcG745Y7PYmPWDcVmAZ3D4pY2gxE4Hjf3DF4sPyuz6-XxvFwSEln-WCzowRJFvP8VrPzrliZstRIbXg-gcbuY7zeZHPyzLUuqi03FO5oRM/s320/national%20memory%20day.png" width="320" /></a></div><b><span style="font-family: arial; font-size: large;">It’s National Memory Day<br /><o:p></o:p></span></b><p></p><p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">It seems like I discover a new holiday every day. Today’s special day is promoted as a day to
celebrate our memories. As you might
imagine, I have many memories. For
example, I still remember June 6, 1977.
On that fateful day, I walked into the main lobby of the Allen-Bradley
building at 1202 South Second Street in Milwaukee. </span><span style="font-family: arial; font-size: x-large;"> </span></p><p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">I had on a newly acquired three-piece gray suit and a
conservative blue tie. The weather was
warmish, I was nervous, and I can still recall feeling a bit uncomfortable in
business.<o:p></o:p></span></p><p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">I can remember a few other important days in my
career. I won’t bore you to tears with
the details, but memories, being little snapshots of life, have a way of
sticking with us. But the mind is a
strange thing, while bits of minutia linger, other important points slip
through the cracks disappearing forever.<o:p></o:p></span></p><p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p><p class="MsoNoSpacing"><b><i><span style="font-family: arial; font-size: large;">What slips through the cracks?<o:p></o:p></span></i></b></p><p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">Routine and often repeated activities can be the first to
go. Years ago, I wrote an article
calling for distributor salespeople to log the extra things they did for their
customers. The point was if something
you do makes (or saves) the customer money, it is an important event. The customer probably won’t remember it for
more than a week. But sometime down the
road, you may want to remind them.
Specific information carries more weight, especially in price
negotiations. <o:p></o:p></span></p><p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p><p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">Let’s assume the customer says, <b>“We got a quote for
the same motor from an online competitor which is about 100 dollars less than
your price, so we are considering them for our next project.”<o:p></o:p></b></span></p><p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p><p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">Here are two versions of a response from the seller:<o:p></o:p></span></p><p class="MsoNoSpacing"><b><span style="font-family: arial; font-size: large;"> </span></b></p><p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;"><u>With no recorded data and relying on memory</u>: <o:p></o:p></span></p><p class="MsoNoSpacing" style="margin-left: .5in;"><i><span style="font-family: arial; font-size: large;">“Well Ms. Customer, over the
years we have provided you with extra services tied to those motors. We often provide services that save your
company lots of money.”<o:p></o:p></span></i></p><p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;"><u>With recorded data</u>:<b><o:p></o:p></b></span></p><p class="MsoNoSpacing" style="margin-left: .5in;"><i><span style="font-family: arial; font-size: large;">“You know Ms. Customer, we
have provided you with extra services tied to those motors over the years. For instance, a year ago in November, we
helped your team determine the cause of early failure and recommended a
different type of seal. Now those $500
motors are running smoothly with no failures.
This has saved you over $800 in replacement costs. But that wasn’t an isolated event, last
January we made an after-hours delivery to get your plant up and running. The maintenance team tells us your downtime
is $10,000 an hour. Can the other folks provide this kind of service?” <o:p></o:p></span></i></p><p class="MsoNormal"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p><p class="MsoNormal"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p><p class="MsoNormal"><span style="font-family: arial; font-size: large;">Here is an excerpt from that article: <o:p></o:p></span></p><p class="MsoNormal"><span style="font-family: arial; font-size: large;"></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial; font-size: large;"><a href="https://blogger.googleusercontent.com/img/a/AVvXsEhq3Ho7vrZYB978siCrHzM4i5JyIOKXo_Bv4opRO8zBwkTgtQpsLn6LO1Nns3YtSiL3LPoHM6jmp4zk-LRKwAMQvBaww9wMFWoq2qzO1NF1WUT8d8FRHirtQd0M3kLt0aaT1ASzOJEclN_Gq9rsSD9GQAVbcBABTGVj2yKZq6mzr45G8MZbYYcHzr3S0gM" style="margin-left: 1em; margin-right: 1em;"><img alt="" data-original-height="535" data-original-width="765" height="406" src="https://blogger.googleusercontent.com/img/a/AVvXsEhq3Ho7vrZYB978siCrHzM4i5JyIOKXo_Bv4opRO8zBwkTgtQpsLn6LO1Nns3YtSiL3LPoHM6jmp4zk-LRKwAMQvBaww9wMFWoq2qzO1NF1WUT8d8FRHirtQd0M3kLt0aaT1ASzOJEclN_Gq9rsSD9GQAVbcBABTGVj2yKZq6mzr45G8MZbYYcHzr3S0gM=w608-h406" width="608" /></a></span></div><span style="font-family: arial; font-size: large;"><br /></span><b><span style="font-family: arial; font-size: large;"><br /></span></b><b><span style="font-family: arial; font-size: large;">Now, Back to National Memory Day.</span></b><p></p><p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;"></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial; font-size: large;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjWITgD-pu0e2Jt_N3444cOkqzHuv5q5DpyNl0Pxsh0RSUeHGAferkecrZX2ELkK9WGxNP_dEINeACGH6ZFJZLMVHG2dYfBX_jptNxWVokz2NpJM-VJpLyEXtKJtSFVZfkSkf0LqMOXffJ1gbAa6tmQH5ZOGwKnRWfWwJWzDKqaA5vZIA73FY6NN3ll_C4/s810/memories.png" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" data-original-height="810" data-original-width="810" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjWITgD-pu0e2Jt_N3444cOkqzHuv5q5DpyNl0Pxsh0RSUeHGAferkecrZX2ELkK9WGxNP_dEINeACGH6ZFJZLMVHG2dYfBX_jptNxWVokz2NpJM-VJpLyEXtKJtSFVZfkSkf0LqMOXffJ1gbAa6tmQH5ZOGwKnRWfWwJWzDKqaA5vZIA73FY6NN3ll_C4/w320-h320/memories.png" width="320" /></a></span></div><span style="font-family: arial; font-size: large;">Given my choice, I would recommend a <b>Don’t Trust Your
Memory Day</b>. But we will stick to
memories and things to remember. As a
parting thought, here are things to remember:<o:p></o:p></span><p></p><p class="MsoNoSpacing" style="margin-left: .25in; mso-list: l0 level1 lfo1; text-indent: -.25in;"><!--[if !supportLists]--><span style="font-family: arial; font-size: large;">·<span style="font-feature-settings: normal; font-kerning: auto; font-optical-sizing: auto; font-stretch: normal; font-variant-alternates: normal; font-variant-east-asian: normal; font-variant-numeric: normal; font-variant-position: normal; font-variation-settings: normal; line-height: normal;">
</span><!--[endif]-->Remember to add meetings, customer appointments,
and other deadlines to your calendar.<o:p></o:p></span></p><p class="MsoNoSpacing" style="margin-left: .25in; mso-list: l0 level1 lfo1; text-indent: -.25in;"><!--[if !supportLists]--><span style="font-family: arial; font-size: large;">·<span style="font-feature-settings: normal; font-kerning: auto; font-optical-sizing: auto; font-stretch: normal; font-variant-alternates: normal; font-variant-east-asian: normal; font-variant-numeric: normal; font-variant-position: normal; font-variation-settings: normal; line-height: normal;">
</span><!--[endif]-->Remember to take notes during customer meetings.<o:p></o:p></span></p><p class="MsoNoSpacing" style="margin-left: .25in; mso-list: l0 level1 lfo1; text-indent: -.25in;"><!--[if !supportLists]--><span style="font-family: arial; font-size: large;">·<span style="font-feature-settings: normal; font-kerning: auto; font-optical-sizing: auto; font-stretch: normal; font-variant-alternates: normal; font-variant-east-asian: normal; font-variant-numeric: normal; font-variant-position: normal; font-variation-settings: normal; line-height: normal;">
</span><!--[endif]-->Remember to log the value-creating events you
and your company do for customers.<o:p></o:p></span></p><p class="MsoNoSpacing" style="margin-left: .25in; mso-list: l0 level1 lfo1; text-indent: -.25in;"><!--[if !supportLists]--><span style="font-family: arial; font-size: large;">·<span style="font-feature-settings: normal; font-kerning: auto; font-optical-sizing: auto; font-stretch: normal; font-variant-alternates: normal; font-variant-east-asian: normal; font-variant-numeric: normal; font-variant-position: normal; font-variation-settings: normal; line-height: normal;">
</span><!--[endif]-->Remember to add family and personal events to
your work calendar.<o:p></o:p></span></p><p>
</p><p class="MsoNoSpacing" style="margin-left: .25in; mso-list: l0 level1 lfo1; text-indent: -.25in;"><!--[if !supportLists]--><span style="font-family: arial; font-size: large;">·<span style="font-feature-settings: normal; font-kerning: auto; font-optical-sizing: auto; font-stretch: normal; font-variant-alternates: normal; font-variant-east-asian: normal; font-variant-numeric: normal; font-variant-position: normal; font-variation-settings: normal; line-height: normal;">
</span><!--[endif]-->Remember to connect with your favorite
consultant on <a href="https://www.linkedin.com/in/frankhurtte/" target="_blank">LinkedIn</a>.</span><o:p></o:p></p><div class="blogger-post-footer">TheDistributorChannel is a service of River Heights Consulting.
Please visit our site at:
www.RiverHeightsConsulting.com</div>RHCAdminhttp://www.blogger.com/profile/09245018398011600397noreply@blogger.com0tag:blogger.com,1999:blog-2677706889728771219.post-88314709561282738512024-03-20T11:51:00.004-05:002024-03-20T12:10:18.488-05:00Territory Design- Precision Counts with Guest Blogger Desiree Grace<p class="MsoNormal"><span style="font-family: arial; font-size: large;"></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial; font-size: large;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiqw12CH5_GhU7_lBCCSXAN8_PnGkms9kj7jhgaYQkQosWM1G-8MoxZkokyLh0SHiu6bDrX7qaAjYiNiJjhOmKBaFRUAtJwcOQMuhne7DaTUC4qegqVZPb72d2BbHwXwfuucb0Y37I3x1pU8IbXkayFIrACwZ8zszqBOf1jiUgOFm_HBJD7Z6ccdnJLyQQ/s810/Territory%20Design.png" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" data-original-height="810" data-original-width="810" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiqw12CH5_GhU7_lBCCSXAN8_PnGkms9kj7jhgaYQkQosWM1G-8MoxZkokyLh0SHiu6bDrX7qaAjYiNiJjhOmKBaFRUAtJwcOQMuhne7DaTUC4qegqVZPb72d2BbHwXwfuucb0Y37I3x1pU8IbXkayFIrACwZ8zszqBOf1jiUgOFm_HBJD7Z6ccdnJLyQQ/s320/Territory%20Design.png" width="320" /></a></span></div><span style="font-family: arial; font-size: large;">Does anyone out there love playing Darts? It’s great for
beers<br /> with buddies in the bar, but not so great for designing sales
territories. Once or twice in my past life as a sales rep, it felt like someone
higher up used a map and a dartboard to design sales territories. It's time to take
a thoughtful, analytical, and strategic approach to designing and organizing
our sales territories. It's important to communicate the strategy and
the data behind any changes thoroughly and respectfully to all stakeholders.
That includes the sales reps, the internal support teams, and the customers. Any significant or impactful changes also
need clear and proactive change management. Here's why.</span><p></p><p class="MsoNormal"><span style="font-family: arial; font-size: large;">Your sales territories need to align with your
strategy. Let’s say you want to add industrial contractors to your mix, as you’ve
learned most industrials in your market outsource some or all of their
maintenance to outside industrial contractors. Your overarching strategy is to
diversify your customer base to future-proof your business. Hopefully, your
team already knows this. The addition of industrial contractors is the trigger
for re-aligning sales territories. Let’s also say this increases the sales
potential, but not the existing sales in said dirt. You have some tough
decisions to make, and some of this depends on your compensation model. (Compensation models need their own blog post.)<o:p></o:p></span></p><p class="MsoNormal"><span style="font-family: arial; font-size: large;">Ultimately, you don’t want to hurt your existing sales team. You want to push them to expand the customer base, which takes
time. So, maybe you don’t impact their compensation, but you adjust their SMART
goals. Or, maybe you incentivize them to expand, while not negatively adjusting
their base pay. Regardless of what you do to your compensation model, the goal is to
motivate your sales team and retain
them. <o:p></o:p></span></p><p class="MsoNormal"><span style="font-family: arial; font-size: large;">While it is important to align with your strategy, you should also consider the following:<o:p></o:p></span></p><p class="MsoListParagraph" style="mso-list: l0 level1 lfo1; text-indent: -0.25in;"><span style="font-family: arial; font-size: large;"><!--[if !supportLists]--><span>·<span style="font-feature-settings: normal; font-kerning: auto; font-optical-sizing: auto; font-stretch: normal; font-variant-alternates: normal; font-variant-east-asian: normal; font-variant-numeric: normal; font-variant-position: normal; font-variation-settings: normal; line-height: normal;"> </span><u>Territory Potential</u><o:p></o:p></span></span></p><p class="MsoNormal" style="margin-left: 0.75in;"></p><ul style="text-align: left;"><li><span style="font-family: arial; font-size: large;">What are your market share goals? Are you maximizing your potential?</span></li><li><span style="font-family: arial; font-size: large;">Is the territory so large that you
don’t have enough consistent contact with your customers?</span></li><li><span style="font-family: arial; font-size: large;">Are there segments under-served by
your competition?</span></li></ul><p></p><p class="MsoListParagraph" style="mso-list: l0 level1 lfo1; text-indent: -0.25in;"><span style="font-family: arial; font-size: large;"><!--[if !supportLists]--><span>·<span style="font-feature-settings: normal; font-kerning: auto; font-optical-sizing: auto; font-stretch: normal; font-variant-alternates: normal; font-variant-east-asian: normal; font-variant-numeric: normal; font-variant-position: normal; font-variation-settings: normal; line-height: normal;">
</span><!--[endif]--><u>Customer Type</u><o:p></o:p></span></span></p><p class="MsoNormal" style="margin-left: 0.75in;"></p><ul style="text-align: left;"><li><span style="font-family: arial; font-size: large;">Develop expertise in a particular customer type or vertical market. </span></li><li><span style="font-family: arial; font-size: large;">Local geography can be the most
efficient option in some cases.</span></li></ul><p></p><p class="MsoListParagraph" style="mso-list: l0 level1 lfo1; text-indent: -0.25in;"><span style="font-family: arial; font-size: large;"><!--[if !supportLists]--><span>·<span style="font-feature-settings: normal; font-kerning: auto; font-optical-sizing: auto; font-stretch: normal; font-variant-alternates: normal; font-variant-east-asian: normal; font-variant-numeric: normal; font-variant-position: normal; font-variation-settings: normal; line-height: normal;">
</span><!--[endif]--><u>Customer Quality</u><o:p></o:p></span></span></p><p class="MsoNormal" style="margin-left: 0.75in;"></p><ul style="text-align: left;"><li><span style="font-family: arial; font-size: large;">Small customers take less time than
large customers with multiple decision-makers and departments. Be aware that
your salesperson can spend an entire day at a large meat-packing plant.</span></li><li><span style="font-family: arial; font-size: large;">Do the customers pay their bills
on time? </span></li></ul><blockquote><i><span style="font-family: arial; font-size: large;">For Example: Consider if Slow-Pay Electric should even be on you sales call roster. Maybe it’s time to be reactive only with this pokey persona,
or, if you cannot resolve the issue, stop wasting time calling on them.</span></i></blockquote><span style="font-family: arial; font-size: large;"><br /></span><p></p><p class="MsoListParagraph" style="mso-list: l0 level1 lfo1; text-indent: -0.25in;"><span style="font-family: arial; font-size: large;"><!--[if !supportLists]--><span>·<span style="font-feature-settings: normal; font-kerning: auto; font-optical-sizing: auto; font-stretch: normal; font-variant-alternates: normal; font-variant-east-asian: normal; font-variant-numeric: normal; font-variant-position: normal; font-variation-settings: normal; line-height: normal;"> </span><u>Travel time and distance for the salesperson</u></span></span></p><ul style="text-indent: -24px;"><li><span style="text-indent: -0.25in;"><span style="font-family: arial; font-size: large;"> “Windshield time” is wasted time, even with cell phones. Yes, I said that. You want your salesperson to be efficient and effective. Time is money.</span></span></li></ul><blockquote style="border: none; margin: 0px 0px 0px 40px; padding: 0px;"><p></p></blockquote><p class="MsoListParagraph" style="mso-list: l0 level1 lfo1; text-indent: -0.25in;"><span style="font-family: arial; font-size: large;"><!--[if !supportLists]--><span>·<span style="font-feature-settings: normal; font-kerning: auto; font-optical-sizing: auto; font-stretch: normal; font-variant-alternates: normal; font-variant-east-asian: normal; font-variant-numeric: normal; font-variant-position: normal; font-variation-settings: normal; line-height: normal;"> </span><u>Typical Sales Cycle to acquire a new customer</u><o:p></o:p></span></span></p><p class="MsoNormal" style="margin-left: 0.75in; text-align: left;"></p><ul style="text-align: left;"><li><span style="font-family: arial; font-size: large;">If you are adding development
accounts to the territory, be realistic. The best super salesperson will
take 12-24 months to fully bring that new account on board.</span></li></ul><p></p><p class="MsoListParagraph" style="mso-list: l0 level1 lfo1; text-indent: -0.25in;"><span style="font-family: arial; font-size: large;"><!--[if !supportLists]--><span>·<span style="font-feature-settings: normal; font-kerning: auto; font-optical-sizing: auto; font-stretch: normal; font-variant-alternates: normal; font-variant-east-asian: normal; font-variant-numeric: normal; font-variant-position: normal; font-variation-settings: normal; line-height: normal;"> </span><u>Typical customer acquisition costs</u><o:p></o:p></span></span></p><p class="MsoNormal" style="margin-left: 0.75in; text-align: left;"></p><ul style="text-align: left;"><li><span style="font-family: arial; font-size: large;">It may be necessary to run a D&B check, credit applications might be required, and EDI implementation may be necessary as well. All of these are important considerations, among
others, and <b>the general rule of thumb is that it takes 3-5 times as much
investment to add a new customer as it does to keep an existing customer.</b> Plan
accordingly.</span></li></ul><p></p><p class="MsoListParagraph" style="mso-list: l0 level1 lfo1; text-indent: -0.25in;"><span style="font-family: arial; font-size: large;"><!--[if !supportLists]--><span>·<span style="font-feature-settings: normal; font-kerning: auto; font-optical-sizing: auto; font-stretch: normal; font-variant-alternates: normal; font-variant-east-asian: normal; font-variant-numeric: normal; font-variant-position: normal; font-variation-settings: normal; line-height: normal;"> </span>Any major initiatives that could be impacted by
a re-organization of territories—see below. <o:p></o:p></span></span></p><p class="MsoNormal"><span style="font-family: arial; font-size: large;">For example, if you are in the middle of a major new product
launch, consider the timing of your re-org. If you are in the
middle of implementing that new storeroom contract, consider
the timing of your re-org. It's easy to lose momentum when you change sales
territories, so consider if the changes need to happen now or if it’s better to
wait. Avoid kicking the proverbial can down the road indefinitely,
but be sensitive to the fact that a re-org will impact other
initiatives. <o:p></o:p></span></p><p class="MsoNormal"><span style="font-family: arial; font-size: large;">Also, before your territory changes are set in stone,
involve your sales team. They have market and customer insight you need to
know. Plus once involved in the decision, they are more likely to support
the execution instead of dragging their feet. This discussion should never be
going through the motions for appearances. Genuinely listen to your
team to prevent missed opportunities and costly mistakes. They
can prevent a misalignment in territory design and help
with the transition plan.<o:p></o:p></span></p><p class="MsoNormal"><span style="font-family: arial; font-size: large;">Finally, Communicate!
Let the back-office staff know what is going on and why. Reporting may
need to be re-aligned, for example. Then, once your internal team is informed, and
any necessary operational changes are in process, reach out to impacted
customers. Advise customers of what is happening, the why, the when, and,
if required, the transition plan. Your top impacted customers
will likely need some hand-holding--a.k.a., a transition plan.<o:p></o:p></span></p><p class="MsoNormal"><span style="font-family: arial; font-size: large;">If you need a transition plan, where Joe shadows Jenny
before he takes over the Big Kahuna account, make
that happen. Keep in mind that customers need to understand and not be
disrupted. Investments in a smooth transition pay for themselves. Be sure to have more than one touch-point or relationship with the customers. Maybe Big Kahuna keeps the same inside salesperson. Maybe
the sales manager reaches out bi-monthly for the first 6 months to see how the transition is progressing. NEVER make the change, wash your hands,
and move on—certainly not for your biggest, most important customers, without
staying in contact with them. Consider inviting them out a couple months
post-change for a check-in, a game of Darts, and some dinner at their favorite
bar. That’s the point of this blog
post—save the Darts for socializing and use the best practices discussed above
for aligning sales territories. <br /><br /><br /><br /><br /><o:p></o:p></span></p><div class="separator" style="clear: both; text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjD09cMPXrTmJlcqTflg8Qv0XbZEksKuz2pYa0ZGhtfkOSzh8O8Juzp_rqvJ_8jRISgek53SGFNL0IIFPPrWwPzpEi1b3K-qFk4wFfd0TuY1WvSB5F7nFSz80PBuvHWPgXBtdWcCbpQYHdBRU-6e_hn_9oGFpzKGJ0BDs10fFQl0zQLRxaCsZvfuqOSD_g/s5760/DCG%20seated.jpg" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" data-original-height="5760" data-original-width="3840" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjD09cMPXrTmJlcqTflg8Qv0XbZEksKuz2pYa0ZGhtfkOSzh8O8Juzp_rqvJ_8jRISgek53SGFNL0IIFPPrWwPzpEi1b3K-qFk4wFfd0TuY1WvSB5F7nFSz80PBuvHWPgXBtdWcCbpQYHdBRU-6e_hn_9oGFpzKGJ0BDs10fFQl0zQLRxaCsZvfuqOSD_g/w213-h320/DCG%20seated.jpg" width="213" /></a></div><br /><p></p><p class="MsoNormal"><o:p><span><span style="font-family: arial; font-size: medium;">Guest Blogger: Desirée Grace</span><br /></span></o:p></p><p class="MsoNormal"><span style="font-family: arial;"><i>Desirée Grace is an expert in building long-lasting
relationships with customers and strategic partners, with a proven track record
of securing additional wallet share throughout the entire relationship. She
confidently shares her extensive experience with teams, equipping them with the
best practices needed to become senior sales and marketing leaders. Throughout
her career, Desirée has gone above and beyond traditional sales and marketing
roles to advance the goals of the entire organization, particularly in the
areas of finance and accounting, human resources, and operations.</i></span><o:p></o:p></p><p>
</p><p class="MsoNormal"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p><p class="MsoNormal"><o:p><span style="font-family: arial; font-size: large;"><br /></span></o:p></p><p class="MsoNormal"><o:p><span style="font-family: arial; font-size: large;"><br /></span></o:p></p><p class="MsoNormal"><o:p><span style="font-family: arial; font-size: large;"><br /></span></o:p></p><p class="MsoNormal"><o:p><span style="font-family: arial; font-size: large;"><br /></span></o:p></p><p class="MsoNormal"><o:p><span style="font-family: arial; font-size: large;"><br /></span></o:p></p><p class="MsoNormal"><o:p><span style="font-family: arial; font-size: large;"><br /></span></o:p></p><p class="MsoNormal"><o:p><span style="font-family: arial; font-size: large;">..</span></o:p></p><div class="blogger-post-footer">TheDistributorChannel is a service of River Heights Consulting.
Please visit our site at:
www.RiverHeightsConsulting.com</div>RHCAdminhttp://www.blogger.com/profile/09245018398011600397noreply@blogger.com0tag:blogger.com,1999:blog-2677706889728771219.post-15106294978712785942024-03-06T15:09:00.005-06:002024-03-06T15:09:48.160-06:00 Inspect What You Expect<p></p><div class="separator" style="clear: both; text-align: center;"><br /></div><span style="font-family: arial; font-size: large;"><div><div class="separator" style="clear: both; text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhZgecson4hw99AeW-xhW9facJtVOjDXYhJNHobX1Nzzblo9YCJ4RcBAJ4bwnRmmxdEuGWA4s-dZuD1rxtYMz6XZBbhlFPcN1EbUs0_P94GitXaXBaMLVvy4u2OUg-WLcJ34cwPeEJ4fh4tX_etMISlPRj3RwP4VbUpQNFW90uwYYXxVqw6oB4GM-0Nz0c/s810/Desiree%20Guest.png" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="810" data-original-width="810" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhZgecson4hw99AeW-xhW9facJtVOjDXYhJNHobX1Nzzblo9YCJ4RcBAJ4bwnRmmxdEuGWA4s-dZuD1rxtYMz6XZBbhlFPcN1EbUs0_P94GitXaXBaMLVvy4u2OUg-WLcJ34cwPeEJ4fh4tX_etMISlPRj3RwP4VbUpQNFW90uwYYXxVqw6oB4GM-0Nz0c/w320-h320/Desiree%20Guest.png" width="320" /></a></div><br /></div>We love hosting guest bloggers! Special thanks to Desirée for being a longtime colleague, friend, and now contributor to The Distributor Channel. Be sure to subscribe to see more of Desirée's features in the future! </span><p><span style="font-family: arial; font-size: large;"><br /></span></p><p></p>
<p class="MsoNormal"><span face=""Arial",sans-serif" style="font-family: arial; font-size: large;">There’s a Holy
Trinity that exists in March, and it’s not a religious one. <br />It’s the Holy Trinity of Executing Your
Strategy:<o:p></o:p></span></p><p class="MsoNormal"></p><div class="separator" style="clear: both; text-align: center;"><span style="clear: right; float: right; font-family: arial; font-size: large; margin-bottom: 1em; margin-left: 1em;"><img border="0" data-original-height="810" data-original-width="810" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiUfvNh5UaIrNBClH_SrrC13QXOJhsP7CsQ1hOkkyx_XwxPhRboO5oQyAcvKUsbHUWGKJGbye7PxM26_l06mlsXdBYJS5_0U0hw_RIWz7-2Ne0DP1IIObX9J1G9GReseBzLmY0wrXHnbkpDd__q2-K1nlk0FlBnxgx2wdvSMOmDujmr9y06a6QUi0Zt-is/s320/plan%20flow.png" width="320" /></span></div><span style="font-family: arial; font-size: large;">1. Plan and Set Goals</span><div><span style="font-family: arial; font-size: large;">2. Execute the Plan</span></div><div><span style="font-family: arial; font-size: large;">3. Review the Plan<br /></span><p class="MsoListParagraphCxSpFirst" style="mso-list: l0 level1 lfo1; text-indent: -0.25in;"><br /></p>
<p class="MsoNormal"><span face=""Arial",sans-serif" style="font-family: arial; font-size: large;">Assuming you
have a plan, and it runs on a calendar year, after Quarter 1 it’s time for a Quarterly
Business Review (QBR). Dust off that
plan you made back in November or December of last year, schedule time with
your Sales and Operations teams, and review your progress. What should be included in that review?<o:p></o:p></span></p>
<p class="MsoNormal"><span face=""Arial",sans-serif" style="font-family: arial; font-size: large;">For starters, see
how you are tracking against your goals.
If you are way off target, either to the positive or the negative, it’s time
to drill down and figure out why. If you
are not close to meeting your Q1 targets, you are demonstrating that you don’t
know your business. Are there changes
with your customers, your supply chain, or your sales team? If so, what are they? How can they be addressed? <o:p></o:p></span></p>
<p class="MsoNormal"><span face=""Arial",sans-serif" style="font-family: arial; font-size: large;">It’s not enough
to only review the top-line, revenue. Is
the bottom line, profitability, on target? What about your mix of products and services?
What about your customer mix? You should also review any other major plans,
such as a new product launch, or new supplier, and make sure those initiatives
are also tracking according to plan.<o:p></o:p></span></p>
<p class="MsoNormal"><span face=""Arial",sans-serif" style="font-family: arial; font-size: large;">You might be
thinking this QBR is premature. It’s
barely April Fool’s Day. That is the point of taking time out of the business
to review the business. After quarter
one, it’s relatively easy to course-correct before your business gets too far
off-track. Wait until mid-year and the proverbial horse
is already out of the barn. <o:p></o:p></span></p>
<p class="MsoNormal"><span face=""Arial",sans-serif" style="font-family: arial; font-size: large;"></span></p><div class="separator" style="clear: both; text-align: center;"><span face=""Arial",sans-serif" style="font-family: arial; font-size: large;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjPrOmdHfIOiO37GpQB9m7mPV4aXiAxa5fvAE33hyphenhyphenyErfYOQszL-23rxNq9CBlBnquncB57TTcD6TbU6ecMN7ul08vB96aoVt92ejuPWTBqj8KZBqrVKpFuVSY57sbhGhYYLRcYdulVbW5wQ9dvDzLYq4xunEP1Q1oxAGvSJ51xknTuAjg5ePHSX1IA4k0/s945/Now%E2%80%99s%20the%20time%20to%20get%20back%20on%20target!.png" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" data-original-height="945" data-original-width="945" height="200" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjPrOmdHfIOiO37GpQB9m7mPV4aXiAxa5fvAE33hyphenhyphenyErfYOQszL-23rxNq9CBlBnquncB57TTcD6TbU6ecMN7ul08vB96aoVt92ejuPWTBqj8KZBqrVKpFuVSY57sbhGhYYLRcYdulVbW5wQ9dvDzLYq4xunEP1Q1oxAGvSJ51xknTuAjg5ePHSX1IA4k0/w200-h200/Now%E2%80%99s%20the%20time%20to%20get%20back%20on%20target!.png" width="200" /></a></span></div><span face=""Arial",sans-serif" style="font-family: arial; font-size: large;">You have the
ability after Q1 to make adjustments to the goals, and, more importantly, the
plan. Let’s go back to the example of
your new product launch. If it isn’t on
track, you can do a deep dive and figure out WHY. This also gives you the ability to act and get
back on track. Maybe you need a training
refresher for your sales team on the new product. Maybe you need to invest more in advertising. Whatever the root cause, by identifying the
reason for the shortfall, you CAN make the necessary adjustments, so you still meet your goals. <o:p></o:p></span><p></p>
<p class="MsoNormal"><span face=""Arial",sans-serif"><span style="font-family: arial; font-size: large;">Good leaders
face hard facts and fix what is broken. It’s
much easier to catch a problem when it’s minor. Wait too long, and the minor problem becomes
major. So, do your organization a favor,
and schedule that QBR now before your calendar fills up, and the quarterly
business review becomes the mid-year business review. You’ll be glad you did, and your bottom line
will thank you!</span><o:p></o:p></span></p></div><div class="blogger-post-footer">TheDistributorChannel is a service of River Heights Consulting.
Please visit our site at:
www.RiverHeightsConsulting.com</div>RHCAdminhttp://www.blogger.com/profile/09245018398011600397noreply@blogger.com0tag:blogger.com,1999:blog-2677706889728771219.post-59182452603591921472024-02-28T06:06:00.004-06:002024-02-28T06:06:57.998-06:005 Minutes with ID Features Frank Hurtte<p><span style="font-family: arial; font-size: large;"></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial; font-size: large;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhr56zeFJg2QiZWiZOAMig_VhWPDcBDSC_kU9xjw52QmYBxrrGloReWG8BCdnxGLyhfj77fodsKDVuM8klN-vRXUQK2KNmdFcuPKdf7yS0NnR_P-3VRYsBxLdEJ-mL3pqCr4_hc-RD-mrnd84dEYBx-0E1s1h03KhM9JgjP1_-KalPxNRIteKV1QFeKLrE/s1094/5%20minutes%20with%20ID.png" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" data-original-height="709" data-original-width="1094" height="259" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhr56zeFJg2QiZWiZOAMig_VhWPDcBDSC_kU9xjw52QmYBxrrGloReWG8BCdnxGLyhfj77fodsKDVuM8klN-vRXUQK2KNmdFcuPKdf7yS0NnR_P-3VRYsBxLdEJ-mL3pqCr4_hc-RD-mrnd84dEYBx-0E1s1h03KhM9JgjP1_-KalPxNRIteKV1QFeKLrE/w400-h259/5%20minutes%20with%20ID.png" width="400" /></a></span></div><span style="font-family: arial; font-size: large;">Industrial Distribution Magazine has a fun short video feature<br /> that provides insight into the world of distribution.<br />This is perfect for someone who doesn't have time to read lengthy articles. <br />Frank had the honor of being featured recently as he discussed the reasons behind his book, The New Sales Guy Project.</span><p></p><p><span style="font-family: arial; font-size: large;">Check out 5 Minutes with ID <a href="https://www.inddist.com/video/video/22887311/5-minutes-with-id-distribution-coachconsultantchannel-expert-frank-hurtte" target="_blank">HERE</a>.</span></p><div class="blogger-post-footer">TheDistributorChannel is a service of River Heights Consulting.
Please visit our site at:
www.RiverHeightsConsulting.com</div>RHCAdminhttp://www.blogger.com/profile/09245018398011600397noreply@blogger.com0tag:blogger.com,1999:blog-2677706889728771219.post-28119429302070242702024-02-19T18:04:00.000-06:002024-02-19T18:04:03.874-06:00Sales Sidebar: Change or Get Left Behind <p><span style="font-family: arial; font-size: large;"></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial; font-size: large;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEg9gpGmlB1svHtdj3-obAryja_rcpGQ5eoPoxePGaSBblXtnFMCAymHM5OJqMZar1d0aK0X9P2ePmmfW6UwVwhFzFAttNI0jx1z8OAt_tIjVPwDUzYrigQcRnClZW_fanj9FigVOlXmHCzVohEGRaCU-arVcXbAOlr7YfMUOlyMVEXw3CV9p2esmSXhT9U/s945/1.png" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" data-original-height="945" data-original-width="945" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEg9gpGmlB1svHtdj3-obAryja_rcpGQ5eoPoxePGaSBblXtnFMCAymHM5OJqMZar1d0aK0X9P2ePmmfW6UwVwhFzFAttNI0jx1z8OAt_tIjVPwDUzYrigQcRnClZW_fanj9FigVOlXmHCzVohEGRaCU-arVcXbAOlr7YfMUOlyMVEXw3CV9p2esmSXhT9U/s320/1.png" width="320" /></a></span></div><span style="font-family: arial; font-size: large;">I have always found it easy to compare odd stories to the world of sales.</span><p></p><p><span style="font-family: arial; font-size: large;">Writing my latest book was a personal thing. I love our<br /> 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. </span></p><p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;"><o:p></o:p></span></p>
<p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">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.
<o:p></o:p></span></p>
<p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">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 notes that didn’t make the cut.<o:p></o:p></span></p>
<p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">The first comment came from a chapter discussing the need
for salespeople to adopt new customer practices. Here it is…<br /><br /></span><o:p></o:p></p><p class="MsoNoSpacing"><b><i><table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: right; font-family: arial; font-size: x-large; margin-left: 1em; text-align: right;"><tbody><tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjIrnTQa3JRhqLNTjCyqC6rXMu0glxCPU7Be8vJ-MQqO2wm271Pj5SisAk94UHXKOzzmewHWZ9MEwAUTzi5xZvbypTRlfik08ZxBpEgMtok_3qY9Rb2wee4OZyY_3Mm3LMi3cnXcYtuy2IJ-inqgFtSokUgAnjSTle_Rya9LVi_kzNfwyil4aQISSYGoSw/s945/2.png" imageanchor="1" style="clear: left; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img alt="vintage photo of downtown Davenport, Iowa" border="0" data-original-height="945" data-original-width="945" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjIrnTQa3JRhqLNTjCyqC6rXMu0glxCPU7Be8vJ-MQqO2wm271Pj5SisAk94UHXKOzzmewHWZ9MEwAUTzi5xZvbypTRlfik08ZxBpEgMtok_3qY9Rb2wee4OZyY_3Mm3LMi3cnXcYtuy2IJ-inqgFtSokUgAnjSTle_Rya9LVi_kzNfwyil4aQISSYGoSw/w320-h320/2.png" width="320" /></a></td></tr><tr><td class="tr-caption" style="text-align: center;"><span style="font-size: small;">Davenport, Iowa long long ago...</span></td></tr></tbody></table><span style="font-family: arial; font-size: large;">The first telephone line was installed in
Davenport, Iowa in 1878. It was a
private line between the Davenport Water Company office and their plant about
two miles away. By 1912, the city of
Davenport had 1,400 phone subscribers. The
numbers continued to grow very rapidly.
However, there were holdouts. Some
businesses saw no need to install phones. I wonder what happened to them.</span></i></b><b><i><span style="font-family: arial; font-size: large;"> </span></i></b></p><p class="MsoNoSpacing"><b><i><span style="font-family: arial; font-size: large;">Somewhere in America, a salesperson was
arguing that customers had managed to contact them for decades before the phone
technology, why would they need to change now?<o:p></o:p></span></i></b></p><p class="MsoNoSpacing"><b><i><span style="font-family: arial; font-size: large;">Complete phone adoption took decades. Some very rural areas didn't get phones until the 1940s. Most of these old-time sales guys managed to make it to retirement. You do not have that luxury. Change or you will get left behind.</span></i></b></p><p class="MsoNoSpacing"><b><span style="font-family: arial; font-size: medium;">(The New Sales Guy Project, Frank Hurtte, 2023, pgs. 16-17)</span></b></p><p class="MsoNoSpacing"><br /></p><div class="blogger-post-footer">TheDistributorChannel is a service of River Heights Consulting.
Please visit our site at:
www.RiverHeightsConsulting.com</div>RHCAdminhttp://www.blogger.com/profile/09245018398011600397noreply@blogger.com0tag:blogger.com,1999:blog-2677706889728771219.post-46393951311366632232024-02-13T09:17:00.002-06:002024-02-13T09:17:26.278-06:00Unleash Your Selling Power: Introducing "Wired for Sales"<p class="MsoNormal"><span style="font-family: arial; font-size: x-large;"></span></p><div class="separator" style="clear: both; text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEg-4VSYgikPIOu10De9b-s4hxwba3MNldFtGa7jNVTCxTLUpmiX6DYRb2Q-XZcPYr-41VOP0CXf0zSSE6kQH5c7grrj5er5aBrueQw5cWGge-lhVZ8KrJbCq2vVfCq46ONQA_5dtSSNIhhSc699JiPTviN1btvZvH4Eb1uHjxhX2M_-PqlX9JEokjB8gT8/s945/Wired%20for%20Sales%20PROMO.png" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" data-original-height="945" data-original-width="945" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEg-4VSYgikPIOu10De9b-s4hxwba3MNldFtGa7jNVTCxTLUpmiX6DYRb2Q-XZcPYr-41VOP0CXf0zSSE6kQH5c7grrj5er5aBrueQw5cWGge-lhVZ8KrJbCq2vVfCq46ONQA_5dtSSNIhhSc699JiPTviN1btvZvH4Eb1uHjxhX2M_-PqlX9JEokjB8gT8/s320/Wired%20for%20Sales%20PROMO.png" width="320" /></a></div>Since the launch of Industrial Supply Magazine nearly 14
years ago, I have had the privilege of authoring nearly 150<br /> articles for their
readers.<span style="font-family: arial; font-size: x-large;"> </span><span style="font-family: arial; font-size: x-large;">I love the publications because
they serve the markets that I find most interesting.</span><span style="font-family: arial; font-size: x-large;"> </span><span style="font-family: arial; font-size: x-large;">I also know that many of my long-time friends
read and find value in the messages contained on their pages.</span><span style="font-family: arial; font-size: x-large;"> </span><p></p>
<p class="MsoNormal"><span style="font-family: arial; font-size: large;">Last year I was offered to host an ongoing
column devoted to sales in our business and I accepted the new challenge. <o:p></o:p></span></p>
<p class="MsoNormal"><span style="font-family: arial; font-size: large;"><b><i>Here is the good news, the bad news</i>, and the great
news</b>.<o:p></o:p></span></p>
<p class="MsoNormal"><span style="font-family: arial; font-size: large;"><u>The good news</u> – 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.<o:p></o:p></span></p>
<p class="MsoNormal"><span style="font-family: arial; font-size: large;"><u>The bad news</u> – Doing a column allows me approximately
700 words to speak my mind. Again,
quoting a hero and great President, Abraham Lincoln, “If I had more time, I
would have written you a shorter letter.”
I struggle with shorter articles.
I almost always have the challenge of shrinking stories down to the more
common 1,500-word format used in most articles. Thankfully, I have people for that.<o:p></o:p></span></p>
<p class="MsoNormal"><span style="font-family: arial; font-size: large;"><u>The great news</u> – I get to insert a bit more of my
personality into the column. This “Frank
Speak” includes humor, bad analogies, and stuff I learned as a kid working in
my dad’s business. Better yet, there is
a place on the Industrial Supply site for your comments, questions, or anything
else you want to add. If you want to
write anonymous hate mail, you, too will have a Bully Pulpit. <o:p></o:p></span></p>
<p><span style="font-family: arial; font-size: large;"> <br /><br />Check it out <a href="https://industrialsupplymagazine.com/pages/Print-edition---JanFeb24_Wired-for-Sales.php" target="_blank">HERE</a></span></p><div class="blogger-post-footer">TheDistributorChannel is a service of River Heights Consulting.
Please visit our site at:
www.RiverHeightsConsulting.com</div>RHCAdminhttp://www.blogger.com/profile/09245018398011600397noreply@blogger.com0tag:blogger.com,1999:blog-2677706889728771219.post-59499267246965716812023-12-20T11:04:00.000-06:002023-12-20T11:04:09.351-06:00Is Santa an Advice Giving Cowboy?<p><span style="font-family: arial; font-size: x-large;"></span></p><div class="separator" style="clear: both; text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjF0yv3f4kEHsou8ZhqvJl4u4N5CQ4tINBvtGtcCWgWYEfqM0zaolVr3ZaqxBs0S-G6hrrZSNDJ_v6nVSIMDsidelP2w546FfkRKnqOes0cz0OXqX8OU64KULqNCIXEqX7u1bhuJIYn8jEgHQOkQkpOKGGndxCve47ZDGT8f4LLGay3dqqnbJ1UdBaffNU/s945/Cowboy%20Santa%E2%80%99s%20Advice%20for%20Distributors.png" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" data-original-height="945" data-original-width="945" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjF0yv3f4kEHsou8ZhqvJl4u4N5CQ4tINBvtGtcCWgWYEfqM0zaolVr3ZaqxBs0S-G6hrrZSNDJ_v6nVSIMDsidelP2w546FfkRKnqOes0cz0OXqX8OU64KULqNCIXEqX7u1bhuJIYn8jEgHQOkQkpOKGGndxCve47ZDGT8f4LLGay3dqqnbJ1UdBaffNU/s320/Cowboy%20Santa%E2%80%99s%20Advice%20for%20Distributors.png" width="320" /></a></div>In early December, I was in Fort Worth Texas for a Distributor<br /> Advisory Council meeting. My early flight landed me in town about six hours ahead of the meeting time. Waiting for early check-in, I relaxed at the hotel cafe, while sipping coffee, checking emails, and prepping for my meeting. <p></p><p><span style="font-family: arial; font-size: large;"><br /></span></p><p><span style="font-family: arial; font-size: large;">I grew restless after about an hour as the sights of downtown Fort Worth beckoned me. As I walked, I was drawn to the brass plaques and historical motif pictures near my art deco-style hotel. The weather was a beautiful 60 degrees and there was an astonishing number of others out enjoying the day, so “people watching” was the order of the day.</span></p><p><span style="font-family: arial; font-size: large;"><br /></span></p><p><span style="font-family: arial; font-size: large;">I approached a lovely square with a giant decorated Christmas tree. The area was abuzz with folks making their way to the shops and offices dotting each of the streets coming into the area. It was an interesting cityscape.</span></p><p><span style="font-family: arial; font-size: large;"><br /></span></p><p><span style="font-family: arial; font-size: large;">Glancing down one of these side streets, something caught my attention. Off in the distance, I saw someone I would characterize as “straight out of Lonesome Dove” and cowboy to the core. He wore a big broad-brimmed cowboy hat, boots, a Western-cut coat, and a large rodeo-style belt buckle. The Western theme is probably an everyday style in parts of Texas, but this look was unusual. The boots and hat were blazing fire truck red.</span></p><p><span style="font-family: arial; font-size: large;"><br /></span></p><p><span style="font-family: arial; font-size: large;">Adjusting my glasses for a better view, I noticed this fellow had longer white hair. Understanding that Fort Worth has interesting and notorious characters, with its historic stockyards and oil field millionaires, I did a quick check of my surroundings. </span></p><p><span style="font-family: arial; font-size: large;"><br /></span></p><p><span style="font-family: arial; font-size: large;">The area seemed safe and respectable. The guy was only about a block away so I thought I could probably catch up with him before he ducked into a building or hailed a cab. I moved into a quick walk, then accelerated to a bit of a jog. I came closer as he turned down a side street. I pursued him even faster.</span></p><p><span style="font-family: arial; font-size: large;"><br /></span></p><p><span style="font-family: arial; font-size: large;"></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial; font-size: large;"><a href="https://blogger.googleusercontent.com/img/a/AVvXsEgRnmZfw3090Pmqiv8pSkqLE08shw24p3XVg23ehPPQxXz6JKcR0sxtyw2Zv8qKiVaJXd9PRw_hniFdnY4oHIgxQ5zbXYEl1rgYwjaFm3xaHResloFc1raVd9H_cC6MKRNFP6NIFt7qH_Vw4Y3VargHee2sXprwWFaOJEJiQdrCkPvpNDp27qZoGZPSdtw" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img alt="" data-original-height="810" data-original-width="810" height="240" src="https://blogger.googleusercontent.com/img/a/AVvXsEgRnmZfw3090Pmqiv8pSkqLE08shw24p3XVg23ehPPQxXz6JKcR0sxtyw2Zv8qKiVaJXd9PRw_hniFdnY4oHIgxQ5zbXYEl1rgYwjaFm3xaHResloFc1raVd9H_cC6MKRNFP6NIFt7qH_Vw4Y3VargHee2sXprwWFaOJEJiQdrCkPvpNDp27qZoGZPSdtw" width="240" /></a></span></div><span style="font-family: arial; font-size: large;">I caught up with him, and he suddenly did a quick about-face and greeted me by name saying, “Hey Frankie boy, you are kind of huffing and puffing. What’s up with this jogging stuff? Have you finally decided to get yourself into shape?” I am not sure if it was his long white beard or the familiar voice, but I instantly realized that I was face-to-face with Santa Claus. </span><p></p><p><span style="font-family: arial; font-size: large;"><br /></span></p><p></p><div class="separator" style="clear: both; text-align: center;"><br /><br /></div><span style="font-family: arial; font-size: large;"><br />Stunned? Surprised? You bet I was. I blurted out, “Santa, I didn’t recognize you with the hat and boots. What are you doing in Texas?” Santa gave me the look; you know the one. It could best be summed up as, the “Are you drunk or just stupid?” glance. But Santa was understanding. He explained that Texas deserved his attention and pointed out that our first meeting took place in the toy section of Foley’s Department Store in Houston. </span><p></p><p><span style="font-family: arial; font-size: large;"><br /></span></p><p><span style="font-family: arial; font-size: large;">After an awkward moment, Santa invited me to join him for a quick chat in an obscure coffee shop around the corner. As we made our way to the back table, I found it a bit surreal that no one even noticed my strangely dressed friend. It was either magic or the locals were used to seeing Santa and thought nothing of the experience. Further, without ordering, the waitress automatically placed two cups of steaming hot chocolate in front of us.</span></p><p><span style="font-family: arial; font-size: large;"><br /></span></p><p><span style="font-family: arial; font-size: large;"><br /></span></p><p><span style="font-family: arial; font-size: large;">Our conversation went like this:</span></p><table border="1" cellpadding="0" cellspacing="0" class="MsoTableGrid" style="border-collapse: collapse; border: none; mso-border-alt: solid windowtext .5pt; mso-padding-alt: 0in 5.4pt 0in 5.4pt; mso-yfti-tbllook: 1184;">
<tbody><tr>
<td style="border: solid windowtext 1.0pt; mso-border-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 49.25pt;" valign="top" width="66">
<p class="MsoNoSpacing"><span style="font-size: large;">Me<o:p></o:p></span></p>
</td>
<td style="border-left: none; border: solid windowtext 1.0pt; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 418.25pt;" valign="top" width="558">
<p class="MsoNoSpacing"><span style="font-size: large;">Santa, pardon me for sneaking up on you, but you seemed
a bit out of place without the big chair, and elfin helpers around.<o:p></o:p></span></p>
</td>
</tr>
<tr>
<td style="border-top: none; border: solid windowtext 1.0pt; mso-border-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 49.25pt;" valign="top" width="66">
<p class="MsoNoSpacing"><span style="font-size: large;">Santa<o:p></o:p></span></p>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 418.25pt;" valign="top" width="558">
<p class="MsoNoSpacing"><span style="font-size: large;">Well, Frankie boy (he always calls me that) believe it
or not there are lots of nice children in Texas and even Santa needs a bit of
exercise before a long day of listening to kids ask for Switch games and Squishmallows. But, our meeting was not purely chance, I
was looking for you. <o:p></o:p></span></p>
</td>
</tr>
<tr>
<td style="border-top: none; border: solid windowtext 1.0pt; mso-border-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 49.25pt;" valign="top" width="66">
<p class="MsoNoSpacing"><span style="font-size: large;">Me<o:p></o:p></span></p>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 418.25pt;" valign="top" width="558">
<p class="MsoNoSpacing"><span style="font-size: large;">Looking for me? <o:p></o:p></span></p>
</td>
</tr>
<tr>
<td style="border-top: none; border: solid windowtext 1.0pt; mso-border-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 49.25pt;" valign="top" width="66">
<p class="MsoNoSpacing"><span style="font-size: large;">Santa<o:p></o:p></span></p>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 418.25pt;" valign="top" width="558">
<p class="MsoNoSpacing"><span style="font-size: large;">Yep, I noticed you were heading south for a meeting and
decided to look you up.<o:p></o:p></span></p>
</td>
</tr>
<tr>
<td style="border-top: none; border: solid windowtext 1.0pt; mso-border-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 49.25pt;" valign="top" width="66">
<p class="MsoNoSpacing"><span style="font-size: large;">Me<o:p></o:p></span></p>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 418.25pt;" valign="top" width="558">
<p class="MsoNoSpacing"><span style="font-size: large;">Why Santa, did I do something? Did I find my way onto the naughty list
again?<o:p></o:p></span></p>
</td>
</tr>
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<td style="border-top: none; border: solid windowtext 1.0pt; mso-border-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 49.25pt;" valign="top" width="66">
<p class="MsoNoSpacing"><span style="font-size: large;">Santa<o:p></o:p></span></p>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 418.25pt;" valign="top" width="558">
<p class="MsoNoSpacing"><span style="font-size: large;">Ho, Ho, Ho… not the Naughty or Nice question
again. I know what you are up to and
wanted to use you as my personal conduit to all your distributor friends.<o:p></o:p></span></p>
</td>
</tr>
<tr>
<td style="border-top: none; border: solid windowtext 1.0pt; mso-border-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 49.25pt;" valign="top" width="66">
<p class="MsoNoSpacing"><span style="font-size: large;">Me<o:p></o:p></span></p>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 418.25pt;" valign="top" width="558">
<p class="MsoNoSpacing"><span style="font-size: large;">Well Santa, your wish is my command. What’s up?<o:p></o:p></span></p>
</td>
</tr>
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<td style="border-top: none; border: solid windowtext 1.0pt; mso-border-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 49.25pt;" valign="top" width="66">
<p class="MsoNoSpacing"><span style="font-size: large;">Santa<o:p></o:p></span></p>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 418.25pt;" valign="top" width="558">
<p class="MsoNoSpacing"><span style="font-size: large;">I can’t help but notice a lot of distributors are
struggling to find good help. And this
is a problem that your pal Santa has faced for years. <o:p></o:p></span></p>
</td>
</tr>
<tr>
<td style="border-top: none; border: solid windowtext 1.0pt; mso-border-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 49.25pt;" valign="top" width="66">
<p class="MsoNoSpacing"><span style="font-size: large;">Me<o:p></o:p></span></p>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 418.25pt;" valign="top" width="558">
<p class="MsoNoSpacing"><span style="font-size: large;">Santa, I thought the elves had you pretty much covered
on the helper end. How is this an
issue with your organization?<o:p></o:p></span></p>
</td>
</tr>
<tr>
<td style="border-top: none; border: solid windowtext 1.0pt; mso-border-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 49.25pt;" valign="top" width="66">
<p class="MsoNoSpacing"><span style="font-size: large;">Santa<o:p></o:p></span></p>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 418.25pt;" valign="top" width="558">
<p class="MsoNoSpacing"><span style="font-size: large;">Do you know how hard it is to find an experienced toymaker
up at the North Pole? Or someone who
has experience with the modern electronic stuff all the kids are asking for? We are perpetually plagued with worker
shortages. Getting a knowledgeable
Naughty and Nice List Manager is a real issue with millions of children, ever-changing
conditions, and don’t forget the dozens of languages needed. Some days it’s enough to make retirement
and sunny beaches look like the way to go.<o:p></o:p></span></p>
</td>
</tr>
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<p class="MsoNoSpacing"><span style="font-size: large;">Me<o:p></o:p></span></p>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 418.25pt;" valign="top" width="558">
<p class="MsoNoSpacing"><span style="font-size: large;">Santa, I thought all that happened by magic.<o:p></o:p></span></p>
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<p class="MsoNoSpacing"><span style="font-size: large;">Santa<o:p></o:p></span></p>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 418.25pt;" valign="top" width="558">
<p class="MsoNoSpacing"><span style="font-size: large;">Magic, are you kidding me? You sound like a lot of those distributor
friends of yours. For some reason,
they think something magic is going to happen in their business.<o:p></o:p></span></p>
</td>
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<td style="border-top: none; border: solid windowtext 1.0pt; mso-border-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 49.25pt;" valign="top" width="66">
<p class="MsoNoSpacing"><span style="font-size: large;">Me<o:p></o:p></span></p>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 418.25pt;" valign="top" width="558">
<p class="MsoNoSpacing"><span style="font-size: large;">Santa, it sounds like we have a common problem, but
what’s your advice?<o:p></o:p></span></p>
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<p class="MsoNoSpacing"><span style="font-size: large;">Santa<o:p></o:p></span></p>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 418.25pt;" valign="top" width="558">
<p class="MsoNoSpacing"><span style="font-size: large;">Let me spell it out for you. P – R – O – C – E- S -S.<o:p></o:p></span></p>
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<td style="border-top: none; border: solid windowtext 1.0pt; mso-border-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 49.25pt;" valign="top" width="66">
<p class="MsoNoSpacing"><span style="font-size: large;">Me<o:p></o:p></span></p>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 418.25pt;" valign="top" width="558">
<p class="MsoNoSpacing"><span style="font-size: large;">Process?<o:p></o:p></span></p>
</td>
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<p class="MsoNoSpacing"><span style="font-size: large;">Santa<o:p></o:p></span></p>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 418.25pt;" valign="top" width="558">
<p class="MsoNoSpacing"><span style="font-size: large;">Yes, there must be a process to efficiently get new
people, or in my case, elves up to speed.
Processes have three important points: written documentation, coaching
points, and measures of success. Armed
with a process, new elves can be successful in a shorter time with fewer
cookie breaks. Back when we didn’t use
a process it often took 50 years for a new elf to learn how to manage
incoming mail and dozens of years just to get the electric train assembly
down right. Plus, we could never quite
tell where they were in their education.
The whole thing was frustrating enough to drive me to hit the bourbon-flavored
eggnog bowl.<o:p></o:p></span></p>
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<p class="MsoNoSpacing"><span style="font-size: large;">Me<o:p></o:p></span></p>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 418.25pt;" valign="top" width="558">
<p class="MsoNoSpacing"><span style="font-size: large;">Geeze Santa, that does sound like the predicament at
many distribution companies. Tell me
more.<o:p></o:p></span></p>
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<p class="MsoNoSpacing"><span style="font-size: large;">Santa<o:p></o:p></span></p>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 418.25pt;" valign="top" width="558">
<p class="MsoNoSpacing"><span style="font-size: large;">Most folks don’t realize processes are
interactive. That means the Naughty
and Nice process helped with those piles of crayon stains called “letters” to
Santa. Why even bother reading a
long-winded letter from a known naughty lister? We could also streamline our inventory
using a process involving the letters.
Why stock kewpie dolls when the early letters to the North Pole,
thanks to that darn movie, were wall-to-wall Barbie?<o:p></o:p></span></p>
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<p class="MsoNoSpacing"><span style="font-size: large;">Me<o:p></o:p></span></p>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 418.25pt;" valign="top" width="558">
<p class="MsoNoSpacing"><span style="font-size: large;">Santa, that makes great sense. In distribution, a sound pricing process
interacts with customer segmentation which makes e-commerce work better.<o:p></o:p></span></p>
</td>
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<p class="MsoNoSpacing"><span style="font-size: large;">Santa<o:p></o:p></span></p>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 418.25pt;" valign="top" width="558">
<p class="MsoNoSpacing"><span style="font-size: large;">Ho, Ho, Ho… Now you are talking my kind of
language. Now get busy and share this
with your distributor friends.<o:p></o:p></span></p>
</td>
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<p class="MsoNoSpacing"><span style="font-size: large;">Me<o:p></o:p></span></p>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 418.25pt;" valign="top" width="558">
<p class="MsoNoSpacing"><span style="font-size: large;">Gotcha Santa.
Anything else?<o:p></o:p></span></p>
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<p class="MsoNoSpacing"><span style="font-size: large;">Santa<o:p></o:p></span></p>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 418.25pt;" valign="top" width="558">
<p class="MsoNoSpacing"><span style="font-size: large;">Before I get back to the chair down at the mall, let me
tell you this. That new book of yours
really sets the stage by laying out a process for new sales guys. <o:p></o:p></span></p>
</td>
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<td style="border-top: none; border: solid windowtext 1.0pt; mso-border-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 49.25pt;" valign="top" width="66">
<p class="MsoNoSpacing"><span style="font-size: large;">Me<o:p></o:p></span></p>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 418.25pt;" valign="top" width="558">
<p class="MsoNoSpacing"><span style="font-size: large;">You mean The New Sales Guy Project?<o:p></o:p></span></p>
</td>
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<p class="MsoNoSpacing"><span style="font-size: large;">Santa<o:p></o:p></span></p>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 418.25pt;" valign="top" width="558">
<p class="MsoNoSpacing"><span style="font-size: large;">You bet. I can
see that showing up under the tree for a lot of the new sales managers even
if they are on the Naughty list.<o:p></o:p></span></p>
</td>
</tr>
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<td style="border-top: none; border: solid windowtext 1.0pt; mso-border-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 49.25pt;" valign="top" width="66">
<p class="MsoNoSpacing"><span style="font-size: large;">Me<o:p></o:p></span></p>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 418.25pt;" valign="top" width="558">
<p class="MsoNoSpacing"><span style="font-size: large;">Santa, tell you elves we have the printing
covered. All they have to do is go to
Amazon and search for that guy from the Nice list – Frank Hurtte.<o:p></o:p></span></p>
</td>
</tr>
<tr>
<td style="border-top: none; border: solid windowtext 1.0pt; mso-border-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 49.25pt;" valign="top" width="66">
<p class="MsoNoSpacing"><span style="font-size: large;">Santa<o:p></o:p></span></p>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 418.25pt;" valign="top" width="558">
<p class="MsoNoSpacing"><span style="font-size: large;">Ho, Ho, Hmm… the Naughty or Nice question isn’t settled
for sure, but the reports indicate I may be able to overlook things if you
get the word out.<o:p></o:p></span></p>
</td>
</tr>
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<p class="MsoNoSpacing"><span style="font-size: large;">Me<o:p></o:p></span></p>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 418.25pt;" valign="top" width="558">
<p class="MsoNoSpacing"><span style="font-size: large;">Cut me some slack Santa… Please, pretty please…</span><o:p></o:p></p>
</td>
</tr>
</tbody></table><p><span style="font-family: arial; font-size: x-large;">As the last please flowed past my tongue, Santa was gone – red cowboy hat, boots, and all. He also stuck me with the bill for the hot chocolate and a six-pack of cookies to go. As I made my way back to the hotel, I heard a strange swoosh and a Merry Christmas echo through the streets of Fort Worth. </span></p><p><span style="font-family: arial; font-size: large;">A couple of days later as I returned to my office after the trip, I found a mysterious red bow on the door handle. That Santa guy gets around.</span></p><p><span style="font-family: arial; font-size: large;"><br /></span></p><p><span style="font-family: arial; font-size: large;"><br /></span></p><p><span style="font-family: arial; font-size: large;"> </span></p><p><span style="font-family: arial; font-size: large;"><br /></span></p><p><span style="font-family: arial; font-size: large;"><br /></span></p><p></p><div class="separator" style="clear: both; text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEift5bKSfoEmpNackVUfFkT4XGsqCeW7fe1OzoPw7w2v8StIgJM2MpbYwC3ZOIvGEi5Reo8Bkv3UfB_PP8ICeUJXIAdIzxgxtrAYvSo3n0-Wt8Zhlcj7rDuNNaQoXrl1tQQYGsXX6uAO0Pnph-IbDtAGl-9XRbO7ZjOcaSh1KVbKdaQGWhp7C_raNs8Ktk/s2048/pile%20of%20new%20sales%20guy%20books.png" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" data-original-height="2048" data-original-width="2048" height="200" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEift5bKSfoEmpNackVUfFkT4XGsqCeW7fe1OzoPw7w2v8StIgJM2MpbYwC3ZOIvGEi5Reo8Bkv3UfB_PP8ICeUJXIAdIzxgxtrAYvSo3n0-Wt8Zhlcj7rDuNNaQoXrl1tQQYGsXX6uAO0Pnph-IbDtAGl-9XRbO7ZjOcaSh1KVbKdaQGWhp7C_raNs8Ktk/w200-h200/pile%20of%20new%20sales%20guy%20books.png" width="200" /></a></div><span style="font-family: arial; font-size: medium;"><i>When giving gifts this year, don't forget your team! There's no better way to ring in<br /> the New Year than by upping your sales game! Get back on track with my latest book. The New Sales Guy Project is perfect for new sellers and experienced sellers alike. Check it out <a href="https://thedistributorchannel.blogspot.com/p/franks-books.html" rel="nofollow" target="_blank">HERE</a>.</i></span><p></p><div class="blogger-post-footer">TheDistributorChannel is a service of River Heights Consulting.
Please visit our site at:
www.RiverHeightsConsulting.com</div>RHCAdminhttp://www.blogger.com/profile/09245018398011600397noreply@blogger.com0tag:blogger.com,1999:blog-2677706889728771219.post-6143024601058276402023-12-08T15:32:00.001-06:002023-12-08T15:32:25.588-06:00Are You Bullied by Purchasing Departments?<p></p><div class="separator" style="clear: both; text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgwN319eEtLKZdde5Pftkt0GMamkYf0Kwne1UWzX719ajxVF-buiIE1HjeM7emAFhQIdVutUJRGwxsgfw2MXXqBkhICsywXZajPLRtLVd-moP0j8yfmPFCtzvAyy9RDOpCxYYv7NLgv2Jrw4a0aZDRBTMpTHoiqS1r43zxXf5sRxdYo8OfNsiu-3npDKhM/s945/are%20you%20bullied%20by%20purchasing%20departments.png" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" data-original-height="945" data-original-width="945" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgwN319eEtLKZdde5Pftkt0GMamkYf0Kwne1UWzX719ajxVF-buiIE1HjeM7emAFhQIdVutUJRGwxsgfw2MXXqBkhICsywXZajPLRtLVd-moP0j8yfmPFCtzvAyy9RDOpCxYYv7NLgv2Jrw4a0aZDRBTMpTHoiqS1r43zxXf5sRxdYo8OfNsiu-3npDKhM/s320/are%20you%20bullied%20by%20purchasing%20departments.png" width="320" /></a></div><p></p><p><span style="font-family: arial; font-size: x-large;"><i>Little Johnny was a Bully in Third Grade, Now He’s a Purchasing
Agent</i></span></p><p class="MsoNormal"><span style="font-family: arial; font-size: large;"><i>Are there Bullies in the Purchasing Department<o:p></o:p></i></span></p><p class="MsoNormal"><span style="font-family: arial; font-size: large;"><i>New Sellers are Falling Victim to Bad Guys Dressed as
Purchasing Agents<o:p></o:p></i></span></p><p class="yiv5033748973MsoNormal" style="background-color: white; color: #1d2228; margin: 0in; outline: none !important;">
</p><p class="MsoNormal"><span style="font-family: arial; font-size: large;"><i>All three of these were considered as titles for this
article. I like them all, but I don’t
like what purchasing people do to new sellers across our land.</i></span><o:p></o:p></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">Throughout my life, I have dealt with hundreds if not
thousands of purchasing departments.
Purchasing departments come with many different monikers – Purchasing,
Procurement, Supply Chain Management, Sourcing Group, Resource Management,
Indirect Supply Management, and probably a dozen more. For simplicity, let’s call them purchasing
people. Their main role is to handle the
administrative side of the products needed by their company with one large
additional task. Many purchasing people
are also charged with buying those products at the lowest possible price.<o:p></o:p></span></p>
<p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">Most purchasing people imply that they are the decision-makers
for the products their organization orders.
The purchasing person will mislead you into believing they alone hold
the key to making headway within their organization. While this may be the case when referring to
commodity products, it never applies to the kinds of products we sell. With our types of products, the purchasing
person generally processes orders for products and services specified by
others. The others are generally –
engineers, maintenance people, safety professionals, quality technicians, and
occasionally someone in management.<o:p></o:p></span></p>
<p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial; font-size: large;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiFql1S7DHk44veNmSWm7OmCfxn99FeFyJs4QjkVAsciXYO2xkW75-wNsaM6MHzklzmBOVghhP_14aDOA1_A02sIFxU1hpoBkvf6f9RRTPLhXHokdnpCM15XjmFT2-R5i-oVW4AwH1PYxQB4ISS84YDuwJEx78prvbHNgEFI31EJEFaALLGwLDAZ-KCbZU/s1221/No%20spam%20arrow.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="209" data-original-width="1221" height="110" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiFql1S7DHk44veNmSWm7OmCfxn99FeFyJs4QjkVAsciXYO2xkW75-wNsaM6MHzklzmBOVghhP_14aDOA1_A02sIFxU1hpoBkvf6f9RRTPLhXHokdnpCM15XjmFT2-R5i-oVW4AwH1PYxQB4ISS84YDuwJEx78prvbHNgEFI31EJEFaALLGwLDAZ-KCbZU/w640-h110/No%20spam%20arrow.jpg" width="640" /></a></span></div><span style="font-family: arial; font-size: large;"><br /></span><p></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">While you should always maintain a good relationship with
the purchaser, never consider them the primary and most important contact for
any of your customers. Focus your
selling efforts on those noted above. <o:p></o:p></span></p>
<p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">It is best not to start your initial call with any
company at the purchasing level. Starting
at this level does little to further your goals and often puts you at a
disadvantage for the next few months.
You will be encouraged to sell based on price rather than the features
that drive value to your customers. <o:p></o:p></span></p>
<p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">There are situations where the purchasing person can
impact your life. Let’s review two
situations:<o:p></o:p></span></p>
<p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNoSpacing"><b><i><span style="font-family: arial; font-size: large;">Situation 1:<o:p></o:p></span></i></b></p>
<p class="MsoNoSpacing"><b><i><span style="font-family: arial; font-size: large;">Other distributors have the same manufacturer’s products
(or a product that can be cross-referenced) as your company. <o:p></o:p></span></i></b></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;"><u>Here’s the situation</u>: You speak to an engineer
about a problem they are experiencing and after some research, you recommend a
solution that consists of several parts from a manufacturer who also sells
through a local competitor. After the
engineer agrees to buy your recommended product, the purchasing person places
the order with another distributor.
Later, the purchasing person tells you the other distributor provided a
lower price.<o:p></o:p></span></p>
<p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNoSpacing"><a name="_Hlk152600344"><span style="font-family: arial; font-size: large;">Potential options for turning
this situation into a viable future sale:<o:p></o:p></span></a></p>
<p class="MsoNoSpacing" style="margin-left: 0.5in; mso-list: l4 level1 lfo1; text-indent: -0.25in;"><!--[if !supportLists]--><span style="font-family: arial; font-size: large;">·<span style="font-feature-settings: normal; font-kerning: auto; font-optical-sizing: auto; font-stretch: normal; font-variant-alternates: normal; font-variant-east-asian: normal; font-variant-numeric: normal; font-variant-position: normal; font-variation-settings: normal; line-height: normal;">
</span><!--[endif]-->Ask the engineer if they can insist on buying it
from you because you offer after-the-sale support.<o:p></o:p></span></p>
<p class="MsoNoSpacing" style="margin-left: 0.5in; mso-list: l4 level1 lfo1; text-indent: -0.25in;"><!--[if !supportLists]--><span style="font-family: arial; font-size: large;">·<span style="font-feature-settings: normal; font-kerning: auto; font-optical-sizing: auto; font-stretch: normal; font-variant-alternates: normal; font-variant-east-asian: normal; font-variant-numeric: normal; font-variant-position: normal; font-variation-settings: normal; line-height: normal;">
</span><!--[endif]-->Determine if you can create an SPA with the
manufacturer so that you go into these situations with a price advantage. This will also serve as a tool to verify if
the manufacturer already has an SPA with the other distributor.<o:p></o:p></span></p>
<p class="MsoNoSpacing" style="margin-left: 0.5in; mso-list: l4 level1 lfo1; text-indent: -0.25in;"><!--[if !supportLists]--><span style="font-family: arial; font-size: large;">·<span style="font-feature-settings: normal; font-kerning: auto; font-optical-sizing: auto; font-stretch: normal; font-variant-alternates: normal; font-variant-east-asian: normal; font-variant-numeric: normal; font-variant-position: normal; font-variation-settings: normal; line-height: normal;">
</span><!--[endif]-->Quote a package instead of specific catalog
numbers. For example, a sensor, bracket,
and hardware could be made into a package that is labeled as a “conveyor sensor
system” which includes a sensor, all mounting hardware, cabling, and two hours
of support. This would cause the
purchasing person to go through extra work and unless the price is over a
thousand dollars, you will get the order.<o:p></o:p></span></p>
<p class="MsoNoSpacing" style="margin-left: 0.5in; mso-list: l0 level1 lfo2; text-indent: -0.25in;"><!--[if !supportLists]--><span style="font-family: arial; font-size: large;">·<span style="font-feature-settings: normal; font-kerning: auto; font-optical-sizing: auto; font-stretch: normal; font-variant-alternates: normal; font-variant-east-asian: normal; font-variant-numeric: normal; font-variant-position: normal; font-variation-settings: normal; line-height: normal;">
</span><!--[endif]-->In the case of cross-referencing, ask the
engineer to specify your product with no equals. This locks out the other guy.<o:p></o:p></span></p>
<p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNoSpacing"><b><i><span style="font-family: arial; font-size: large;"> </span></i></b></p>
<p class="MsoNoSpacing"><b><i><span style="font-family: arial; font-size: large;">Perhaps related to the above, but not exactly the
situation.<o:p></o:p></span></i></b></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">The purchasing person calls you or asks you to
visit. During the interaction, they say
the following:<o:p></o:p></span></p>
<p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNoSpacing" style="margin-left: 0.5in;"><span style="font-family: arial; font-size: large;">“I know you invested a lot of
time and effort in helping our engineering team select the right stuff for this
solution (they are likely to call it parts).
I want to reward you with the order, but quite frankly, I found the same
products online for much less money.
Would you be willing to match their price so that I can give you the
order?”<o:p></o:p></span></p>
<p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNoSpacing"><u><span style="font-family: arial; font-size: large;">What do you do?<o:p></o:p></span></u></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">Ask the purchasing person the following questions:<o:p></o:p></span></p>
<p class="MsoNoSpacing" style="margin-left: 0.5in; mso-list: l1 level1 lfo3; text-indent: -0.25in;"><!--[if !supportLists]--><span style="font-family: arial; font-size: large;">·<span style="font-feature-settings: normal; font-kerning: auto; font-optical-sizing: auto; font-stretch: normal; font-variant-alternates: normal; font-variant-east-asian: normal; font-variant-numeric: normal; font-variant-position: normal; font-variation-settings: normal; line-height: normal;">
</span><!--[endif]-->Are you sure the parts are genuine? Most of the time they are, but you should ask
anyway.<o:p></o:p></span></p>
<p class="MsoNoSpacing" style="margin-left: 0.5in; mso-list: l1 level1 lfo3; text-indent: -0.25in;"><!--[if !supportLists]--><span style="font-family: arial; font-size: large;">·<span style="font-feature-settings: normal; font-kerning: auto; font-optical-sizing: auto; font-stretch: normal; font-variant-alternates: normal; font-variant-east-asian: normal; font-variant-numeric: normal; font-variant-position: normal; font-variation-settings: normal; line-height: normal;">
</span><!--[endif]-->Does the online seller have support in case the
engineer has issues in making them work?<o:p></o:p></span></p>
<p class="MsoNoSpacing" style="margin-left: 0.5in; mso-list: l1 level1 lfo3; text-indent: -0.25in;"><!--[if !supportLists]--><span style="font-family: arial; font-size: large;">·<span style="font-feature-settings: normal; font-kerning: auto; font-optical-sizing: auto; font-stretch: normal; font-variant-alternates: normal; font-variant-east-asian: normal; font-variant-numeric: normal; font-variant-position: normal; font-variation-settings: normal; line-height: normal;">
</span><!--[endif]-->What happens if the parts don’t work right?<o:p></o:p></span></p>
<p class="MsoNoSpacing" style="margin-left: 0.5in; mso-list: l1 level1 lfo3; text-indent: -0.25in;"><!--[if !supportLists]--><span style="font-family: arial; font-size: large;">·<span style="font-feature-settings: normal; font-kerning: auto; font-optical-sizing: auto; font-stretch: normal; font-variant-alternates: normal; font-variant-east-asian: normal; font-variant-numeric: normal; font-variant-position: normal; font-variation-settings: normal; line-height: normal;">
</span><!--[endif]-->Are the delivery times the same?<o:p></o:p></span></p>
<p class="MsoNoSpacing" style="margin-left: 0.5in; mso-list: l1 level1 lfo3; text-indent: -0.25in;"><!--[if !supportLists]--><span style="font-family: arial; font-size: large;">·<span style="font-feature-settings: normal; font-kerning: auto; font-optical-sizing: auto; font-stretch: normal; font-variant-alternates: normal; font-variant-east-asian: normal; font-variant-numeric: normal; font-variant-position: normal; font-variation-settings: normal; line-height: normal;">
</span><!--[endif]-->Does the other company have local inventory in
case something is broken or needs to be replaced once in the application?<o:p></o:p></span></p>
<p class="MsoNoSpacing" style="margin-left: 0.5in; mso-list: l1 level1 lfo3; text-indent: -0.25in;"><!--[if !supportLists]--><span style="font-family: arial; font-size: large;">·<span style="font-feature-settings: normal; font-kerning: auto; font-optical-sizing: auto; font-stretch: normal; font-variant-alternates: normal; font-variant-east-asian: normal; font-variant-numeric: normal; font-variant-position: normal; font-variation-settings: normal; line-height: normal;">
</span><!--[endif]-->Does the other company handle warranties the
same as we do?<o:p></o:p></span></p>
<p class="MsoNoSpacing" style="margin-left: 0.5in; mso-list: l1 level1 lfo3; text-indent: -0.25in;"><!--[if !supportLists]--><span style="font-family: arial; font-size: large;">·<span style="font-feature-settings: normal; font-kerning: auto; font-optical-sizing: auto; font-stretch: normal; font-variant-alternates: normal; font-variant-east-asian: normal; font-variant-numeric: normal; font-variant-position: normal; font-variation-settings: normal; line-height: normal;">
</span><!--[endif]-->You acknowledged that we helped the engineer
ahead of the sale. Are you willing to
give us credit for the time spent talking about your needs and finding the
right product?<o:p></o:p></span></p>
<p class="MsoNoSpacing"><b><i><span style="font-family: arial; font-size: large;"> </span></i></b></p>
<p class="MsoNoSpacing"><b><i><span style="font-family: arial; font-size: large;">Remember This:<o:p></o:p></span></i></b></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">Purchasing people are paid to drive down the prices they
pay. Their ideal situation is to buy
products from the company with the best service and pay the price of the
company with the worst (or no) service. <o:p></o:p></span></p>
<p class="MsoNoSpacing"><b><i><span style="font-family: arial; font-size: large;"> </span></i></b></p>
<p class="MsoNoSpacing"><b><i><span style="font-family: arial; font-size: large;">Situation Two:<o:p></o:p></span></i></b></p>
<p class="MsoNoSpacing"><b><i><span style="font-family: arial; font-size: large;">The Purchasing Person says they are required to go
out for three bids on every purchase.<o:p></o:p></span></i></b></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;"><u>Here’s the Situation</u>: After working with a maintenance foreman to
find a solution to their problem, you’re told your solution is the perfect
answer. The order is then passed to the
purchasing department for processing. In
a follow-up with the person responsible for placing the order, you are told all
orders must be sent to three companies for competitive bids. <o:p></o:p></span></p>
<p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">These types of arrangements are common with governmental
organizations.<o:p></o:p></span></p>
<p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNoSpacing"><u><span style="font-family: arial; font-size: large;">What do you do?<o:p></o:p></span></u></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">Ask the purchasing person the following questions:<o:p></o:p></span></p>
<p class="MsoNoSpacing" style="margin-left: 0.5in; mso-list: l3 level1 lfo4; text-indent: -0.25in;"><!--[if !supportLists]--><span style="font-family: arial; font-size: large;">·<span style="font-feature-settings: normal; font-kerning: auto; font-optical-sizing: auto; font-stretch: normal; font-variant-alternates: normal; font-variant-east-asian: normal; font-variant-numeric: normal; font-variant-position: normal; font-variation-settings: normal; line-height: normal;">
</span><!--[endif]-->Does this rule apply to all orders regardless of
size? Many times, there is a threshold
for example, all orders over $500 must be sent out for bid. If there is such a threshold it may be
possible to break orders into component parts and get around the rule.<o:p></o:p></span></p>
<p class="MsoNoSpacing" style="margin-left: 0.5in; mso-list: l3 level1 lfo4; text-indent: -0.25in;"><!--[if !supportLists]--><span style="font-family: arial; font-size: large;">·<span style="font-feature-settings: normal; font-kerning: auto; font-optical-sizing: auto; font-stretch: normal; font-variant-alternates: normal; font-variant-east-asian: normal; font-variant-numeric: normal; font-variant-position: normal; font-variation-settings: normal; line-height: normal;">
</span><!--[endif]-->Do you realize that I spent considerable time
helping your maintenance group determine the right part to order? Will this effort be incorporated into the
bidding process?<o:p></o:p></span></p>
<p class="MsoNoSpacing" style="margin-left: 0.5in; mso-list: l3 level1 lfo4; text-indent: -0.25in;"><!--[if !supportLists]--><span style="font-family: arial; font-size: large;">·<span style="font-feature-settings: normal; font-kerning: auto; font-optical-sizing: auto; font-stretch: normal; font-variant-alternates: normal; font-variant-east-asian: normal; font-variant-numeric: normal; font-variant-position: normal; font-variation-settings: normal; line-height: normal;">
</span><!--[endif]-->Are freight costs and other fees included in the
consideration of the bidding process?
This may allow you to configure your price more attractively.<o:p></o:p></span></p>
<p class="MsoNoSpacing" style="margin-left: 0.5in; mso-list: l3 level1 lfo4; text-indent: -0.25in;"><!--[if !supportLists]--><span style="font-family: arial; font-size: large;">·<span style="font-feature-settings: normal; font-kerning: auto; font-optical-sizing: auto; font-stretch: normal; font-variant-alternates: normal; font-variant-east-asian: normal; font-variant-numeric: normal; font-variant-position: normal; font-variation-settings: normal; line-height: normal;">
</span><!--[endif]-->How will you select the other bidders? There have been instances where the
salesperson can suggest other companies for bidding. These might be resellers who purchase from
your company. If so, you can stack the
deck in your favor. The same applies to
your suppliers if they are known to quote such requests at the list price.<o:p></o:p></span></p>
<p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;"><u>Other considerations</u>:<o:p></o:p></span></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">If the customer must absolutely follow the three-bid
rule, you should question your ability to be fairly compensated for the work
you do as a solution-providing salesperson.
Further, unless your company is dedicated to price selling, you may
discover the gross margin dollars generated will never catch up with the
efforts put into helping the account.
Simply put – the customer will never be profitable unless you set some
ground rules. Here are some suggested ground
rules:<o:p></o:p></span></p>
<p class="MsoNoSpacing" style="margin-left: 0.5in; mso-list: l2 level1 lfo5; text-indent: -0.25in;"><!--[if !supportLists]--><span style="font-family: arial; font-size: large;">·<span style="font-feature-settings: normal; font-kerning: auto; font-optical-sizing: auto; font-stretch: normal; font-variant-alternates: normal; font-variant-east-asian: normal; font-variant-numeric: normal; font-variant-position: normal; font-variation-settings: normal; line-height: normal;">
</span><!--[endif]-->Explain to your non-purchasing contacts that you
cannot be sure your efforts in assisting them will be followed by an
order. The three-bid rule sets the stage
for a competitor who provides no support to capture the order because they have
nothing invested except shipping products.<o:p></o:p></span></p>
<p class="MsoNoSpacing" style="margin-left: 0.5in; mso-list: l2 level1 lfo5; text-indent: -0.25in;"><!--[if !supportLists]--><span style="font-family: arial; font-size: large;">·<span style="font-feature-settings: normal; font-kerning: auto; font-optical-sizing: auto; font-stretch: normal; font-variant-alternates: normal; font-variant-east-asian: normal; font-variant-numeric: normal; font-variant-position: normal; font-variation-settings: normal; line-height: normal;">
</span><!--[endif]-->If approached by the customer to provide
anything other than a part number, insist on a purchase order for your
time. This would include your time,
technical support time, specialist time, and any training provided to the
customer.<o:p></o:p></span></p>
<p class="MsoNoSpacing" style="margin-left: 0.5in; mso-list: l2 level1 lfo5; text-indent: -0.25in;"><!--[if !supportLists]--><span style="font-family: arial; font-size: large;">·<span style="font-feature-settings: normal; font-kerning: auto; font-optical-sizing: auto; font-stretch: normal; font-variant-alternates: normal; font-variant-east-asian: normal; font-variant-numeric: normal; font-variant-position: normal; font-variation-settings: normal; line-height: normal;">
</span><!--[endif]-->Some salespeople have found that technical
support does not fall into the normal purchasing requirements. This allows for alternative ways to make
money for their company.<o:p></o:p></span></p>
<p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNoSpacing"><b><i><span style="font-family: arial; font-size: large;">An alternative to three-bid quoting <o:p></o:p></span></i></b></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">When technical skills are required to help the customer
determine which products are required, the distributor bills the customer for
the technical effort with the agreement the technical fees are subtracted from
whatever the final purchase price is based on the distributor’s quote.<o:p></o:p></span></p>
<p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">For instance, the distributor charges $200 for initial
technical work. Their final quote for
the products is $1,000 but the customer can subtract the technical fee of $200
from the invoice – making the final price to the customer $800. This type of scenario is commonly used in the
consumer market with activities like home renovations. The companies who design the layout of the
room specify the layout and type of cabinetry to be used. The consumer can shop around, but if they
make the purchase from the organization doing the layout, the design fee is waived.<o:p></o:p></span></p>
<p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNoSpacing"><b><span style="font-family: arial; font-size: large;">Recapping purchasing department dealings.<o:p></o:p></span></b></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">In our industry, purchasing people rarely select the
product. This activity is handled by our
main, and often technical, contacts.
Purchasing groups do select where the order is sent. A cordial relationship is required but should
not be confused with actual value-added, solution-based selling.<o:p></o:p></span></p>
<p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">I will be publishing more situations tied to purchasing
to aid new sellers in their journey to sales mastery later. Stay tuned, and if you haven’t read my latest
book – <a href="https://www.amazon.com/New-Sales-Guy-Project-Knowledge-based/dp/B0C9SH1N3K/ref=sr_1_1?crid=196QJ2YBLVTQ&amp&keywords=The+new+sales+guy&amp&qid=1689968381&amp&s=books&amp&sprefix=the+new+sales+guy%252Cstripbooks%252C120&amp&sr=1-1&_encoding=UTF8&tag=thedistrib0b7-20&linkCode=ur2&linkId=995d4ccf512ddd64a698c6914d836d6e&camp=1789&creative=9325" rel="nofollow" target="_blank">The New Sales Guy Project. Check it out on Amazon.</a></span><o:p></o:p></p><p class="MsoNoSpacing"><br /></p><p class="MsoNoSpacing"><br /></p><p class="MsoNoSpacing"></p><div class="separator" style="clear: both; text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgOyotnxpqPsjIeIRF5abbmPId38qaac5hSG69P8KaQwYmeYQpBMMSWBD0b3lX9Ld7FWEiu98Df98sCzVFnV6Li5616GPxluTUTmE6y4aYX-s_86FiQ_LBS-02-RBDtmeKtkSEVv8cUPFL8OAc6fEGpZI2hzdpZqPICYdm6Po8PCrx4sOunyKcYv8NLmYU/s600/Frank-Hurtte-Promo-2.jpg" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" data-original-height="600" data-original-width="450" height="200" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgOyotnxpqPsjIeIRF5abbmPId38qaac5hSG69P8KaQwYmeYQpBMMSWBD0b3lX9Ld7FWEiu98Df98sCzVFnV6Li5616GPxluTUTmE6y4aYX-s_86FiQ_LBS-02-RBDtmeKtkSEVv8cUPFL8OAc6fEGpZI2hzdpZqPICYdm6Po8PCrx4sOunyKcYv8NLmYU/w150-h200/Frank-Hurtte-Promo-2.jpg" width="150" /></a></div><i style="font-family: arial; font-size: large;">Frank Hurtte, Founding Partner of River Heights Consulting, shares his personal </i><i style="font-family: arial; font-size: large;">experiences with 28 years of "in the trenches" training and 18 years as<br /> a </i><i style="font-family: arial; font-size: large;">consultant. He serves as a personal coach to industry leaders across many lines of distribution. He has authored 5.5 books (one is almost done) and has written hundreds of articles for national trade magazines, including IMARK Now Electrical Magazine.</i><p></p><p></p><p></p><p></p><p></p><p class="MsoNormal"><span style="font-family: arial; font-size: medium;"><i>Frank is also a sought-after copywriter of marketing materials for technology companies. His charismatic, yet laid-back, easy-to-follow manner makes him a favorite among public speakers.</i></span></p><p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"><br /></span></o:p></p><p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"><br /></span></o:p></p><p class="MsoNoSpacing"><o:p><span style="font-family: arial;"><i>*This post contains an affiliate link where we may earn a small commission that does not affect your purchase price. See details<a href="https://thedistributorchannel.blogspot.com/p/amazon-disclosure-for-purchases.html" target="_blank"> here.</a></i></span></o:p></p>
<p class="MsoNoSpacing"><o:p> </o:p></p>
<p class="MsoNoSpacing"><o:p> </o:p></p>
<p class="MsoNoSpacing"><o:p> </o:p></p><p class="MsoNoSpacing"><o:p><br /></o:p></p><p class="MsoNoSpacing"><o:p>...</o:p></p>
<p class="MsoNoSpacing"><o:p> </o:p></p><div class="blogger-post-footer">TheDistributorChannel is a service of River Heights Consulting.
Please visit our site at:
www.RiverHeightsConsulting.com</div>RHCAdminhttp://www.blogger.com/profile/09245018398011600397noreply@blogger.com0tag:blogger.com,1999:blog-2677706889728771219.post-68305105916224754322023-11-27T06:08:00.001-06:002023-11-27T06:08:12.214-06:00Why You Should Ditch the Sales Pitch<p><span style="font-family: arial; font-size: large;"></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial; font-size: large;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiJXd7QzPHd4hYvueptPtkBNgPGwEXpj8D3ocvpMQHnsEzMpuPHjNUVkb78CLgA6VZ5vlP2NAWQqAKjywA_9c4kY1O8GXHyZwqk0d64ujze2yVQEaBtudJdAGZ4-PhQJ9ofo_2XcEpryoQH9hFLH04bYEMW27XetT5Q2Xqevi5CUuNQTavaoNvWyD8uCiY/s1080/Ditch%20the%20sales%20pitch.png" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" data-original-height="1080" data-original-width="1080" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiJXd7QzPHd4hYvueptPtkBNgPGwEXpj8D3ocvpMQHnsEzMpuPHjNUVkb78CLgA6VZ5vlP2NAWQqAKjywA_9c4kY1O8GXHyZwqk0d64ujze2yVQEaBtudJdAGZ4-PhQJ9ofo_2XcEpryoQH9hFLH04bYEMW27XetT5Q2Xqevi5CUuNQTavaoNvWyD8uCiY/s320/Ditch%20the%20sales%20pitch.png" width="320" /></a></span></div><span style="font-family: arial; font-size: large;">I love a good challenge.
While talking about sales training with<br /> a sales manager from another
industry, I made the statement, “Our kind of selling is different.” The sales manager, who fancies himself as an
expert and comes from a consumer-based background, took offense. </span><p></p><p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;"><o:p></o:p></span></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">He asked me to differentiate our type of sales from the
sales background he experienced.<o:p></o:p></span></p>
<p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNoSpacing"><b><i><span style="font-family: arial; font-size: large;">Transactional sales<o:p></o:p></span></i></b></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">Thinking back on the several hundred books on selling
that I have read, I would characterize all but a handful as focusing on
transactional selling.<span style="mso-spacerun: yes;"> </span>Transactional
selling is focused on making a one-time sale and then moving on to the next
customer. <span style="mso-spacerun: yes;"> </span>This type of selling is often
used for commoditized products or services. <span style="mso-spacerun: yes;"> </span>Think about the last computer you
purchased.<span style="mso-spacerun: yes;"> </span>Did the company create or
provide anything that caused you to want to continue your relationship?<span style="mso-spacerun: yes;"> </span>In my mind, the salesperson's goal was to
make the sale – period.<span style="mso-spacerun: yes;"> </span><o:p></o:p></span></p>
<p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">Our kind of selling focuses on building long-term
relationships with customers. <span style="mso-spacerun: yes;"> </span>The
salesperson aims to understand the customer's needs and then provides tailored
solutions over time.<span style="mso-spacerun: yes;"> </span>Hence the commonly
used term “Solution Provider” closely mirrors our world.<o:p></o:p></span></p>
<p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">Here is a table that summarizes the key differences
between transactional and relationship selling:<o:p></o:p></span></p>
<p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<table border="1" cellpadding="0" cellspacing="0" class="MsoTableGrid" style="border-collapse: collapse; border: none; mso-border-alt: solid windowtext .5pt; mso-padding-alt: 0in 5.4pt 0in 5.4pt; mso-yfti-tbllook: 1184;">
<tbody><tr style="mso-yfti-firstrow: yes; mso-yfti-irow: 0;">
<td style="border: solid windowtext 1.0pt; mso-border-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 155.8pt;" valign="top" width="208">
<p align="center" class="MsoNoSpacing" style="text-align: center;"><b><span style="font-family: arial; font-size: large;">Feature<o:p></o:p></span></b></p>
</td>
<td style="border-left: none; border: solid windowtext 1.0pt; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 155.85pt;" valign="top" width="208">
<p align="center" class="MsoNoSpacing" style="text-align: center;"><b><span style="font-family: arial; font-size: large;">Transactional Selling<o:p></o:p></span></b></p>
</td>
<td style="border-left: none; border: solid windowtext 1.0pt; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 155.85pt;" valign="top" width="208">
<p align="center" class="MsoNoSpacing" style="text-align: center;"><b><span style="font-family: arial; font-size: large;">Relationship Selling<o:p></o:p></span></b></p>
</td>
</tr>
<tr style="mso-yfti-irow: 1;">
<td style="border-top: none; border: solid windowtext 1.0pt; mso-border-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 155.8pt;" valign="top" width="208">
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">Goal<o:p></o:p></span></p>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 155.85pt;" valign="top" width="208">
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">Make a one-time sale<o:p></o:p></span></p>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 155.85pt;" valign="top" width="208">
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">Build long-term value-producing relationships<o:p></o:p></span></p>
</td>
</tr>
<tr style="mso-yfti-irow: 2;">
<td style="border-top: none; border: solid windowtext 1.0pt; mso-border-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 155.8pt;" valign="top" width="208">
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">Products/Services<o:p></o:p></span></p>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 155.85pt;" valign="top" width="208">
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">Commoditized<o:p></o:p></span></p>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 155.85pt;" valign="top" width="208">
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">Complex, Customized, Higher cost<o:p></o:p></span></p>
</td>
</tr>
<tr style="mso-yfti-irow: 3;">
<td style="border-top: none; border: solid windowtext 1.0pt; mso-border-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 155.8pt;" valign="top" width="208">
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">Sales Cycle<o:p></o:p></span></p>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 155.85pt;" valign="top" width="208">
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">Defined Beginning and End<o:p></o:p></span></p>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 155.85pt;" valign="top" width="208">
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">Ongoing and Continuous<o:p></o:p></span></p>
</td>
</tr>
<tr style="mso-yfti-irow: 4;">
<td style="border-top: none; border: solid windowtext 1.0pt; mso-border-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 155.8pt;" valign="top" width="208">
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">Focus<o:p></o:p></span></p>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 155.85pt;" valign="top" width="208">
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">Price/Delivery <o:p></o:p></span></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">Product Features<o:p></o:p></span></p>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 155.85pt;" valign="top" width="208">
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">Creating value for the customer<o:p></o:p></span></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">Migrating values to meet future customer needs<o:p></o:p></span></p>
</td>
</tr>
<tr style="mso-yfti-irow: 5; mso-yfti-lastrow: yes;">
<td style="border-top: none; border: solid windowtext 1.0pt; mso-border-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 155.8pt;" valign="top" width="208">
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">Relationship with Customer<o:p></o:p></span></p>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 155.85pt;" valign="top" width="208">
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">Short-term<o:p></o:p></span></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">Ends when the customer decides on a product/service<o:p></o:p></span></p>
</td>
<td style="border-bottom: solid windowtext 1.0pt; border-left: none; border-right: solid windowtext 1.0pt; border-top: none; mso-border-alt: solid windowtext .5pt; mso-border-left-alt: solid windowtext .5pt; mso-border-top-alt: solid windowtext .5pt; padding: 0in 5.4pt 0in 5.4pt; width: 155.85pt;" valign="top" width="208">
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">Long-term<o:p></o:p></span></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">Continues even when the customer decides to purchase a
product from others<o:p></o:p></span></p>
</td>
</tr>
</tbody></table>
<p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">Many see transactional selling as a way to generate
revenue quickly.<span style="mso-spacerun: yes;"> </span>Sales managers in this
environment are focused on numbers.<span style="mso-spacerun: yes;"> </span>The
whole approach is about creating more “at bats” for sellers.<span style="mso-spacerun: yes;"> </span>Some of the more advanced practitioners of
sales science study things methods of approach, scripts for each sales call,
and even closing techniques.<span style="mso-spacerun: yes;"> </span>Chances are
if you have ever been subjected to a sales presentation for life insurance or a
timeshare, the high-pressure closing techniques left a bad taste in your mouth.<span style="mso-spacerun: yes;"> </span><o:p></o:p></span></p>
<p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">While I know salespeople in our industry who have
attempted to put these types of closings into play, most quickly migrate to
another line of work.<span style="mso-spacerun: yes;"> </span>When regional
sales managers for some of our suppliers attempt these tactics, most good
sellers are reluctant to expose their customers to that person ever again, or
at least try to control the situation.<span style="mso-spacerun: yes;"> </span><o:p></o:p></span></p>
<p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">Our type of selling is a more sustainable strategy
because it builds relationships with customers that lead to repeat business. <span style="mso-spacerun: yes;"> </span>By understanding the customer's needs and
providing them with solutions that meet those needs, the good salespeople in
our industry create a loyal customer base that relies on their expertise
forever.<span style="mso-spacerun: yes;"> </span><o:p></o:p></span></p>
<p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">The cornerstones of success in our kind of selling
include:<o:p></o:p></span></p>
<p class="MsoNoSpacing" style="margin-left: .25in; mso-list: l0 level1 lfo1; text-indent: -.25in;"><!--[if !supportLists]--><span style="font-family: arial; font-size: large;"><span style="mso-list: Ignore;">·<span style="font-feature-settings: normal; font-kerning: auto; font-optical-sizing: auto; font-stretch: normal; font-style: normal; font-variant: normal; font-variation-settings: normal; font-weight: normal; line-height: normal;">
</span></span><!--[endif]-->A deep understanding of the products,
technologies, and services sold.<o:p></o:p></span></p>
<p class="MsoNoSpacing" style="margin-left: .25in; mso-list: l0 level1 lfo1; text-indent: -.25in;"><!--[if !supportLists]--><span style="font-family: arial; font-size: large;"><span style="mso-list: Ignore;">·<span style="font-feature-settings: normal; font-kerning: auto; font-optical-sizing: auto; font-stretch: normal; font-style: normal; font-variant: normal; font-variation-settings: normal; font-weight: normal; line-height: normal;">
</span></span><!--[endif]-->Expertise in how the products are used by
customers – Application Knowledge.<o:p></o:p></span></p>
<p class="MsoNoSpacing" style="margin-left: .25in; mso-list: l0 level1 lfo1; text-indent: -.25in;"><!--[if !supportLists]--><span style="font-family: arial; font-size: large;"><span style="mso-list: Ignore;">·<span style="font-feature-settings: normal; font-kerning: auto; font-optical-sizing: auto; font-stretch: normal; font-style: normal; font-variant: normal; font-variation-settings: normal; font-weight: normal; line-height: normal;">
</span></span><!--[endif]-->Ability to recognize customer issues, sometimes
before the customer realizes there is an issue.<o:p></o:p></span></p>
<p class="MsoNoSpacing" style="margin-left: .25in; mso-list: l0 level1 lfo1; text-indent: -.25in;"><!--[if !supportLists]--><span style="font-family: arial; font-size: large;"><span style="mso-list: Ignore;">·<span style="font-feature-settings: normal; font-kerning: auto; font-optical-sizing: auto; font-stretch: normal; font-style: normal; font-variant: normal; font-variation-settings: normal; font-weight: normal; line-height: normal;">
</span></span><!--[endif]-->The focus is on building relationships with
customers.<span style="mso-spacerun: yes;"> </span>This means knowing and
understanding the customer’s needs and challenges.<o:p></o:p></span></p>
<p class="MsoNoSpacing" style="margin-left: .25in; mso-list: l0 level1 lfo1; text-indent: -.25in;"><!--[if !supportLists]--><span style="font-family: arial; font-size: large;"><span style="mso-list: Ignore;">·<span style="font-feature-settings: normal; font-kerning: auto; font-optical-sizing: auto; font-stretch: normal; font-style: normal; font-variant: normal; font-variation-settings: normal; font-weight: normal; line-height: normal;">
</span></span><!--[endif]-->Provide non-product value to customers.<span style="mso-spacerun: yes;"> </span>This means helping individuals and
organizations reach their goals and be more profitable.<o:p></o:p></span></p>
<p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNoSpacing"><b><i><span style="font-family: arial; font-size: large;">The cadence is different in our kind of selling.<o:p></o:p></span></i></b></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">In a transactional selling world, prospects are clearly
defined and approached as with products.<span style="mso-spacerun: yes;">
</span>If no clear opportunities are present, the customer may go for months or
even years without meaningful contact.<span style="mso-spacerun: yes;"> </span>Our kind of selling involves regular
follow-ups covering a wide variety of topics:<o:p></o:p></span></p>
<p class="MsoNoSpacing" style="margin-left: .25in; mso-list: l1 level1 lfo2; text-indent: -.25in;"><!--[if !supportLists]--><span style="font-family: arial; font-size: large;"><span style="mso-list: Ignore;">·<span style="font-feature-settings: normal; font-kerning: auto; font-optical-sizing: auto; font-stretch: normal; font-style: normal; font-variant: normal; font-variation-settings: normal; font-weight: normal; line-height: normal;">
</span></span><!--[endif]-->New technologies that can easily tie to existing
systems.<o:p></o:p></span></p>
<p class="MsoNoSpacing" style="margin-left: .25in; mso-list: l1 level1 lfo2; text-indent: -.25in;"><!--[if !supportLists]--><span style="font-family: arial; font-size: large;"><span style="mso-list: Ignore;">·<span style="font-feature-settings: normal; font-kerning: auto; font-optical-sizing: auto; font-stretch: normal; font-style: normal; font-variant: normal; font-variation-settings: normal; font-weight: normal; line-height: normal;">
</span></span><!--[endif]-->Migration paths to new technologies.<o:p></o:p></span></p>
<p class="MsoNoSpacing" style="margin-left: .25in; mso-list: l1 level1 lfo2; text-indent: -.25in;"><!--[if !supportLists]--><span style="font-family: arial; font-size: large;"><span style="mso-list: Ignore;">·<span style="font-feature-settings: normal; font-kerning: auto; font-optical-sizing: auto; font-stretch: normal; font-style: normal; font-variant: normal; font-variation-settings: normal; font-weight: normal; line-height: normal;">
</span></span><!--[endif]-->Issues with equipment previously purchased.<o:p></o:p></span></p>
<p class="MsoNoSpacing" style="margin-left: .25in; mso-list: l1 level1 lfo2; text-indent: -.25in;"><!--[if !supportLists]--><span style="font-family: arial; font-size: large;"><span style="mso-list: Ignore;">·<span style="font-feature-settings: normal; font-kerning: auto; font-optical-sizing: auto; font-stretch: normal; font-style: normal; font-variant: normal; font-variation-settings: normal; font-weight: normal; line-height: normal;">
</span></span><!--[endif]-->Training and other service needs.<o:p></o:p></span></p>
<p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNoSpacing"><b><i><span style="font-family: arial; font-size: large;">For new salespeople getting started is a daunting
challenge.<o:p></o:p></span></i></b></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">Building trust in our selling world is crucial.<span style="mso-spacerun: yes;"> It's time to ditch the sales pitch. </span>Not getting an order right away but working
towards strengthening the relationship with the customer can be more beneficial
in the long run.<span style="mso-spacerun: yes;"> </span>Books written for our
type of sales activities are developed for experienced salespeople.<span style="mso-spacerun: yes;"> </span>There is nothing for the neophyte
salesperson.<o:p></o:p></span></p>
<p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">Looking back at the cornerstones for success outlined
above, new salespeople in our kind of selling need to learn thousands of
products and how customers apply those products in their process.<span style="mso-spacerun: yes;"> </span>Further, salespeople need to understand how
to approach newly assigned customers in a value-driven manner.<span style="mso-spacerun: yes;"> </span><o:p></o:p></span></p>
<p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">There needs to be a proven process for the new sellers to
begin the journey.<span style="mso-spacerun: yes;"> </span>As I thought through
these issues, I set out on a path to create a primer for a newly assigned
salesperson to systematically develop the right skills required to be
successful in our kind of selling. They need to be trained not to use the old sales pitch of the past.<o:p></o:p></span></p>
<p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;"></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial; font-size: large;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhX3j1ix9RfWYw9yCBfnr4V0Ajv68hllWL4LcKPo-sDNnzcofqIaxVc3IE08f18nmDbbLPVua28ElRoyH1dWo0peXBiJtRG-uYy78na8zwqo_icBTouB4R-zAKel68HQww_PrGaFoNYoI-ertipxZ80s8LBIfpeVC-Lq5P75qz88LxVWozOlFB_4xlstZo/s2700/3-21-23%20New%20Sales%20Guy%20Cover%20r3.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" data-original-height="2700" data-original-width="1800" height="200" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhX3j1ix9RfWYw9yCBfnr4V0Ajv68hllWL4LcKPo-sDNnzcofqIaxVc3IE08f18nmDbbLPVua28ElRoyH1dWo0peXBiJtRG-uYy78na8zwqo_icBTouB4R-zAKel68HQww_PrGaFoNYoI-ertipxZ80s8LBIfpeVC-Lq5P75qz88LxVWozOlFB_4xlstZo/w133-h200/3-21-23%20New%20Sales%20Guy%20Cover%20r3.jpg" width="133" /></a></span></div><span style="font-family: arial; font-size: large;">After working with, coaching, and mentoring over 200
individuals in our kind of selling, I summarized what I and the young sellers
learned into <a href="https://thedistributorchannel.blogspot.com/p/franks-books.html" target="_blank">The New Sales Guy Project*</a>, an effective, easy-to-read tool for our
kind of selling.<span style="mso-spacerun: yes;"> </span><o:p></o:p></span><p></p>
<p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">Before I go, I wanted to share the words of a rookie electrical
distributor seller who recently worked through my new book:<o:p></o:p></span></p>
<p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNoSpacing" style="margin-left: .5in;"><b><i><span style="font-family: arial; font-size: large;">Frank, I wanted to send a
quick message saying thanks for providing content in the electrical
distribution field. I subscribed to Electrical Wholesale, bought your book, and
listened to your podcast. Being new to the industry it’s been challenging
to find information that’s relevant or even helpful to propel a career.<span style="mso-spacerun: yes;"> </span>Your content has bridged the gap and has been
extremely helpful. <span style="mso-spacerun: yes;"> </span>I appreciate you passing
along your wisdom and knowledge.<o:p></o:p></span></i></b></p><p class="MsoNoSpacing" style="margin-left: .5in;"><b><i><span style="font-family: arial; font-size: large;"><br /></span></i></b></p>
<p class="MsoNoSpacing"><i style="font-family: arial; font-size: large;">Frank Hurtte, Founding Partner of River Heights Consulting, shares his personal </i><i style="font-family: arial; font-size: large;">experiences with 28 years of "in the trenches" training and 18 years as a</i></p><div class="separator" style="clear: both; text-align: center;"><i style="font-family: arial; font-size: large;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiXDaMOckIM0QboVeFDwizriFDddcxd_ePLfCFW1YcgrEwx6F78hxWo8d9UNtn7dfj7DvJCkpB475v82RFQCRIlK8179wE5fvrF7LjPG15xo3oRerFWkPI4T9VMSjvgXt25KXAd3Jyw0k2cdudOZ1_cnjLqHR43a0aTfNJUBZW6vuiP3ruH7qcUG26Bxxg/s228/frank.jpg" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" data-original-height="228" data-original-width="171" height="200" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiXDaMOckIM0QboVeFDwizriFDddcxd_ePLfCFW1YcgrEwx6F78hxWo8d9UNtn7dfj7DvJCkpB475v82RFQCRIlK8179wE5fvrF7LjPG15xo3oRerFWkPI4T9VMSjvgXt25KXAd3Jyw0k2cdudOZ1_cnjLqHR43a0aTfNJUBZW6vuiP3ruH7qcUG26Bxxg/w150-h200/frank.jpg" width="150" /></a></i></div><i style="font-family: arial; font-size: large;"><br /> consultant. He serves as a personal coach to industry leaders across many lines of distribution. He has authored 5.5 books (one is almost done) and has written hundreds of articles for national trade magazines, including IMARK Now Electrical Magazine.</i><p></p><p></p><p></p><p></p><p class="MsoNormal"><span style="font-family: arial; font-size: medium;"><i>Frank is also a sought-after copywriter of marketing materials for technology companies. His charismatic, yet laid-back, easy-to-follow manner makes him a favorite among public speakers.</i></span></p><p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"><br /></span></o:p></p><p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"><br /></span></o:p></p><p class="MsoNoSpacing"><o:p><span style="font-family: arial;"><i>*This post contains an affiliate link where we may earn a small commission that does not affect your purchase price. See details<a href="https://thedistributorchannel.blogspot.com/p/amazon-disclosure-for-purchases.html" target="_blank"> here.</a></i></span></o:p></p>
<p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNoSpacing"><br /></p>
<p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;"><span style="mso-spacerun: yes;"> </span><o:p></o:p></span></p>
<p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p><div class="blogger-post-footer">TheDistributorChannel is a service of River Heights Consulting.
Please visit our site at:
www.RiverHeightsConsulting.com</div>RHCAdminhttp://www.blogger.com/profile/09245018398011600397noreply@blogger.com0tag:blogger.com,1999:blog-2677706889728771219.post-55022946577258592432023-11-13T15:06:00.001-06:002023-11-13T15:14:20.428-06:00 Don’t Lose an Order Based on Price<p class="MsoNoSpacing" style="margin-left: 0.5in;"></p><div class="separator" style="clear: both; text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgE21wruRTfMgp2PyKwqiKwtaBbdbJwG68ACk3F1icYgdOEa22jEOEnf_DfLQ6E6h2zS0YcaQNoKOQSUVXEoI2OnytZ1gUoSeWRC37DgM8FjHIiqJOs9n9JDvw5qWpqEcXmXcV1rXyVHRgxAcixdoJ07HfxKyz7SUCMZGr2_azjJm2lW8MKgxmz78w7nI0/s1080/dont%20lose%20an%20order%20based%20on%20price.png" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><span style="font-size: large;"><img border="0" data-original-height="1080" data-original-width="1080" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgE21wruRTfMgp2PyKwqiKwtaBbdbJwG68ACk3F1icYgdOEa22jEOEnf_DfLQ6E6h2zS0YcaQNoKOQSUVXEoI2OnytZ1gUoSeWRC37DgM8FjHIiqJOs9n9JDvw5qWpqEcXmXcV1rXyVHRgxAcixdoJ07HfxKyz7SUCMZGr2_azjJm2lW8MKgxmz78w7nI0/s320/dont%20lose%20an%20order%20based%20on%20price.png" width="320" /></span></a></div><span style="font-size: large;"><span style="font-family: arial;">Let’s start with two quotes from
great thinkers from<br /> different and definitely not distribution backgrounds.</span><span style="font-family: arial;"> </span></span><p></p>
<p class="MsoNoSpacing" style="margin-left: 0.5in;"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNoSpacing" style="margin-left: 0.5in;"><b><span style="font-family: arial; font-size: large;"> "A favorite theory of mine is that no
occurrence is sole and solitary, but is merely a repetition of a thing which
has happened before…" <o:p></o:p></span></b></p>
<p align="right" class="MsoNoSpacing" style="margin-left: 0.5in; text-align: right;"><span style="font-family: arial; font-size: large;">Mark
Twain<o:p></o:p></span></p>
<p class="MsoNoSpacing" style="margin-left: 0.5in;"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNoSpacing" style="margin-left: 0.5in;"><span style="font-family: arial; font-size: large;"><b>“Those that fail to learn
from history are doomed to repeat it.”</b>
<o:p></o:p></span></p>
<p align="right" class="MsoNoSpacing" style="margin-left: 0.5in; text-align: right;"><span style="font-family: arial; font-size: large;">Winston
Churchill <o:p></o:p></span></p>
<p class="MsoNoSpacing" style="margin-left: 0.5in;"><b><span style="font-family: arial; font-size: large;"> </span></b></p>
<p class="MsoNoSpacing" style="margin-left: 0.5in;"><span style="font-family: arial; font-size: large;">There are no history books for
those of us in the Knowledge-based distribution world. While I consider myself to be a history buff,
I am certainly not an official historian.
But, to quote the popular commercial, I did spend the night in a Holiday
Inn Express. Probably more than a
thousand nights in various hotel rooms while earning a living in the
distributor business. So here is my
attempt at writing history.<o:p></o:p></span></p>
<p class="MsoNoSpacing" style="margin-left: 0.5in;"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNoSpacing" style="margin-left: 0.5in;"><span style="font-family: arial; font-size: large;">All the TV pundits are calling
for a recession. Other industries, like
the semiconductor and software industries, are currently in recession. A Wall Street Journal survey of economists following
the July-September Quarter revealed that 54 percent of economists feel we are
entering a recession. Our industry is
going through something. <o:p></o:p></span></p>
<p class="MsoNoSpacing" style="margin-left: 0.5in;"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNoSpacing" style="margin-left: 0.5in;"><span style="font-family: arial; font-size: large;">Here’s some data we released to
our clients earlier this week (quoting myself): <o:p></o:p></span></p>
<p class="MsoNoSpacing" style="margin-left: 0.5in;"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNoSpacing" style="margin-left: 0.5in;"><b><i><span style="font-family: arial; font-size: large;">“Most manufacturers are
running their plants at lower than optimal levels. Some report they have reduced workers to
32-hour weeks. There have been some
announced layoffs. <o:p></o:p></span></i></b></p>
<p class="MsoNoSpacing" style="margin-left: 0.5in;"><b><i><span style="font-family: arial; font-size: large;"> </span></i></b></p>
<p class="MsoNoSpacing" style="margin-left: 0.5in;"><b><i><span style="font-family: arial; font-size: large;">Two major names are
mentioned on layoff.com. Others are
probably below the radar, yet we continue to hear stories.<o:p></o:p></span></i></b></p>
<p class="MsoNoSpacing" style="margin-left: 0.5in;"><b><i><span style="font-family: arial; font-size: large;"> </span></i></b></p>
<p class="MsoNoSpacing" style="margin-left: 0.5in;"><b><i><span style="font-family: arial; font-size: large;">For distributors, it is
important to understand the business model for manufacturing. Manufacturers
live in a world of fixed versus variable costs.
When their factory utilization drops below a certain point (usually
between 65-75 percent) their profitability wains. It makes sense many of them have dropped
below the ideal percentage.”<o:p></o:p></span></i></b></p>
<p class="MsoNoSpacing" style="margin-left: 0.5in;"><b><i><span style="font-family: arial; font-size: large;"> </span></i></b></p>
<p class="MsoNoSpacing" style="margin-left: 0.5in;"><b><span style="font-family: arial; font-size: large;">What happens next? <o:p></o:p></span></b></p>
<p class="MsoNoSpacing" style="margin-left: 0.5in;"><span style="font-family: arial; font-size: large;">This is the point where history
repeats itself. Thinking back to other
times when low factory utilization was an issue (like in other recessionary
periods around 1991, 2001, and 2008) manufacturers took measures to get new
business. <o:p></o:p></span></p>
<p class="MsoNoSpacing" style="margin-left: 0.5in;"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNoSpacing" style="margin-left: 0.5in;"><span style="font-family: arial; font-size: large;">If distributors were not told
directly, you can bet your bottom dollar on the manufacturer’s direct sales
force being told this: <o:p></o:p></span></p>
<p class="MsoNoSpacing" style="margin-left: 0.5in;"><b><i><span style="font-family: arial; font-size: large;">“Don’t lose an order based
on price…”<o:p></o:p></span></i></b></p>
<p class="MsoNoSpacing" style="margin-left: 0.5in;"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNoSpacing" style="margin-left: 0.5in;"><span style="font-family: arial; font-size: large;">If history repeats and I believe
it will.... The result was a price
war. Price wars damage distributor
margin levels. Assume margins will be
under great pressure.<o:p></o:p></span></p>
<p class="MsoNoSpacing" style="margin-left: 0.5in;"><b><i><span style="font-family: arial; font-size: large;"> </span></i></b></p>
<p class="MsoNoSpacing" style="margin-left: 0.5in;"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNoSpacing" style="margin-left: 0.5in;"><span style="font-family: arial; font-size: large;"><b><i>It’s important to be
prepared.</i></b><i> <o:p></o:p></i></span></p>
<p class="MsoNoSpacing" style="margin-left: 0.5in;"><span style="font-family: arial; font-size: large;">Rather than be surprised by
history repeating, be prepared. Here are
a few actions I believe every distributor should consider.<o:p></o:p></span></p>
<p class="MsoNoSpacing" style="margin-left: 0.5in;"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNoSpacing" style="margin-left: 0.5in;"><span style="font-family: arial; font-size: large;">Distributors should maintain a
list of ongoing opportunities. Not just
opportunities ready to fall/convert/close for your own business, but every
opportunity. This even includes
opportunities where you have low levels of certainty for getting the order,
i.e. your competitor’s business.<o:p></o:p></span></p>
<p class="MsoNoSpacing" style="margin-left: 0.5in;"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNoSpacing" style="margin-left: 0.5in;"><span style="font-family: arial; font-size: large;">Each of your salespeople should
identify which opportunities could be price-sensitive. If they don’t do a good job with tracking
opportunities because they “hate paperwork, are too busy selling, or don’t
believe in CRM systems” now might be a good time to convince them. This will be war – going to market without
data is akin to marching off without bullets.<o:p></o:p></span></p>
<p class="MsoNoSpacing" style="margin-left: 0.5in;"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNoSpacing" style="margin-left: 0.5in;"><b><span style="font-family: arial; font-size: large;">Offense and Defense<o:p></o:p></span></b></p>
<p class="MsoNoSpacing" style="margin-left: 0.5in;"><span style="font-family: arial; font-size: large;">I like being on the offensive. If your supply partner delivers the “no price
is too low” message to your organization, having a good list of target
opportunities will increase your ability to “pick off” business that might
otherwise go to a competitive distributor.
These conversions will increase your market share and provide sales
growth. If managed well, there will be opportunities
to increase margin percentages once the economy improves. <o:p></o:p></span></p>
<p class="MsoNoSpacing" style="margin-left: 0.5in;"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNoSpacing" style="margin-left: 0.5in;"><span style="font-family: arial; font-size: large;">Your organization will be a more
powerful force in the market and be able to get more business via the tide that
raises all ships. <o:p></o:p></span></p>
<p class="MsoNoSpacing" style="margin-left: 0.5in;"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNoSpacing" style="margin-left: 0.5in;"><span style="font-family: arial; font-size: large;">The best defense is a good
offense. I was going to make that a
quote but there are equal numbers of people attributing it to George Washington
and John Madden. But you can assume
competitors will be attacking your business with lower prices from their
suppliers. <o:p></o:p></span></p>
<p class="MsoNoSpacing" style="margin-left: 0.5in;"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNoSpacing" style="margin-left: 0.5in;"><span style="font-family: arial; font-size: large;">Again, this calls for a review
of existing business and near-term opportunities for price sensitivity. It also reinforces the need for good data in
your CRM system. Perhaps now would be a
good time to double down on your efforts here.<o:p></o:p></span></p>
<p class="MsoNoSpacing" style="margin-left: 0.5in;"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNoSpacing" style="margin-left: 0.5in;"><span style="font-family: arial; font-size: large;">I recommend that you shore up
your prices by taking all direct negotiating power away from your sellers. Some readers will view this statement as pure
heresy, but there are good reasons: <o:p></o:p></span></p>
<p class="MsoNoSpacing" style="margin-left: 0.75in; mso-list: l0 level1 lfo2; text-indent: -0.25in;"><span style="font-size: large;"><!--[if !supportLists]--><span style="font-family: arial;">·<span style="font-feature-settings: normal; font-kerning: auto; font-optical-sizing: auto; font-stretch: normal; font-variant-alternates: normal; font-variant-east-asian: normal; font-variant-numeric: normal; font-variant-position: normal; font-variation-settings: normal; line-height: normal;">
</span><!--[endif]-->Many customers will attempt to weasel
discounts. My guess is Purchasing
Departments are “boning up” on asking for lower prices. Not every situation is truly price-driven.<o:p></o:p></span></span></p>
<p class="MsoNoSpacing" style="margin-left: 0.75in; mso-list: l0 level1 lfo2; text-indent: -0.25in;"><span style="font-size: large;"><!--[if !supportLists]--><span style="font-family: arial;">·<span style="font-feature-settings: normal; font-kerning: auto; font-optical-sizing: auto; font-stretch: normal; font-variant-alternates: normal; font-variant-east-asian: normal; font-variant-numeric: normal; font-variant-position: normal; font-variation-settings: normal; line-height: normal;">
</span><!--[endif]-->This takes the pressure off new sellers who are
not accustomed to the price dance.<o:p></o:p></span></span></p>
<p class="MsoNoSpacing" style="margin-left: 0.75in; mso-list: l0 level1 lfo2; text-indent: -0.25in;"><span style="font-size: large;"><!--[if !supportLists]--><span style="font-family: arial;">·<span style="font-feature-settings: normal; font-kerning: auto; font-optical-sizing: auto; font-stretch: normal; font-variant-alternates: normal; font-variant-east-asian: normal; font-variant-numeric: normal; font-variant-position: normal; font-variation-settings: normal; line-height: normal;">
</span><!--[endif]-->Talking to a manager slows down the process and
gives the seller a little more time to gather facts.<o:p></o:p></span></span></p>
<p class="MsoNoSpacing" style="margin-left: 0.5in;"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNoSpacing" style="margin-left: 0.5in;"><span style="font-family: arial; font-size: large;">Spend time talking about price
sensitivity from the customer's vantage point.
Be prepared to make necessary price adjustments if competitive pressure
warrants the move. <o:p></o:p></span></p>
<p class="MsoNoSpacing" style="margin-left: 0.5in;"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNoSpacing" style="margin-left: 0.5in;"><span style="font-family: arial; font-size: large;">Don’t make these most common
pricing errors: <o:p></o:p></span></p>
<p class="MsoNoSpacing" style="margin-left: 0.75in; mso-list: l1 level1 lfo1; text-indent: -0.25in;"><span style="font-size: large;"><!--[if !supportLists]--><span style="font-family: arial;">·<span style="font-feature-settings: normal; font-kerning: auto; font-optical-sizing: auto; font-stretch: normal; font-variant-alternates: normal; font-variant-east-asian: normal; font-variant-numeric: normal; font-variant-position: normal; font-variation-settings: normal; line-height: normal;">
</span><!--[endif]-->Discounting a manufacturer’s products across the
board rather than selectively. Just
because a few very visible items are being negotiated, giving away gross margin
on every product provided by a manufacturer is unnecessary and it allows your
organization to make added margin on products that are only occasionally
purchased by the customer.<o:p></o:p></span></span></p>
<p class="MsoNoSpacing" style="margin-left: 0.75in; mso-list: l1 level1 lfo1; text-indent: -0.25in;"><span style="font-size: large;"><!--[if !supportLists]--><span style="font-family: arial;">·<span style="font-feature-settings: normal; font-kerning: auto; font-optical-sizing: auto; font-stretch: normal; font-variant-alternates: normal; font-variant-east-asian: normal; font-variant-numeric: normal; font-variant-position: normal; font-variation-settings: normal; line-height: normal;">
</span><!--[endif]-->Setting a long-term pricing agreement without
defined plans for handling price increases, returns, and other details that
could rob future gross margins.<o:p></o:p></span></span></p>
<p class="MsoNoSpacing" style="margin-left: 0.75in; mso-list: l1 level1 lfo1; text-indent: -0.25in;"><span style="font-size: large;"><!--[if !supportLists]--><span style="font-family: arial;">·<span style="font-feature-settings: normal; font-kerning: auto; font-optical-sizing: auto; font-stretch: normal; font-variant-alternates: normal; font-variant-east-asian: normal; font-variant-numeric: normal; font-variant-position: normal; font-variation-settings: normal; line-height: normal;">
</span><!--[endif]-->Not asking for something in return for price
concessions. Customers receiving pricing
discounts should be asked to expedite payment terms, agree to fee-based
warranty support, and pay a greater share of the freight and other logistics
costs.<o:p></o:p></span></span></p>
<p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNoSpacing"><b><i><span style="font-family: arial; font-size: large;">If history repeats, will you be prepared?<o:p></o:p></span></i></b></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">We are at the point where you can either prepare for these
(potentially) coming events or hope that I am wrong. If you would like to talk more, argue, or
whatever-- give me a call. <o:p></o:p></span></p>
<p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNoSpacing"><span style="font-size: large;"><span style="font-family: arial;">Finally, if you haven’t read my new book you can check it
out below.</span><o:p></o:p></span></p><p class="MsoNoSpacing"><span style="font-size: large;"><br /></span></p><p class="MsoNoSpacing"><span style="font-size: large;"><span style="font-family: arial;">If you're a regular reader, you know how we've been discussing sales tips and<br /> techniques here since</span><br style="font-family: arial;" /><span style="font-family: arial;">2008. In order to keep things fresh, we took on this huge project of interviewing over</span></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial; font-size: large;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiEztUFnU4ZjmracJu0qJfC8p-6ry7CVexr-aCixZg3BhnkPkCnrHRBQTGZE1bosZIPG4Im_lsrGVfBKUR8-YEdSZ-YIRQm094UXyDBPccZw1rjDZFu8p25xncNMSRtG9AgDDaVXUxRgq4dqgsbJBKNYGIUUVPH3J-outdxcW6SYLTJSzfzyK73-Sf6ySQ/s2048/pile%20of%20new%20sales%20guy%20books.png" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" data-original-height="2048" data-original-width="2048" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiEztUFnU4ZjmracJu0qJfC8p-6ry7CVexr-aCixZg3BhnkPkCnrHRBQTGZE1bosZIPG4Im_lsrGVfBKUR8-YEdSZ-YIRQm094UXyDBPccZw1rjDZFu8p25xncNMSRtG9AgDDaVXUxRgq4dqgsbJBKNYGIUUVPH3J-outdxcW6SYLTJSzfzyK73-Sf6ySQ/s320/pile%20of%20new%20sales%20guy%20books.png" width="320" /></a></span></div><span style="font-size: large;"><span style="font-family: arial;"><br /> 200 salespeople and their sales managers about their rookie strategies. This labor of love took over four years, thanks to COVID, and is </span><a href="https://www.amazon.com/New-Sales-Guy-Project-Knowledge-based/dp/B0C9SH1N3K/ref=sr_1_1?crid=196QJ2YBLVTQ&amp&keywords=The+new+sales+guy&amp&qid=1689968381&amp&s=books&amp&sprefix=the+new+sales+guy%252Cstripbooks%252C120&amp&sr=1-1&_encoding=UTF8&tag=thedistrib0b7-20&linkCode=ur2&linkId=995d4ccf512ddd64a698c6914d836d6e&camp=1789&creative=9325" rel="sponsored" style="font-family: arial;" target="_blank">now available on Amazon</a><span style="font-family: arial;">!</span><br style="font-family: arial;" /><br style="font-family: arial;" /><span style="font-family: arial;">Invest in your team of rookies and re-energize those experienced sellers! </span><br style="font-family: arial;" /><span style="font-family: arial;">It's easy to follow and a fairly quick read.</span><br style="font-family: arial;" /><br style="font-family: arial;" /><span style="font-family: arial;">We will also be launching a mentor group next week! </span><a href="mailto:info@riverheightsconsulting.com" style="font-family: arial;" target="_blank">Shoot us an email</a><span style="font-family: arial;"> if you would like more details!</span></span><p></p><p class="MsoNoSpacing"><span style="font-size: large;"><br /></span></p><p class="MsoNoSpacing"><span style="font-size: large;"><br /></span></p><p class="MsoNoSpacing"><span style="font-size: large;"><br /></span></p><p class="MsoNoSpacing"><span style="font-size: large;">This is an affiliate link. To read more about these links, <a href="https://thedistributorchannel.blogspot.com/p/amazon-disclosure-for-purchases.html" rel="nofollow" target="_blank">click here</a>.</span></p><p class="MsoNoSpacing"><span style="font-size: large;"><br /></span></p>
<p class="MsoNoSpacing"><span style="font-size: large;"> <o:p></o:p></span></p>
<p class="MsoNormal"><o:p><span style="font-size: large;"> </span></o:p></p>
<p class="MsoNormal"><o:p><span style="font-size: large;"> </span></o:p></p><div class="blogger-post-footer">TheDistributorChannel is a service of River Heights Consulting.
Please visit our site at:
www.RiverHeightsConsulting.com</div>RHCAdminhttp://www.blogger.com/profile/09245018398011600397noreply@blogger.com0tag:blogger.com,1999:blog-2677706889728771219.post-13939960174444715492023-11-01T16:08:00.004-05:002023-11-01T16:08:34.503-05:00Adulting Doesn't Have to be Hard<p><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhGxwLNonWAVKctJrnBoJ79zq5uZBc65lQyBJhWGmUh6gio_ipeX4nVdY-g274pQsG48Wm1tkrX5Gz21yluID09Hl6v2OOanmChxR8XlScPoGMUMcdfZlt1MfQ8ldjRAd1RdORr09J_Dmg/s1600/adulting.jpg" style="clear: right; display: inline !important; float: right; margin-bottom: 1em; margin-left: 1em;"><span style="font-family: arial; font-size: large;"><img border="0" data-original-height="866" data-original-width="1280" height="270" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhGxwLNonWAVKctJrnBoJ79zq5uZBc65lQyBJhWGmUh6gio_ipeX4nVdY-g274pQsG48Wm1tkrX5Gz21yluID09Hl6v2OOanmChxR8XlScPoGMUMcdfZlt1MfQ8ldjRAd1RdORr09J_Dmg/s400/adulting.jpg" width="400" /></span></a></p><span style="font-family: arial; font-size: large;"><span face="Arial, Helvetica, sans-serif">True Confessions: I have never really cared for the use of the term “adult” as a verb. Over the past few years, after h</span><span face="Arial, Helvetica, sans-serif">earing lame and seemingly made-up excuses from several people, I have decided it is appropriate in many ways, especially in the field of Sales. We know we all got a little too comfortable with working remotely in our PJs and some are still fighting the return to normal.</span><br /><span face="Arial, Helvetica, sans-serif"><br /></span><span face="Arial, Helvetica, sans-serif">You see, I spent my entire life in one way or another tied to the selling process. I self-categorize myself as a salesperson. I love everything about the whole concept of asking questions and presenting potential solutions to engaged customers. I have made it my job to help others get started and grow in the business. In the process, a trend has surfaced. I would call it a lack of Adulting.</span><br /><span face="Arial, Helvetica, sans-serif"><br /></span><span face="Arial, Helvetica, sans-serif"><br /></span></span><table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: right; margin-left: 1em; text-align: right;"><tbody><tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEj01hXwJtAN3YDB2w2Gu16W4Ce0-7uUWIzJJBkpg-XoeA6NFaKb1eTPoAMh_56qoQImIgxPyPeCN6bpG0y-IIvz9BhNNYr1PqvTbxitogbxSdV9fctu3Ehvtv0zLzyzKo7QiJXrocDQPD4/s1600/alarmonwheels.jpg" style="clear: left; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><span style="font-family: arial; font-size: large;"><img border="0" data-original-height="968" data-original-width="1500" height="128" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEj01hXwJtAN3YDB2w2Gu16W4Ce0-7uUWIzJJBkpg-XoeA6NFaKb1eTPoAMh_56qoQImIgxPyPeCN6bpG0y-IIvz9BhNNYr1PqvTbxitogbxSdV9fctu3Ehvtv0zLzyzKo7QiJXrocDQPD4/w200-h128/alarmonwheels.jpg" width="200" /></span></a></td></tr><tr><td class="tr-caption" style="text-align: center;"><span style="font-family: arial; font-size: large;">"Alexa, order me an alarm clock on wheels"</span></td></tr></tbody></table><span style="font-family: arial; font-size: large;"><span face="Arial, Helvetica, sans-serif"><b>Adults get to appointments on time.</b></span><br /><span face="Arial, Helvetica, sans-serif">Let’s start with the simple premise, you tell someone you will be at their office at 9:00. Cool, be there on time. Set two alarms if you must. There might be traffic, plan for it. Bring the tools of your trade; a notebook, a pen, the supply of literature, and the samples you promised. Does this require some pre-planning? Yeah, but Adults plan ahead.</span><br /><span face="Arial, Helvetica, sans-serif"><br /></span><span face="Arial, Helvetica, sans-serif"><br /></span><span face="Arial, Helvetica, sans-serif"><b>Adults start work at the appointed time, or earlier.</b></span><br /><span face="Arial, Helvetica, sans-serif">It doesn’t matter if your best friend from high school came into town and you decided to join them in some merrymaking, be ready to work at 7:30, 8:00 or whatever the right start time might be. Even if you have the freedom to control your own schedule, setting a routine is critically important to your overall success. </span><br /><span face="Arial, Helvetica, sans-serif"><br /></span><span face="Arial, Helvetica, sans-serif"><b>It’s not enough to be at work, Adults are ready to work at the appointed time.</b></span><br /><span face="Arial, Helvetica, sans-serif">I just experienced a situation where the new salesperson</span><br /></span><div class="separator" style="clear: both; text-align: center;"><span face="Arial, Helvetica, sans-serif" style="font-family: arial; font-size: large;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgz-a0Mi3O97UiA8nont6JpI_vPzHqs4AqB9uLll_SvqdZtZKvvDfMsTF7Pfb2VI-_nISiiVoU7wpaZPUqSI3cijUPaBMY1b1sly1urR5j8OkmAZFwFGjzGOzCC4_Yt0O53xrvIS7UlhJM/s1600/coffeethenadulting.jpg" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" data-original-height="765" data-original-width="794" height="191" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgz-a0Mi3O97UiA8nont6JpI_vPzHqs4AqB9uLll_SvqdZtZKvvDfMsTF7Pfb2VI-_nISiiVoU7wpaZPUqSI3cijUPaBMY1b1sly1urR5j8OkmAZFwFGjzGOzCC4_Yt0O53xrvIS7UlhJM/s200/coffeethenadulting.jpg" width="200" /></a></span></div><span style="font-family: arial; font-size: large;"><span face="Arial, Helvetica, sans-serif">showed up at work at exactly the right time. However, the next 15 minutes were consumed with the ritual of getting coffee next door, because the office coffee was “gross” and checking the news because “it only takes a second” but my observation was more like five minutes. Get to work, be ready to work, and quit frittering away your time.</span><br /><span face="Arial, Helvetica, sans-serif"><br /></span><span face="Arial, Helvetica, sans-serif"><b><br /></b></span><span face="Arial, Helvetica, sans-serif"><b>Adults don’t expect to make a good living working a 30 hour week.</b></span><br /><span face="Arial, Helvetica, sans-serif">Salespeople enjoy flexible hours, there are plenty of opportunities to skip out to run errands and plenty of chances to goof off. The Adults in the room have come to realize that to be successful, these missing hours need to be made up at some point. In spite of all the “working smarter” messages you may have read, this job requires a solid 40 hours and then some.</span><br /><span face="Arial, Helvetica, sans-serif"><br /></span><span face="Arial, Helvetica, sans-serif"><br /></span><span face="Arial, Helvetica, sans-serif"><b>Adults know they will sometimes have to work early/stay late to meet customer goals.</b></span><br /><span face="Arial, Helvetica, sans-serif"><b><br /></b></span></span><table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; margin-right: 1em;"><tbody><tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiK2eR143NdCsA8osVVN3t19okJBZMUBrTRLGd5a4CVl1gITPGpCwkCy7c30nWWzHBFL5wIG7li9VQRUOpWAfFYjoxiYy-Iiysn3q4KBtFjTPivQFmZcLB3iPoGNGI65_m-713LipBTPds/s1600/adultingtearsdoitagain.jpg" style="clear: left; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><span style="font-family: arial; font-size: large;"><img border="0" data-original-height="540" data-original-width="563" height="307" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiK2eR143NdCsA8osVVN3t19okJBZMUBrTRLGd5a4CVl1gITPGpCwkCy7c30nWWzHBFL5wIG7li9VQRUOpWAfFYjoxiYy-Iiysn3q4KBtFjTPivQFmZcLB3iPoGNGI65_m-713LipBTPds/s320/adultingtearsdoitagain.jpg" width="320" /></span></a></td></tr><tr><td class="tr-caption" style="text-align: center;"><span style="font-family: arial; font-size: large;">Yes, just like an adult...</span></td></tr></tbody></table><span style="font-family: arial; font-size: large;"><span face="Arial, Helvetica, sans-serif">Customers have emergencies, big quotes sometimes arrive on the same day and a laundry list of other stuff can happen that requires you to work longer than normal on any given week. Be prepared to occasionally, maybe even regularly, put in some extra time to get things done. Want to spend time with your spouse and kids after work, no problem. Just get up early and get the work done before the cold gray light of dawn. Others have done it and you can, too.</span><br /><span face="Arial, Helvetica, sans-serif"><br /></span><span face="Arial, Helvetica, sans-serif"><br /></span><span face="Arial, Helvetica, sans-serif"><b>Adults realize they don’t know everything and probably never will.</b></span><br /><span face="Arial, Helvetica, sans-serif">Selling requires constant learning. New product information has to be digested. Selling skills have to be perfected. Don’t expect that you can do all of this during working hours. And, for good measure, don’t expect all of this to be taught by some corporate instructor. You’re going to need to dig this stuff out on your own. <a href="https://thedistributorchannel.blogspot.com/p/franks-books.html" rel="nofollow" target="_blank">Try a few good books</a> and thank your lucky stars for the internet. Aren’t Google, Siri, and Alexa your best friends? Maybe it's time to put AI into your schedule each week to learn more about your products.</span><br /><span face="Arial, Helvetica, sans-serif"><br /></span><span face="Arial, Helvetica, sans-serif"><br /></span><span face="Arial, Helvetica, sans-serif"><b>Adults realize not everyone acts like an Adult.</b></span><br /><span face="Arial, Helvetica, sans-serif">Expect to run into customers who act like jerks. Better them than you. Anticipate childish moments from your boss and coworkers. The Adult in the room will prevail; it might as well be you. </span><br /><span face="Arial, Helvetica, sans-serif"><br /></span><span face="Arial, Helvetica, sans-serif"><br /></span><span face="Arial, Helvetica, sans-serif"><b>Just so you know, I sometimes lack in my own Adult behavior. </b> </span><br /><span face="Arial, Helvetica, sans-serif">Some of you might view this little piece as a bit of a temper tantrum and it is. I see our profession as a true gateway to a solid future, a great life, and much satisfaction. But I keep seeing good folks screw themselves up by not understanding. Salespeople have to Adult.</span><br /><span face="Arial, Helvetica, sans-serif"><br /></span><span face="Arial, Helvetica, sans-serif"><br /></span><span face="Arial, Helvetica, sans-serif"><b>One more Adult comment before I go shuffling off into the sunset.</b></span><br /><span face="Arial, Helvetica, sans-serif">If you read this and believe I am talking about any specific generation, you are dead wrong. This conversation applies to everyone from Baby Boomers, Gen X, those much-maligned Millennials, Gen Z, and soon the Alphas, or whatever they call the next in line! It’s time to Adult, regardless of your age. </span><br /><span face="Arial, Helvetica, sans-serif"><br /></span><span face="Arial, Helvetica, sans-serif"><br /></span><span face="Arial, Helvetica, sans-serif"><b>Does this depress you?</b></span><br /><span face="Arial, Helvetica, sans-serif">Now you know why I refer to myself as America’s Number One Demotivational Speaker. I would like to sell you some flowery positive thinking mumbo jumbo, but I don’t believe it works unless you first Adult. </span></span><div><span style="font-family: arial; font-size: large;"><br /></span></div><div><span style="font-family: arial; font-size: large;"><i><span style="color: #fcff01;">Disclaimer: Adulting is not for everyone. Side effects include self-motivation, organization, promptness, and possible recognition and financial gains. There's no need to see your doctor before attempting to Adult.</span></i><span face="Arial, Helvetica, sans-serif"><br /><br /><br /><br /></span><span face="Arial, Helvetica, sans-serif"><br /></span></span><div class="separator" style="clear: both; font-family: arial; font-size: x-large; text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEg97e2PmRXtO9_iP35dmOsBMPeX43QaRE4cBvjxv5v6mBFTpebVwf9DwdoFVfR4WAZxAVTz6SXB8z2PxLpr1HXoWfrH4P_Rbk2109vv--zJE_oBkn1oCoNyMp_m1Uwx5WT5b_5qP4smBH_GO9DjTNIiDv1y3k_teg5fHCTCJYniy0zH0KM5k5rnqvwc0VI/s940/New%20Sales%20Guy%20Now%20Available.png" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" data-original-height="788" data-original-width="940" height="268" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEg97e2PmRXtO9_iP35dmOsBMPeX43QaRE4cBvjxv5v6mBFTpebVwf9DwdoFVfR4WAZxAVTz6SXB8z2PxLpr1HXoWfrH4P_Rbk2109vv--zJE_oBkn1oCoNyMp_m1Uwx5WT5b_5qP4smBH_GO9DjTNIiDv1y3k_teg5fHCTCJYniy0zH0KM5k5rnqvwc0VI/w320-h268/New%20Sales%20Guy%20Now%20Available.png" title="Soon to be a Best Seller! Grab it while it's hot!" width="320" /></a></div><span style="font-size: medium;"><span style="font-family: arial;">If you're a regular reader, you know how we've been discussing sales tips and techniques here since</span><br style="font-family: arial;" /><span style="font-family: arial;">2008. In order to keep things fresh, we took on this huge project interviewing over 200 salespeople and their sales managers about their rookie strategies. This labor of love took over four years, thanks to COVID, and is </span><a href="https://www.amazon.com/New-Sales-Guy-Project-Knowledge-based/dp/B0C9SH1N3K/ref=sr_1_1?crid=196QJ2YBLVTQ&amp&keywords=The+new+sales+guy&amp&qid=1689968381&amp&s=books&amp&sprefix=the+new+sales+guy%252Cstripbooks%252C120&amp&sr=1-1&_encoding=UTF8&tag=thedistrib0b7-20&linkCode=ur2&linkId=995d4ccf512ddd64a698c6914d836d6e&camp=1789&creative=9325" rel="sponsored" style="font-family: arial;" target="_blank">now available on Amazon</a><span style="font-family: arial;">!</span><br style="font-family: arial;" /><br style="font-family: arial;" /><span style="font-family: arial;">Invest in your team of rookies and re-energize those experienced sellers! </span><br style="font-family: arial;" /><span style="font-family: arial;">It's easy to follow and a fairly quick read.</span><br style="font-family: arial;" /><br style="font-family: arial;" /><span style="font-family: arial;">We will also be launching a mentor group next week! </span><a href="mailto:info@riverheightsconsulting.com" style="font-family: arial;" target="_blank">Shoot us an email</a><span style="font-family: arial;"> if you would like more details!</span></span><span style="font-family: arial; font-size: large;"><span face="Arial, Helvetica, sans-serif"><br /></span><span face="Arial, Helvetica, sans-serif"><br /></span><span face="Arial, Helvetica, sans-serif"><br /></span><span face="Arial, Helvetica, sans-serif"><br /></span><span face="Arial, Helvetica, sans-serif"><br /></span><span face="Arial, Helvetica, sans-serif"><br /></span><span face="Arial, Helvetica, sans-serif"><br /></span><span face="Arial, Helvetica, sans-serif"><br /></span></span><span style="font-family: arial; font-size: x-small;">*Amazon links may pay RHC a small commission that does not affect your purchase price</span><div><span style="font-family: arial; font-size: x-small;">.</span><span style="font-family: arial; font-size: large;"><span face="Arial, Helvetica, sans-serif">_____________________________________</span></span><br /></div></div><div class="blogger-post-footer">TheDistributorChannel is a service of River Heights Consulting.
Please visit our site at:
www.RiverHeightsConsulting.com</div>RHCAdminhttp://www.blogger.com/profile/09245018398011600397noreply@blogger.com0tag:blogger.com,1999:blog-2677706889728771219.post-62783229606638249232023-10-04T13:57:00.003-05:002023-10-05T12:02:27.216-05:00Could This be a Breakthrough?<p><span style="font-family: arial; font-size: x-large;"></span></p><div class="separator" style="clear: both; text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjhOLNCTh0jFn2xKn4VR5LIcO9tS0FxEbA0qkUPxe3tli1Z7Xtm4EtHyH-A93iEHlJHNZGkF5N1aoJilnnAe2Bn8p3cVVp7zRGaSYSd05Sda30Y01qdnybqAqfPwQ_kAnDwVauby12ica0GWXuWl0-8fKGPOgRh7apea8xso10yc1m9JAyY7Hd6y8OIMaw/s1080/NSG%20topping%20amazon%20charts.png" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" data-original-height="1080" data-original-width="1080" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjhOLNCTh0jFn2xKn4VR5LIcO9tS0FxEbA0qkUPxe3tli1Z7Xtm4EtHyH-A93iEHlJHNZGkF5N1aoJilnnAe2Bn8p3cVVp7zRGaSYSd05Sda30Y01qdnybqAqfPwQ_kAnDwVauby12ica0GWXuWl0-8fKGPOgRh7apea8xso10yc1m9JAyY7Hd6y8OIMaw/s320/NSG%20topping%20amazon%20charts.png" width="320" /></a></div><span style="font-family: arial; font-size: large;">We just received notice from Amazon that our new book,
<a href="https://www.amazon.com/New-Sales-Guy-Project-Knowledge-based/dp/B0C9SH1N3K/ref=sr_1_1?crid=196QJ2YBLVTQ&amp&keywords=The+new+sales+guy&amp&qid=1689968381&amp&s=books&amp&sprefix=the+new+sales+guy%252Cstripbooks%252C120&amp&sr=1-1&_encoding=UTF8&tag=thedistrib0b7-20&linkCode=ur2&linkId=995d4ccf512ddd64a698c6914d836d6e&camp=1789&creative=9325" rel="nofollow" target="_blank">The<br /> New Sales Guy Project*</a>, has risen to number 503 on Amazon’s List of Top
Selling books in the Sales and Selling category.<span> </span></span><p></p>
<p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">Considering that our book is designed exclusively for the
small group of folks just launching their selling career in the Knowledge-based
Distribution world, which isn’t exactly a massive market, and that we have
invested exactly zero dollars in advertising, we are kind of proud of the
ground swell of support from our friends in the industry.<o:p></o:p></span></p>
<p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;"><br />The top books in this category include works from some of
Frank Hurtte’s personal heroes who produced books like:<o:p></o:p></span></p>
<p class="MsoNoSpacing"></p><div class="separator" style="clear: both; text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEh4q7dSa7aZFD0b8Xx_HQnjedagb4xtTxVTP2Zscm3XM2U1FvxcoP0rPIQ-9NT39uZ2Us5lNRy9MI1gihr_lY8xKT7dcGSjjS5py0jk93QYqbTibjJHjncZnPfDzx18ukZyY7Nb2hybGA0SoBNGsBk57kXoMgRAv_2LPUA4NKYSm-_FZYvbLMOr7k-JAHk/s2048/pile%20of%20new%20sales%20guy%20books.png" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" data-original-height="2048" data-original-width="2048" height="200" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEh4q7dSa7aZFD0b8Xx_HQnjedagb4xtTxVTP2Zscm3XM2U1FvxcoP0rPIQ-9NT39uZ2Us5lNRy9MI1gihr_lY8xKT7dcGSjjS5py0jk93QYqbTibjJHjncZnPfDzx18ukZyY7Nb2hybGA0SoBNGsBk57kXoMgRAv_2LPUA4NKYSm-_FZYvbLMOr7k-JAHk/w200-h200/pile%20of%20new%20sales%20guy%20books.png" width="200" /></a></div><span style="font-family: arial; font-size: large;">The Challenger Sale by Matthew Dixon<o:p></o:p></span><p></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">Drive and To Sell is Human by Daniel Pink<o:p></o:p></span></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">Spin Selling by Neil Rackham<o:p></o:p></span></p>
<p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">While checking out the list we also discovered that
Hurtte’s other books are scoring well too.<o:p></o:p></span></p>
<p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">The Distributor Fee-Based Services Manifest is tracking
at 187 in the Distribution category.<o:p></o:p></span></p>
<p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">The Distributor Specialist is out of print but a used
copy is selling for $1,157 on Amazon.<o:p></o:p></span></p>
<p class="MsoNormal"><span style="font-family: arial; font-size: large;"><br />
Now is the time to jump on the bandwagon.
Equip your new salesperson with a copy of <a href="https://www.amazon.com/New-Sales-Guy-Project-Knowledge-based/dp/B0C9SH1N3K/ref=sr_1_1?crid=196QJ2YBLVTQ&amp&keywords=The+new+sales+guy&amp&qid=1689968381&amp&s=books&amp&sprefix=the+new+sales+guy%252Cstripbooks%252C120&amp&sr=1-1&_encoding=UTF8&tag=thedistrib0b7-20&linkCode=ur2&linkId=995d4ccf512ddd64a698c6914d836d6e&camp=1789&creative=9325" rel="nofollow" target="_blank">The New Sales Guy Project*</a>. Heck, grab a bundle of them and start a group
study. Even your experienced folks can
learn something. You’ll be glad you did
and together we may be able to prove the Knowledge-based Distributor sector is
alive, and well and building a future.<o:p></o:p></span></p><p class="MsoNormal"><span style="font-family: arial; font-size: large;"><br /></span></p><p class="MsoNormal"><span style="font-family: arial; font-size: x-small;">*denotes an Amazon affiliate link. Please see our disclosure <a href="https://thedistributorchannel.blogspot.com/p/amazon-disclosure-for-purchases.html" target="_blank">here</a>.</span></p><p class="MsoNormal"><span style="font-family: arial; font-size: large;"><br /></span></p><p class="MsoNormal"><span style="font-family: arial;"></span></p><div class="separator" style="clear: both; font-size: x-large; text-align: center;"><span style="font-family: arial;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiDdBPg89JmNrcoi0y4KPT87NBkfAAztURWsoTICQOFD_s_BoTBSTMUy8m6auo4VFGboTYB1krRGXqZZx8-Zb9jWzWkGOWEjCgCzaL4RuqDSBL2w-_VIuwW5NvD4PWnoldqSKfZjxa_D8512sUZFi7Cp-z-6fHhGjaxpBvHe9WqkzY5Jzo8fSQVDr5Qycs/s228/frank.jpg" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" data-original-height="228" data-original-width="171" height="228" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiDdBPg89JmNrcoi0y4KPT87NBkfAAztURWsoTICQOFD_s_BoTBSTMUy8m6auo4VFGboTYB1krRGXqZZx8-Zb9jWzWkGOWEjCgCzaL4RuqDSBL2w-_VIuwW5NvD4PWnoldqSKfZjxa_D8512sUZFi7Cp-z-6fHhGjaxpBvHe9WqkzY5Jzo8fSQVDr5Qycs/s1600/frank.jpg" width="171" /></a></span></div><span style="font-family: arial;"><span style="font-size: medium;"><i>Frank Hurtte, Founding Partner of River Heights Consulting, shares his personal </i></span></span><span style="font-family: arial;"><span style="font-size: medium;"><i>experiences with 28 years of "in the trenches" training and 18 years as a consultant. He serves as a personal coach to industry leaders across many lines of distribution. He has authored 5.5 books (one is almost done) and has written hundreds of articles for national trade magazines, including IMARK Now Electrical Magazine.</i></span></span><p></p><p class="MsoNormal"><i><span style="font-family: arial; font-size: medium;"></span></i></p><p class="MsoNormal"><span style="font-family: arial; font-size: medium;"><i>Frank is also a sought-after copywriter of marketing materials for technology companies. His charismatic, yet laid-back, easy-to-follow manner makes him a favorite among public speakers.</i></span></p>
<p class="MsoNormal"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p><div class="blogger-post-footer">TheDistributorChannel is a service of River Heights Consulting.
Please visit our site at:
www.RiverHeightsConsulting.com</div>RHCAdminhttp://www.blogger.com/profile/09245018398011600397noreply@blogger.com0tag:blogger.com,1999:blog-2677706889728771219.post-77941255490272629662023-09-27T18:18:00.001-05:002023-09-27T18:18:35.876-05:00Here's Why Some Should NOT Buy My Book!<p><span style="font-family: arial; font-size: large;"></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial; font-size: large;"><a href="https://blogger.googleusercontent.com/img/a/AVvXsEg4Sk20_NRWp6wAbuTAcdvqlgRt_N64NwVP9_RviTErl-y5Z_pHj-1jiqzP8G2deohsPp2iGl6THQze6PA1tbZrPlyqnoRHMEnUe-nZmah7AEhzRhcoA1wGKqowhETf7HXFb9UG9s6JTeTY_FH8gxUbKyOksjIhDB18JeEHe5nf_EFj6HUfcziwWwFcQi0" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img alt="" data-original-height="1080" data-original-width="1080" height="240" src="https://blogger.googleusercontent.com/img/a/AVvXsEg4Sk20_NRWp6wAbuTAcdvqlgRt_N64NwVP9_RviTErl-y5Z_pHj-1jiqzP8G2deohsPp2iGl6THQze6PA1tbZrPlyqnoRHMEnUe-nZmah7AEhzRhcoA1wGKqowhETf7HXFb9UG9s6JTeTY_FH8gxUbKyOksjIhDB18JeEHe5nf_EFj6HUfcziwWwFcQi0" width="240" /></a></span></div><span style="font-family: arial; font-size: large;">Who needs to read this book, who doesn’t, and why?<br /></span><p></p><p><span style="font-family: arial; font-size: large;"><br /></span></p><p><span style="font-family: arial; font-size: large;">Ask any authors and they will freely tell you about the inspiration behind their penned masterpiece. They will also give you a list of reasons to buy (and read) the book. It’s unheard of for an author to tell you NOT to make the purchase. But, I’m not just any author. </span></p><p><span style="font-family: arial; font-size: large;"><br /></span></p><p><span style="font-family: arial; font-size: large;"><b>My motivation for writing this book.</b></span></p><p><span style="font-family: arial; font-size: large;">I have been personally involved in the sales process for Knowledge-based Distributors for a very long time; forty-five years at last count. I have assisted new salespeople in some way or another for at least thirty years.</span></p><p><span style="font-family: arial; font-size: large;"><br /></span></p><p><span style="font-family: arial; font-size: large;">As a Knowledge-based distributor salesperson with over 45 years of experience, I acknowledge that most of the skills and methodologies I learned early in my career are outdated. While most experienced salespeople do not have as much experience as me, it’s safe to say sales leaders who started their journey after the launch of the iPhone in 2007 have a completely different experience from mine. Considering that year's e-commerce sales were just a half percent of Amazon’s current sales volume, we’re operating in a new world! </span></p><p><span style="font-family: arial; font-size: large;"><br /></span></p><p><span style="font-family: arial; font-size: large;"></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial; font-size: large;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhGhXl-k3NNK-DWbSpdhGwG0kmXEzyPcI5psDIQQ1m-uatAe_Zvqd-Idr8W0ZY8dIXqHhNatLRH7-Nr09deTc0c1EDZ1E_Gd6UEwNXtl84P0Jfm8VvnyVi5SXtiVGPzLhumQETC4877zbQEPePRe57WsNOeX2edH1GptSkfHw3G3Ka4P8RN-ODqXtuBm0I/s1920/Book%20on%20shelf.png" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" data-original-height="1440" data-original-width="1920" height="150" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhGhXl-k3NNK-DWbSpdhGwG0kmXEzyPcI5psDIQQ1m-uatAe_Zvqd-Idr8W0ZY8dIXqHhNatLRH7-Nr09deTc0c1EDZ1E_Gd6UEwNXtl84P0Jfm8VvnyVi5SXtiVGPzLhumQETC4877zbQEPePRe57WsNOeX2edH1GptSkfHw3G3Ka4P8RN-ODqXtuBm0I/w200-h150/Book%20on%20shelf.png" width="200" /></a></span></div><span style="font-family: arial; font-size: large;">Today, getting started and gaining traction as a new seller is harder than ever before because of Covid-19, which has changed the way customers view salespeople. For example, appointments are no longer hard to get, but getting a customer to return a call from a new salesperson is nearly impossible without a detailed process.</span><p></p><p><span style="font-family: arial; font-size: large;"><br /></span></p><p><span style="font-family: arial; font-size: large;">Back in 2017, I began wondering just how things have changed for new sellers. I started thinking about the differences between “back in my day” and new salespeople in an internet-driven world. I set off to discover firsthand the issues new salespeople faced in their first year in the position. What started out as intellectual curiosity quickly turned into a way for me to help others get started in an industry that has served me well. I have a chance to feel connected to future generations and help them prosper.</span></p><p><span style="font-family: arial; font-size: large;"><br /></span></p><p><span style="font-family: arial; font-size: large;"><b>Who should not buy this book?</b></span></p><p><span style="font-family: arial; font-size: large;">If your selling could best be described as a one-time event, this book holds little value. The process for Knowledge-based sellers involves investing time and effort in learning and understanding the customer and their uses for your products and services. Selling in our environment revolves around investing time in building long-term relationships with customers. No single sale is ever the answer. </span></p><p><span style="font-family: arial; font-size: large;"><br /></span></p><p><span style="font-family: arial; font-size: large;">If you are determined to lead with price alone, your time and efforts will be better spent elsewhere. Quite frankly, I view your future as quite dim. A customer armed with the internet can always find price and availability answers without dealing with a salesperson.</span></p><p><span style="font-family: arial; font-size: large;"><br /></span></p><p><span style="font-family: arial; font-size: large;">This book is devoid of cheap tricks and gimmicks to fool your customer into making a purchase. My best to all those people who subscribe to the “always be closing” methodology of the past, but it may be time to sharpen up your resume.</span></p><p><span style="font-family: arial; font-size: large;"><br /></span></p><p><span style="font-family: arial; font-size: large;">And the final if. If you subscribe to the “salespeople are born, not created” and believe that you are a natural-born salesperson, trust me you are wrong. The 24-year-old me believed I was a natural-born sales guy and nothing could stop me. It took me five years to discover – I was wrong.</span></p><p><span style="font-family: arial; font-size: large;"><br /></span></p><p><span style="font-family: arial; font-size: large;"><b>Who should buy this book?</b></span></p><p><span style="font-family: arial; font-size: large;">If you are just starting off in the selling world and work in a knowledge-based industry such as the Electrical, Industrial, Automation, Fluid Power, Safety, or Power Transmission industry, The New Sales Guy Project is written especially for you. </span></p><p><span style="font-family: arial; font-size: large;"><br /></span></p><p><span style="font-family: arial; font-size: large;">If you are a sales manager serving this industry and want a resource to help steer new members of your team through their first year of sales, this book will give you a ready-made tool for driving the right behavior.</span></p><p><span style="font-family: arial; font-size: large;"><br /></span></p><p><span style="font-family: arial; font-size: large;">If you are the owner of a business and concerned about the $150,000 dollars the average company invests in a salesperson before they start creating a profit contribution to your organization, this book will give you an idea as to how to proceed with new salespeople.</span></p><p><span style="font-family: arial; font-size: large;"> </span></p><p><span style="font-family: arial; font-size: large;">You’re intrigued but…</span></p><p><span style="font-family: arial; font-size: large;">What specifically is covered in this new book? Here is a very short rundown:</span></p><p><span style="font-family: arial; font-size: large;">1.<span style="white-space: pre;"> </span>Why salespeople are created (and not born) and how to view your life in sales.</span></p><p><span style="font-family: arial; font-size: large;">2.<span style="white-space: pre;"> </span>How to organize information for future use in your sales career.</span></p><p><span style="font-family: arial; font-size: large;">3.<span style="white-space: pre;"> </span>How to learn and understand the thousands of new products your company sells.</span></p><p><span style="font-family: arial; font-size: large;">4.<span style="white-space: pre;"> </span>What you need to know about your customers before making a sales call.</span></p><p><span style="font-family: arial; font-size: large;">5.<span style="white-space: pre;"> </span>How to make appointments.</span></p><p><span style="font-family: arial; font-size: large;">6.<span style="white-space: pre;"> </span>How to conduct your first sales meetings.</span></p><p><span style="font-family: arial; font-size: large;">7.<span style="white-space: pre;"> </span>How to involve others in your sales strategy.</span></p><p><span style="font-family: arial; font-size: large;">8.<span style="white-space: pre;"> </span>How to build trust by honoring your commitments.</span></p><p><span style="font-family: arial; font-size: large;"><br /></span></p><p><span style="font-family: arial; font-size: large;">The New Sales Guy Project is available now at <a href="https://www.amazon.com/New-Sales-Guy-Project-Knowledge-based/dp/B0C9SH1N3K/ref=sr_1_1?crid=196QJ2YBLVTQ&amp&keywords=The+new+sales+guy&amp&qid=1689968381&amp&s=books&amp&sprefix=the+new+sales+guy%252Cstripbooks%252C120&amp&sr=1-1&_encoding=UTF8&tag=thedistrib0b7-20&linkCode=ur2&linkId=995d4ccf512ddd64a698c6914d836d6e&camp=1789&creative=9325" rel="nofollow" target="_blank">Amazon</a>.*</span></p><p><span style="font-family: arial; font-size: large;"><br />If you need a group rate, please <a href="mailto:frank@riverheightsconulting.com" target="_blank">email us</a> for bulk pricing.</span></p><p><span style="font-family: arial; font-size: large;"><br /></span></p><p><span style="font-family: arial; font-size: medium;"><i>Frank Hurtte, Founding Partner of River Heights Consulting, shares his personal</i></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial; font-size: medium;"><i><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgdyKbq2zRXvqgNe5SpcAn0P7NbUMsWjl0PfMlSVV-LmLIs0AVuS6Lco_sg74P4XjRu6ZvSLH5gEUIKvOE2qjXD9cxvlDhI0IgjPEpZYlWYk9JyD2J7OOepT5GHRfrycQLZcj7-n3sc5rzfg7A41zuEBDHoX_Iyzexm72KTLodBJfT8I6BdaDYlAi4E6ks/s600/Frank-Hurtte-Promo-2.jpg" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" data-original-height="600" data-original-width="450" height="200" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgdyKbq2zRXvqgNe5SpcAn0P7NbUMsWjl0PfMlSVV-LmLIs0AVuS6Lco_sg74P4XjRu6ZvSLH5gEUIKvOE2qjXD9cxvlDhI0IgjPEpZYlWYk9JyD2J7OOepT5GHRfrycQLZcj7-n3sc5rzfg7A41zuEBDHoX_Iyzexm72KTLodBJfT8I6BdaDYlAi4E6ks/w150-h200/Frank-Hurtte-Promo-2.jpg" width="150" /></a></i></span></div><span style="font-family: arial; font-size: medium;"><i><br /> experiences with 28 years of "in the trenches" training and 18 years as a consultant. He serves as a personal coach to industry leaders across many lines of distribution. He has authored 5.5 books (one is almost done) and has written hundreds of articles for national trade magazines, including IMARK Now Electrical Magazine.<o:p></o:p></i></span><p></p><p></p><p></p><p class="MsoNormal"><span style="font-family: arial; font-size: medium;"><i>Frank is also a sought-after copywriter of marketing materials for technology companies. His charismatic, yet laid-back, easy-to-follow manner makes him a favorite among public speakers.</i></span></p><p><span style="font-family: arial; font-size: large;"><br /></span></p><p><span style="font-family: arial; font-size: large;"><br /></span></p><p><span style="font-family: arial; font-size: x-small;">*Affiliate link. Click<a href="https://thedistributorchannel.blogspot.com/p/amazon-disclosure-for-purchases.html" target="_blank"> here</a> for our affiliate information.</span></p><div><br /></div><div class="blogger-post-footer">TheDistributorChannel is a service of River Heights Consulting.
Please visit our site at:
www.RiverHeightsConsulting.com</div>RHCAdminhttp://www.blogger.com/profile/09245018398011600397noreply@blogger.com0tag:blogger.com,1999:blog-2677706889728771219.post-27751787535800198442023-07-21T15:53:00.000-05:002023-07-21T15:53:05.040-05:00AT LAST: The New Sales Guy Project<span style="font-family: arial; font-size: large;"><div class="separator" style="clear: both; text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEg97e2PmRXtO9_iP35dmOsBMPeX43QaRE4cBvjxv5v6mBFTpebVwf9DwdoFVfR4WAZxAVTz6SXB8z2PxLpr1HXoWfrH4P_Rbk2109vv--zJE_oBkn1oCoNyMp_m1Uwx5WT5b_5qP4smBH_GO9DjTNIiDv1y3k_teg5fHCTCJYniy0zH0KM5k5rnqvwc0VI/s940/New%20Sales%20Guy%20Now%20Available.png" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" data-original-height="788" data-original-width="940" height="335" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEg97e2PmRXtO9_iP35dmOsBMPeX43QaRE4cBvjxv5v6mBFTpebVwf9DwdoFVfR4WAZxAVTz6SXB8z2PxLpr1HXoWfrH4P_Rbk2109vv--zJE_oBkn1oCoNyMp_m1Uwx5WT5b_5qP4smBH_GO9DjTNIiDv1y3k_teg5fHCTCJYniy0zH0KM5k5rnqvwc0VI/w400-h335/New%20Sales%20Guy%20Now%20Available.png" title="Soon to be a Best Seller! Grab it while it's hot!" width="400" /></a></div>If you're a regular reader, you know how we've been discussing sales tips and techniques here since<br /> 2008. In order to keep things fresh, we took on this huge project interviewing over 200 salespeople and their sales managers about their rookie strategies. This labor of love took over four years, thanks to COVID, and is <a href="https://www.amazon.com/New-Sales-Guy-Project-Knowledge-based/dp/B0C9SH1N3K/ref=sr_1_1?crid=196QJ2YBLVTQ&amp&keywords=The+new+sales+guy&amp&qid=1689968381&amp&s=books&amp&sprefix=the+new+sales+guy%252Cstripbooks%252C120&amp&sr=1-1&_encoding=UTF8&tag=thedistrib0b7-20&linkCode=ur2&linkId=995d4ccf512ddd64a698c6914d836d6e&camp=1789&creative=9325" rel="sponsored" target="_blank">now available on Amazon</a>!<br /><br />Invest in your team of rookies and re-energize those experienced sellers! <br />It's easy to follow and a fairly quick read.<br /><br />We will also be launching a mentor group next week! <a href="mailto:info@riverheightsconsulting.com" target="_blank">Shoot us an email</a> if you would like more details!</span><div><span style="font-family: arial; font-size: large;"><br /></span></div><div><span style="font-family: arial; font-size: large;"><br /></span></div><div><span style="font-family: arial; font-size: large;"><br /></span></div><div><span style="font-family: arial; font-size: large;"><br /></span></div><div><span style="font-family: arial; font-size: large;"><br /></span></div><div><span style="font-family: arial; font-size: large;"><br /></span></div><div><span style="font-family: arial; font-size: xx-small;">*Amazon links may pay RHC a small commission that does not affect your purchase price.</span></div><div><span style="font-family: arial; font-size: xx-small;"><br /></span></div><div class="blogger-post-footer">TheDistributorChannel is a service of River Heights Consulting.
Please visit our site at:
www.RiverHeightsConsulting.com</div>The Distributor Specialisthttp://www.blogger.com/profile/07826342477936640039noreply@blogger.com0tag:blogger.com,1999:blog-2677706889728771219.post-92112886428959208802023-07-05T11:21:00.000-05:002023-07-05T11:21:07.179-05:00Unleashing Game-Changing Half-Time Strategies for Unstoppable Victories<p class="MsoNoSpacing"></p><div class="separator" style="clear: both; text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhtGQl0KJ-f6ZCoiJhiPyYMwmw5sBWeFCr_UWtw5SsijivDtuILw_m07dC9zwG0pNoCavrWG5IkGzzXkcBwcFACMJ9YmmuxWNLwzh-SGKYsmCy96cHaNAf0rrGgSDJosf9XDPJ4CXOGt-X4QXe__hjtep5yrI62Fnqt-sIEsmM-dx4WstSF3DNb7FvRcZc/s810/half%20time%20strategies.png" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" data-original-height="810" data-original-width="810" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhtGQl0KJ-f6ZCoiJhiPyYMwmw5sBWeFCr_UWtw5SsijivDtuILw_m07dC9zwG0pNoCavrWG5IkGzzXkcBwcFACMJ9YmmuxWNLwzh-SGKYsmCy96cHaNAf0rrGgSDJosf9XDPJ4CXOGt-X4QXe__hjtep5yrI62Fnqt-sIEsmM-dx4WstSF3DNb7FvRcZc/s320/half%20time%20strategies.png" width="320" /></a></div><span style="font-family: arial; font-size: large;">It’s June 30<sup>th</sup> and the half-time buzzer is about to sound. It’s<br /> half-time for 2023, and I believe
distributors should take note. Since sports
history is full of great half-time stories, I took a few minutes to reflect on
some momentous events. Here’s a sampling
of three amazing half-time meetings:<o:p></o:p></span><p></p><p class="MsoNoSpacing" style="margin-left: .25in; mso-list: l2 level1 lfo2; text-indent: -.25in;"><!--[if !supportLists]--><span style="font-family: arial; font-size: large;">·<span style="font-feature-settings: normal; font-kerning: auto; font-optical-sizing: auto; font-stretch: normal; font-variant-alternates: normal; font-variant-east-asian: normal; font-variant-numeric: normal; font-variation-settings: normal; line-height: normal;">
</span><!--[endif]-->Super Bowl 2017 - The New England Patriots were
trailing the Atlanta Falcons by 18 points at half-time. During the break, head coach Bill Belichick
and his coaching staff made critical strategic adjustments to counter the
Falcons' dominant performance. The half-time
adjustments paid off as the Patriots staged an incredible comeback, scoring 25
unanswered points to tie the game and force it into overtime. Ultimately, the Patriots won Super Bowl LI in
the first-ever overtime Super Bowl, completing one of the greatest comebacks in
NFL history.<o:p></o:p></span></p><p class="MsoNoSpacing" style="margin-left: .25in; mso-list: l2 level1 lfo2; text-indent: -.25in;"><!--[if !supportLists]--><span style="font-family: arial; font-size: large;">·<span style="font-feature-settings: normal; font-kerning: auto; font-optical-sizing: auto; font-stretch: normal; font-variant-alternates: normal; font-variant-east-asian: normal; font-variant-numeric: normal; font-variation-settings: normal; line-height: normal;">
</span><!--[endif]-->Super Bowl I 1967 - At half-time, with the Green
Bay Packers trailing the Kansas City Chiefs, legendary coach Vince Lombardi
delivered a simple yet impactful message to his team. He famously said, "We've got to get back
to the basics," reminding his players to focus on fundamentals and execute
their game plan. The Packers responded
by scoring 21 unanswered points in the second half and went on to win the first
Super Bowl.<o:p></o:p></span></p><p class="MsoNoSpacing" style="margin-left: .25in; mso-list: l2 level1 lfo2; text-indent: -.25in;"><!--[if !supportLists]--><span style="font-family: arial; font-size: large;">·<span style="font-feature-settings: normal; font-kerning: auto; font-optical-sizing: auto; font-stretch: normal; font-variant-alternates: normal; font-variant-east-asian: normal; font-variant-numeric: normal; font-variation-settings: normal; line-height: normal;">
</span><!--[endif]-->"Miracle on Ice" 1980 Winter Olympics
- Herb Brooks' half-time talk during the game against the Soviet Union was
instrumental in motivating the United States hockey team. His speech emphasized the players' hard work,
belief, and opportunity to make history. The team responded by playing with renewed
determination and eventually secured a stunning upset victory over the heavily
favored Soviets.<o:p></o:p></span></p><p class="MsoNoSpacing" style="margin-left: .25in; mso-list: l2 level1 lfo2; text-indent: -.25in;"><span style="font-family: arial; font-size: large;"><br /></span></p><p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"></span></o:p></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial; font-size: large;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEg8lEoMAavhEuZgu-0zbItODlK60WPvjxzmmR1Pb9Pk21xsHy97syq05vhXD9jjYZaGtM3mjtoQtdDIE8LoAGUoujmdheVc-0pd1qFQGpjXpV9vbpZ5It7DeEzy98zkUCD57OLX67iAz1nUHbppfYKDbM9FsJxOiZU9_ENPBKS1W8o5rqm3ulYLmQOgJFE/s1221/No%20spam%20arrow.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" data-original-height="209" data-original-width="1221" height="55" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEg8lEoMAavhEuZgu-0zbItODlK60WPvjxzmmR1Pb9Pk21xsHy97syq05vhXD9jjYZaGtM3mjtoQtdDIE8LoAGUoujmdheVc-0pd1qFQGpjXpV9vbpZ5It7DeEzy98zkUCD57OLX67iAz1nUHbppfYKDbM9FsJxOiZU9_ENPBKS1W8o5rqm3ulYLmQOgJFE/s320/No%20spam%20arrow.jpg" width="320" /></a></span></div><span style="font-family: arial; font-size: large;"><br /> </span><p></p><p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"><br /></span></o:p></p><p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">When I think about hockey, I remember that there are two
breaks during the game known as intermissions. Although I can't recall exactly in which
intermission the speech occurred, the key point is that these mid-game breaks
are when skilled coaches showcase their abilities by adjusting strategies and
securing victories.<o:p></o:p></span></p><p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p><p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">What does a good coach do during these half-time
sessions? Here are some thoughts:<o:p></o:p></span></p><p class="MsoNoSpacing" style="margin-left: .5in; mso-list: l1 level1 lfo1; tab-stops: list .5in; text-indent: -.25in;"><!--[if !supportLists]--><span style="font-family: arial; font-size: large;">1.<span style="font-feature-settings: normal; font-kerning: auto; font-optical-sizing: auto; font-stretch: normal; font-variant-alternates: normal; font-variant-east-asian: normal; font-variant-numeric: normal; font-variation-settings: normal; line-height: normal;"> </span><!--[endif]--><b>Assess
the performance</b>: Start by objectively evaluating the team's performance in
the first half. Highlight the positives
and identify areas that need improvement. Provide constructive feedback to help the team
understand their strengths and weaknesses.<o:p></o:p></span></p><p class="MsoNoSpacing" style="margin-left: .5in; mso-list: l1 level1 lfo1; tab-stops: list .5in; text-indent: -.25in;"><!--[if !supportLists]--><span style="font-family: arial; font-size: large;">2.<span style="font-feature-settings: normal; font-kerning: auto; font-optical-sizing: auto; font-stretch: normal; font-variant-alternates: normal; font-variant-east-asian: normal; font-variant-numeric: normal; font-variation-settings: normal; line-height: normal;"> </span><!--[endif]--><b>Adjust
tactics</b>: If necessary, provide specific adjustments or tactical changes
that can help the team capitalize on opportunities or overcome challenges. Offer practical advice or tactical suggestions
that can improve performance in the second half.<o:p></o:p></span></p><p class="MsoNoSpacing" style="margin-left: .5in; mso-list: l1 level1 lfo1; tab-stops: list .5in; text-indent: -.25in;"><!--[if !supportLists]--><span style="font-family: arial; font-size: large;">3.<span style="font-feature-settings: normal; font-kerning: auto; font-optical-sizing: auto; font-stretch: normal; font-variant-alternates: normal; font-variant-east-asian: normal; font-variant-numeric: normal; font-variation-settings: normal; line-height: normal;"> </span><!--[endif]--><b>Reinforce
the game plan</b>: Remind the team of the pre-game strategy and the goals they
set out to achieve. Emphasize the
importance of sticking to the plan and executing it effectively. Reinforce key
tactics, plays, or strategies that have been successful or need adjustment.<o:p></o:p></span></p><p class="MsoNoSpacing" style="margin-left: .5in; mso-list: l1 level1 lfo1; tab-stops: list .5in; text-indent: -.25in;"><!--[if !supportLists]--><span style="font-family: arial; font-size: large;">4.<span style="font-feature-settings: normal; font-kerning: auto; font-optical-sizing: auto; font-stretch: normal; font-variant-alternates: normal; font-variant-east-asian: normal; font-variant-numeric: normal; font-variation-settings: normal; line-height: normal;"> </span><!--[endif]--><b>Build
unity and support</b>: Reinforce the importance of teamwork, unity, and
communication. Encourage players to
support and encourage each other throughout the second half. Remind them that they are a collective unit
working towards a common goal.<o:p></o:p></span></p><p class="MsoNoSpacing" style="margin-left: .5in; mso-list: l1 level1 lfo1; tab-stops: list .5in; text-indent: -.25in;"><!--[if !supportLists]--><span style="font-family: arial; font-size: large;">5.<span style="font-feature-settings: normal; font-kerning: auto; font-optical-sizing: auto; font-stretch: normal; font-variant-alternates: normal; font-variant-east-asian: normal; font-variant-numeric: normal; font-variation-settings: normal; line-height: normal;"> </span><!--[endif]--><b>Highlight
the reward</b>: Remind the team of the potential rewards or the significance of
the game. Whether it's a championship, a rivalry match, or a personal
milestone, emphasize what is at stake and how their efforts can lead to
success.<o:p></o:p></span></p><p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p><p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">It’s time for our own version of a half-time
session. Let’s look at what a
distributor sales team might do using the same general headings as a sports
half-time pep talk/strategy session.<o:p></o:p></span></p><p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p><p class="MsoNoSpacing"><b><i><span style="font-family: arial; font-size: large;">Assessing Performance<o:p></o:p></span></i></b></p><p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">It is important to understand whether you are winning or
losing the game. Without a two-story
scoreboard off in the distance, we determine our situation. Using sales data,
the numbers must be analyzed using the following points:<o:p></o:p></span></p><p class="MsoNoSpacing" style="margin-left: .5in; mso-list: l0 level1 lfo3; text-indent: -.25in;"><!--[if !supportLists]--><span style="font-family: arial; font-size: large;">·<span style="font-feature-settings: normal; font-kerning: auto; font-optical-sizing: auto; font-stretch: normal; font-variant-alternates: normal; font-variant-east-asian: normal; font-variant-numeric: normal; font-variation-settings: normal; line-height: normal;">
</span><!--[endif]-->Which customers are up or down for the year? <o:p></o:p></span></p><p class="MsoNoSpacing" style="margin-left: .5in;"><span style="font-family: arial; font-size: large;">This works better if you look at
this year to date, versus last year to date.
Comparing your numbers against goals is another good exercise. <o:p></o:p></span></p><p class="MsoNoSpacing" style="margin-left: .5in; mso-list: l0 level1 lfo3; text-indent: -.25in;"><!--[if !supportLists]--><span style="font-family: arial; font-size: large;">·<span style="font-feature-settings: normal; font-kerning: auto; font-optical-sizing: auto; font-stretch: normal; font-variant-alternates: normal; font-variant-east-asian: normal; font-variant-numeric: normal; font-variation-settings: normal; line-height: normal;">
</span><!--[endif]-->Did you see any changes within customer segments
or industries? <o:p></o:p></span></p><p class="MsoNoSpacing" style="margin-left: .5in;"><span style="font-family: arial; font-size: large;">This one requires some effort
because the intelligent front ends of most business systems will not easily
allow you to sort customers by segments or industries. At the very minimum, some manual examination
is recommended. For instance, are OEMs
serving the food industry up? <o:p></o:p></span></p><p class="MsoNoSpacing" style="margin-left: .5in; mso-list: l0 level1 lfo3; text-indent: -.25in;"><!--[if !supportLists]--><span style="font-family: arial; font-size: large;">·<span style="font-feature-settings: normal; font-kerning: auto; font-optical-sizing: auto; font-stretch: normal; font-variant-alternates: normal; font-variant-east-asian: normal; font-variant-numeric: normal; font-variation-settings: normal; line-height: normal;">
</span><!--[endif]-->Which products or technologies are up or down?<o:p></o:p></span></p><p class="MsoNoSpacing" style="margin-left: .5in;"><span style="font-family: arial; font-size: large;">If it is not possible to examine
sales by specific technologies, at least review sales by the manufacturer. <o:p></o:p></span></p><p class="MsoNoSpacing" style="margin-left: .5in; mso-list: l0 level1 lfo3; text-indent: -.25in;"><!--[if !supportLists]--><span style="font-family: arial; font-size: large;">·<span style="font-feature-settings: normal; font-kerning: auto; font-optical-sizing: auto; font-stretch: normal; font-variant-alternates: normal; font-variant-east-asian: normal; font-variant-numeric: normal; font-variation-settings: normal; line-height: normal;">
</span><!--[endif]-->Have there been any changes in supply, customer
adoption, or other points which may have had an impact on your position in the
market?<o:p></o:p></span></p><p class="MsoNoSpacing" style="margin-left: .5in;"><span style="font-family: arial; font-size: large;">We are coming out of the Covid-driven
supply chain crisis, but there could be some lingering changes in customer
behavior.<o:p></o:p></span></p><p class="MsoNoSpacing" style="margin-left: .5in; mso-list: l0 level1 lfo3; text-indent: -.25in;"><!--[if !supportLists]--><span style="font-family: arial; font-size: large;">·<span style="font-feature-settings: normal; font-kerning: auto; font-optical-sizing: auto; font-stretch: normal; font-variant-alternates: normal; font-variant-east-asian: normal; font-variant-numeric: normal; font-variation-settings: normal; line-height: normal;">
</span><!--[endif]-->Are there large opportunities/orders which have
not yet materialized?<o:p></o:p></span></p><p class="MsoNoSpacing" style="margin-left: .5in;"><span style="font-family: arial; font-size: large;">Consider these points. How would you forecast the probability of
success? What are the chances the order
will happen in the latter half of the year?
Are there factors that could impact the size of the order? Is there a need to change strategy? <o:p></o:p></span></p><p class="MsoNoSpacing" style="margin-left: .5in; mso-list: l0 level1 lfo3; text-indent: -.25in;"><!--[if !supportLists]--><span style="font-family: arial; font-size: large;">·<span style="font-feature-settings: normal; font-kerning: auto; font-optical-sizing: auto; font-stretch: normal; font-variant-alternates: normal; font-variant-east-asian: normal; font-variant-numeric: normal; font-variation-settings: normal; line-height: normal;">
</span><!--[endif]-->What seasonal aspects may impact the second
quarter of the year?<o:p></o:p></span></p><p class="MsoNoSpacing" style="margin-left: .5in; mso-list: l0 level1 lfo3; text-indent: -.25in;"><!--[if !supportLists]--><span style="font-family: arial; font-size: large;">·<span style="font-feature-settings: normal; font-kerning: auto; font-optical-sizing: auto; font-stretch: normal; font-variant-alternates: normal; font-variant-east-asian: normal; font-variant-numeric: normal; font-variation-settings: normal; line-height: normal;">
</span><!--[endif]-->Are you meeting commitments to key supply
partners?<o:p></o:p></span></p><p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p><p class="MsoNoSpacing"><b><i><span style="font-family: arial; font-size: large;">Adjust tactics.<o:p></o:p></span></i></b></p><p class="MsoNoSpacing"></p><div class="separator" style="clear: both; text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEizPDgu7yi4kYVUWkJRYa865dT_ePKM8YBlU-2zY79pr8btcXYzTaUsNaECLzxizxMOS7jhIpMUISD4LTX7GQ0PLqLCHTsQ1vGwLL7-fW3SkGTGOkoQNmWvNSIRauRop3NRaoWHz6RyOWFgHNXa4tFsOOYfLzxxKBWopYF_Wm5gcQs9NVvhQ4_VWX00L_k/s612/football%20play.jpg" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" data-original-height="448" data-original-width="612" height="234" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEizPDgu7yi4kYVUWkJRYa865dT_ePKM8YBlU-2zY79pr8btcXYzTaUsNaECLzxizxMOS7jhIpMUISD4LTX7GQ0PLqLCHTsQ1vGwLL7-fW3SkGTGOkoQNmWvNSIRauRop3NRaoWHz6RyOWFgHNXa4tFsOOYfLzxxKBWopYF_Wm5gcQs9NVvhQ4_VWX00L_k/s320/football%20play.jpg" width="320" /></a></div><span style="font-family: arial; font-size: large;">Economic conditions shift, new competitors emerge, and
other<br /> factors may require a shift in tactics. Here are some things to consider:<o:p></o:p></span><p></p><p class="MsoNoSpacing" style="margin-left: .5in; mso-list: l3 level1 lfo4; text-indent: -.25in;"><!--[if !supportLists]--><span style="font-family: arial; font-size: large;">·<span style="font-feature-settings: normal; font-kerning: auto; font-optical-sizing: auto; font-stretch: normal; font-variant-alternates: normal; font-variant-east-asian: normal; font-variant-numeric: normal; font-variation-settings: normal; line-height: normal;">
</span><!--[endif]-->Are there customers whose business levels have
lagged because of some shift in their market?
If so, should time devoted to them be throttled back and invested
elsewhere? Create a list of customers
impacted. How will you drive this
forward in the coming six months?<o:p></o:p></span></p><p class="MsoNoSpacing" style="margin-left: .5in; mso-list: l3 level1 lfo4; text-indent: -.25in;"><!--[if !supportLists]--><span style="font-family: arial; font-size: large;">·<span style="font-feature-settings: normal; font-kerning: auto; font-optical-sizing: auto; font-stretch: normal; font-variant-alternates: normal; font-variant-east-asian: normal; font-variant-numeric: normal; font-variation-settings: normal; line-height: normal;">
</span><!--[endif]-->Are some types of customers increasing activities
in the market? Does shifting resources
to capitalize on these activities make sense?<o:p></o:p></span></p><p class="MsoNoSpacing" style="margin-left: .5in; mso-list: l3 level1 lfo4; text-indent: -.25in;"><!--[if !supportLists]--><span style="font-family: arial; font-size: large;">·<span style="font-feature-settings: normal; font-kerning: auto; font-optical-sizing: auto; font-stretch: normal; font-variant-alternates: normal; font-variant-east-asian: normal; font-variant-numeric: normal; font-variation-settings: normal; line-height: normal;">
</span><!--[endif]-->If there are products which are lagging last
year, does it make sense to decrease your efforts on those products and better
position them?<o:p></o:p></span></p><p class="MsoNoSpacing" style="margin-left: .5in; mso-list: l3 level1 lfo4; text-indent: -.25in;"><!--[if !supportLists]--><span style="font-family: arial; font-size: large;">·<span style="font-feature-settings: normal; font-kerning: auto; font-optical-sizing: auto; font-stretch: normal; font-variant-alternates: normal; font-variant-east-asian: normal; font-variant-numeric: normal; font-variation-settings: normal; line-height: normal;">
</span><!--[endif]-->If there are marketing activities planned for
the second half of the year, does the investment still make sense?<o:p></o:p></span></p><p class="MsoNoSpacing" style="margin-left: .5in; mso-list: l3 level1 lfo4; text-indent: -.25in;"><!--[if !supportLists]--><span style="font-family: arial; font-size: large;">·<span style="font-feature-settings: normal; font-kerning: auto; font-optical-sizing: auto; font-stretch: normal; font-variant-alternates: normal; font-variant-east-asian: normal; font-variant-numeric: normal; font-variation-settings: normal; line-height: normal;">
</span><!--[endif]-->Supplier relations are also fluid. Are there any issues with your key suppliers that
should be addressed to maximize your success?<o:p></o:p></span></p><p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p><p class="MsoNoSpacing"><b><i><span style="font-family: arial; font-size: large;">Reinforce your Game Plan<o:p></o:p></span></i></b></p><p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">These types of reviews can easily create confusion within
the ranks. If you have a 3–5-year
strategic plan, now is a good time to review the plan with your team. If you do not have such a plan, you must
consider the most important aspects of your business over the next few
years. For example, if your plan calls
for better relationships with a few key supply partners, this could be easily
forgotten as you scramble for new orders.
<o:p></o:p></span></p><p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p><p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">The message is don’t allow short-term conditions to
distract from where you want to be in the future.<o:p></o:p></span></p><p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p><p class="MsoNoSpacing"><b><i><span style="font-family: arial; font-size: large;">Unity and Support<o:p></o:p></span></i></b></p><p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">Now, more than ever, distributor sales effort is a team exercise. Continuing with our sports analogy, teams
have playbooks. Each member of the
organization understands not only their assignments but also how the activities
of team members intersect with their own work.
<o:p></o:p></span></p><p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p><p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">Now is a good time to review how your playbook is working. For customers, this means a seamless
interaction with your company. For the supply
partners, it means being able to instantly identify the right person for a
follow-up. For the team, there needs to
be a strong understanding of each goal. <o:p></o:p></span></p><p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p><p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p><p class="MsoNoSpacing"><b><i><span style="font-family: arial; font-size: large;">Now is the Time. <o:p></o:p></span></i></b></p><p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">Surprisingly, numerous organizations fail to initiate the
year with decisive actions. Often,
annual plans remain dormant until well into the first quarter or even later. This is the beginning of the second half. We don’t have the luxury of time. Start now and make your time count. <o:p></o:p></span></p><p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p><p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">This might be the perfect time to recall George Gipp, who
played football for Knute Rockne at Notre Dame a century ago. Sadly, Gipp died of strep throat back in the
time before antibiotics. Rockne
memorialized Gipp with his famous half-time speech during the 1928 game with
Army.<o:p></o:p></span></p><p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p><p>
</p><p align="center" class="MsoNoSpacing" style="text-align: center;"><b><span style="font-family: arial; font-size: large;">“Go out and win
one for the Gipper.”</span><o:p></o:p></b></p><div><br /></div><div><br /></div><div><br /></div><div><br /></div><div><p class="MsoNoSpacing"><b><span style="font-size: medium;"><i></i></span></b></p><div class="separator" style="clear: both; text-align: center;"><b><span style="font-size: medium;"><i><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEijo1wFKEGGpZNgH50GEXkcJ1Nug6VVVDiIy1nTs-Tb-ltkQNIfBPe-d9YeiqW0jE8ZSqkbi6ELMzT1JRJ_cjzra3PlXl1iGaybZiQBssYSCAmK7BFGFpQu_B2ne_mOYSLoQEHF7i3pJH3T4tYX-nixRHBKF03JxpRWenXxnRigTsxwnylCd8F3oRzwFk8/s256/AI%20Frank.png" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" data-original-height="256" data-original-width="256" height="256" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEijo1wFKEGGpZNgH50GEXkcJ1Nug6VVVDiIy1nTs-Tb-ltkQNIfBPe-d9YeiqW0jE8ZSqkbi6ELMzT1JRJ_cjzra3PlXl1iGaybZiQBssYSCAmK7BFGFpQu_B2ne_mOYSLoQEHF7i3pJH3T4tYX-nixRHBKF03JxpRWenXxnRigTsxwnylCd8F3oRzwFk8/s1600/AI%20Frank.png" width="256" /></a></i></span></b></div><b><span style="font-size: medium;"><i>Frank Hurtte, Founding Partner of River Heights
Consulting, shares his personal experiences with 28 years of "in the
trenches" training and 17 years as a consultant. He serves as a personal coach to industry
leaders across many lines of distribution.
Hurtte has written hundreds of articles for national trade magazines and
is nearly finished with his 6<sup>th</sup> book.<o:p></o:p></i></span></b><p></p>
<p class="MsoNoSpacing"><b><span style="font-size: medium;"><i> </i></span></b><b><span style="font-size: medium;"><i>Frank is also a sought-after copywriter of marketing
materials for technology companies. His
charismatic, yet laid-back, easy-to-follow manner makes him a favorite among
public speakers.</i></span></b></p></div><div><br /></div><div><br /></div><div><br /></div><div><br /></div><div><br /></div><div><br /></div><div><br /></div><div><br /></div><div>...</div><div><br /></div><div><br /></div><div class="blogger-post-footer">TheDistributorChannel is a service of River Heights Consulting.
Please visit our site at:
www.RiverHeightsConsulting.com</div>RHCAdminhttp://www.blogger.com/profile/09245018398011600397noreply@blogger.com0tag:blogger.com,1999:blog-2677706889728771219.post-69811259003682051472023-06-30T14:17:00.004-05:002023-06-30T14:19:57.236-05:00Enjoy Your Extra Long Weekend-- Next Week Let's Blast Off into the Second Half of 2023<p></p><div class="separator" style="clear: both; text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhc_1kmTqliBAVvscP-m7bOqaF3CG1Mi0-Gw4n5CDiqY-lqgcDFXaX-ynIiBCWeWPBSsMTuNBgc95CHuZ1Pfqfh7zUvj_JMPWknH551gQGRU44CLUmSTF6mkGhGihMMmkMF8diQ7eBdt5niPXX5rrLrnau8aDH6-QO0fcd7Hhl5H7M9Yu-L6VLQsBBde-E/s945/Enjoy%20your%20time.png" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" data-original-height="945" data-original-width="945" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhc_1kmTqliBAVvscP-m7bOqaF3CG1Mi0-Gw4n5CDiqY-lqgcDFXaX-ynIiBCWeWPBSsMTuNBgc95CHuZ1Pfqfh7zUvj_JMPWknH551gQGRU44CLUmSTF6mkGhGihMMmkMF8diQ7eBdt5niPXX5rrLrnau8aDH6-QO0fcd7Hhl5H7M9Yu-L6VLQsBBde-E/s320/Enjoy%20your%20time.png" width="320" /></a></div><span style="font-family: arial; font-size: large;">July 2nd is the mid-point of the year. Whether business is BOOMING (see what we did there) or you're feeling the summer slump, we all need to look ahead to the rest of the year.<br /><br />When we're all back, relaxed and FOCUSED, we will dive into how to use your current situation to be more successful in the latter half of the year.<br /><br />In the meantime, enjoy your parties or picnics with family and friends.<br /><br />Have a safe and happy Fourth--without trips to the ER!</span><p></p><div><span style="font-family: arial; font-size: large;"><br /></span></div><div><span style="font-family: arial; font-size: large;">Don't want to miss it?<br /><br /></span></div><div><div class="separator" style="clear: both; text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjhQFSCI9K18fHM7qQvUKCFbI0YDCT1e6C2wTNDwRk9PKUugYctlkZ3Kc06g_ESYgbzUbsZL7g1BJY8oyX_RHMN_MTaZ5gvF3EvltrZm6Xe8dhVBd_IRUNUvVzf8L1nVlPQNRg3F4a0y0ouuiR17n3OrNioKzI-AFd5hjxIZ2Hl-tsEnh5XV8SAWwA19lw/s1221/No%20spam%20arrow.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" data-original-height="209" data-original-width="1221" height="55" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjhQFSCI9K18fHM7qQvUKCFbI0YDCT1e6C2wTNDwRk9PKUugYctlkZ3Kc06g_ESYgbzUbsZL7g1BJY8oyX_RHMN_MTaZ5gvF3EvltrZm6Xe8dhVBd_IRUNUvVzf8L1nVlPQNRg3F4a0y0ouuiR17n3OrNioKzI-AFd5hjxIZ2Hl-tsEnh5XV8SAWwA19lw/s320/No%20spam%20arrow.jpg" width="320" /></a></div><br /><span style="font-family: arial; font-size: large;"><br /></span></div><div><span style="font-family: arial; font-size: large;"><br /></span></div><div><span style="font-family: arial; font-size: large;"><br /></span></div><div><span style="font-family: arial; font-size: large;"><br /></span></div><div><span style="font-family: arial; font-size: large;"><br /></span></div><div><span style="font-family: arial; font-size: large;"><br /></span></div><div><span style="font-family: arial; font-size: large;"><br /></span></div><div><span style="font-family: arial; font-size: large;">...</span></div><div class="blogger-post-footer">TheDistributorChannel is a service of River Heights Consulting.
Please visit our site at:
www.RiverHeightsConsulting.com</div>RHCAdminhttp://www.blogger.com/profile/09245018398011600397noreply@blogger.com0tag:blogger.com,1999:blog-2677706889728771219.post-79527215725372865012023-06-23T12:00:00.002-05:002023-06-23T12:00:31.792-05:00Celebrating International Women in Engineering Day<p><span style="font-family: arial; font-size: large;"><b>Empowering Female Innovators Worldwide</b></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial; font-size: large;"><b><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEicFnRM5tRFNmhGDRfKcNFo7_zCLkK9cL7wP7bube4ufVxjFBEv5-p5d8eHTTNrjMGSbNnUikh8uUmwBnoWzQ3-3Rve5TaVN6ty1CPtmCyAYmV6IP2WMxSJbRTrpQJvqEYU3U6CqQ-JZ_IZgNMKBrPNd5QQTWO7yEM0YthPWt7NgEsXDJld2lhJA6qTN0w/s810/women%20in%20engineering.png" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" data-original-height="810" data-original-width="810" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEicFnRM5tRFNmhGDRfKcNFo7_zCLkK9cL7wP7bube4ufVxjFBEv5-p5d8eHTTNrjMGSbNnUikh8uUmwBnoWzQ3-3Rve5TaVN6ty1CPtmCyAYmV6IP2WMxSJbRTrpQJvqEYU3U6CqQ-JZ_IZgNMKBrPNd5QQTWO7yEM0YthPWt7NgEsXDJld2lhJA6qTN0w/s320/women%20in%20engineering.png" width="320" /></a></b></span></div><span style="font-family: arial; font-size: large;"><b><br /></b>Every year on June 23rd, we celebrate International Women in
Engineering Day (INWED) to recognize and applaud women's exceptional contributions to engineering. This global initiative aims to raise
awareness about the achievements of women engineers, promote gender diversity
in engineering, and inspire the next generation of female innovators. By
highlighting the accomplishments of women in engineering, we
hope to create a more inclusive and equitable industry that benefits society.</span><p></p><p class="MsoNormal"><span style="font-family: arial; font-size: large;"><o:p></o:p></span></p>
<p class="MsoNormal"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNormal"><b><span style="font-family: arial; font-size: large;">Closing the Gender Gap<o:p></o:p></span></b></p>
<p class="MsoNormal"><span style="font-family: arial; font-size: large;">Historically, engineering has been a male-dominated
profession. Women faced numerous challenges and barriers to entering the field. INWED serves as a platform to break barriers and foster a supportive environment for female engineers. It
encourages organizations and educational institutions to address the gender gap
and work toward gender equality in engineering.<o:p></o:p></span></p>
<p class="MsoNormal"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNormal"><b><span style="font-family: arial; font-size: large;">Inspiring Future Generations<o:p></o:p></span></b></p>
<p class="MsoNormal"><span style="font-family: arial; font-size: large;">One of the primary objectives of INWED is to inspire and
encourage young girls and women to consider careers in engineering. By
showcasing the achievements of female engineers, we aim to break stereotypes
and provide role models for aspiring engineers. Various events, workshops, and
mentoring programs are organized on this day to engage young minds and
demonstrate the exciting possibilities that engineering offers.<o:p></o:p></span></p>
<p class="MsoNormal"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNormal"><b><span style="font-family: arial; font-size: large;">Promoting Diversity and Inclusion<o:p></o:p></span></b></p>
<p class="MsoNormal"><span style="font-family: arial; font-size: large;">International Women in Engineering
Day advocates for a more diverse and inclusive engineering community. It
inspires organizations to prioritize diversity in their workforce, ensuring
that women have equal opportunities for career advancement and leadership
roles. By embracing diversity, the engineering industry can benefit from a
broader range of perspectives and experiences, leading to more groundbreaking
solutions to global challenges.<o:p></o:p></span></p>
<p class="MsoNormal"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNormal"><b><span style="font-family: arial; font-size: large;">Empowering Change<o:p></o:p></span></b></p>
<p class="MsoNormal"><span style="font-family: arial; font-size: large;">INWED fosters a supportive network,
providing mentorship opportunities, and advocating for equal rights and
representation, this initiative enables women to overcome obstacles and succeed
in their chosen paths. Through the celebration of International Women in
Engineering Day, we not only honor the accomplishments of female engineers but
also work towards a more inclusive and gender-balanced future.<o:p></o:p></span></p>
<p class="MsoNormal"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNormal"><span style="font-family: arial; font-size: large;">International Women in Engineering Day serves as a reminder
that women have played a pivotal role in shaping our world through their
contributions to engineering. On this day, let us celebrate the remarkable achievements of women
engineers and commit ourselves to creating a more inclusive and equitable engineering
industry for all.</span><o:p></o:p></p><p class="MsoNormal"><span style="font-family: arial; font-size: large;"><br /></span></p><p class="MsoNormal"><i></i></p><div class="separator" style="clear: both; text-align: center;"><i><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhJaLR-A891xi5rCKIKrIxOR9ZzsNZN25RoJuoDFRL6chQypgmvUh610yltnmBJofa7Qy64NVwl-0azANYPKulmwh3BSIOkb_-Vc7AJGlaetZxx8bFVc-UXfmyyZx-Hp8qDb5XXQyLn79bgbrlEJ1owg2UPPDN5VVI-xNVKmEHRof8xL7_GU3GVnM7e5aA/s228/frank.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" data-original-height="228" data-original-width="171" height="228" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhJaLR-A891xi5rCKIKrIxOR9ZzsNZN25RoJuoDFRL6chQypgmvUh610yltnmBJofa7Qy64NVwl-0azANYPKulmwh3BSIOkb_-Vc7AJGlaetZxx8bFVc-UXfmyyZx-Hp8qDb5XXQyLn79bgbrlEJ1owg2UPPDN5VVI-xNVKmEHRof8xL7_GU3GVnM7e5aA/s1600/frank.jpg" width="171" /></a></i></div><i>Frank Hurtte, Founding Partner of River Heights Consulting,
shares his personal experiences with 28<o:p></o:p></i><p></p><p class="MsoNormal"><i><br />years of "in the trenches" training and 17 years
as a consultant. He serves as a personal
coach to industry leaders across many lines of distribution. He has authored 5.5 books (one is almost
done) and has written hundreds of articles for national trade magazines. His newest book drops later this summer.<o:p></o:p></i></p><p class="MsoNormal"><i><o:p> </o:p>Frank is also a sought-after copywriter of marketing
materials for technology companies. His
charismatic, yet laid-back, easy-to-follow manner makes him a favorite among
public speakers.</i></p><p class="MsoNormal"><i><br /></i></p><p class="MsoNormal"><i><br /></i></p><p class="MsoNormal"><i><br /></i></p><p class="MsoNormal"><i><br /></i></p><p class="MsoNormal"><i><br /></i></p><p class="MsoNormal"><i>...</i></p><p class="MsoNormal"><o:p></o:p></p><div class="blogger-post-footer">TheDistributorChannel is a service of River Heights Consulting.
Please visit our site at:
www.RiverHeightsConsulting.com</div>RHCAdminhttp://www.blogger.com/profile/09245018398011600397noreply@blogger.com0tag:blogger.com,1999:blog-2677706889728771219.post-80092779485525324912023-06-09T11:14:00.000-05:002023-06-09T11:14:06.040-05:00Where are the Sales Calls?<p></p><div class="separator" style="clear: both; text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiFPdNVIOjzw5ASWIdYJ4XGsK5isWnwgGOMfj1Phuifn4dH2YDcRuRx6ujfdzENrVnmFBr0dm8YjYYUlFDuupDN_r-MOcIXm7DdzcKJlvIRcRtH1oNRJo65-KCp6oesMXEu_oYx5Z0BtE6fhTF5u5iw0I9C8HX71KtSiMbEagqyYKf3cWpmyHeRAnU3/s810/where%20are%20the%20sales%20calls.png" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" data-original-height="810" data-original-width="810" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiFPdNVIOjzw5ASWIdYJ4XGsK5isWnwgGOMfj1Phuifn4dH2YDcRuRx6ujfdzENrVnmFBr0dm8YjYYUlFDuupDN_r-MOcIXm7DdzcKJlvIRcRtH1oNRJo65-KCp6oesMXEu_oYx5Z0BtE6fhTF5u5iw0I9C8HX71KtSiMbEagqyYKf3cWpmyHeRAnU3/s320/where%20are%20the%20sales%20calls.png" width="320" /></a></div><span style="font-family: arial; font-size: large;">Sales managers are under pressure to increase sales calls<br /> and productivity. This leads to scrutiny of call reports, which often reveal poor results. </span><p></p><p><span style="font-family: arial; font-size: large;">To improve their reports, salespeople are counting drop-by visits with no customer contact as sales calls, which is ineffective. Several factors contribute to the lack of customer visits: poor time planning, inefficient travel, failure to make appointments, getting caught up in trivial tasks, excessive focus on customer emergencies, and complex individual situations. </span></p><p><span style="font-family: arial; font-size: large;">To address these issues, you need a coaching plan. Over a 6-8 week period, sales managers should review each seller's planned activities for the upcoming week, log data on their plans, and compare them with the actual results. This allows for the identification of:</span></p><p><span style="font-family: arial; font-size: large;">•<span style="white-space: pre;"> </span>Scheduling issues. Are they really planning ahead?</span></p><p><span style="font-family: arial; font-size: large;">•<span style="white-space: pre;"> </span>Issues with setting appointments. Do they need some coaching here?</span></p><p><span style="font-family: arial; font-size: large;">•<span style="white-space: pre;"> </span>Emergencies that took them out of the field. Are they justified or just control issues?</span></p><p><span style="font-family: arial; font-size: large;">•<span style="white-space: pre;"> </span>The products, services, and issues discussed. Customers don’t want their time wasted. Are the products properly selected? Are they bringing the right sales materials?</span></p><p><span style="font-family: arial; font-size: large;">•<span style="white-space: pre;"> </span>Identify individual issues which need skills training, coaching, or management.</span></p><p><span style="font-family: arial; font-size: large;">The process should be individualized and focused on long-term improvement, recognizing that it takes time to develop new habits. They say it takes 30 days to form a habit, so be prepared to show some grace, but don’t let your team wear you down.</span></p><p><span style="font-family: arial; font-size: large;"><br /></span></p><p><span style="font-family: arial; font-size: large;"></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial; font-size: large;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgEquF0cAtSYTGhUAJq9-7b6vRRwWGjq18-7UL49YAQn8n597YEuk5o5zVZVStxCH3S27DsdtTFKuZ83_FvB0l92K_QaS5K_JlvBOdJRiY3vFhq-TyM1rVN4U3YS2k1ujERddQtDQsCXd6T8ev1hwk5nsrscEgp9-SZa8D40BWQn43Tv6giWooT-CVF/s2700/3-21-23%20New%20Sales%20Guy%20Cover%20r3.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" data-original-height="2700" data-original-width="1800" height="200" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgEquF0cAtSYTGhUAJq9-7b6vRRwWGjq18-7UL49YAQn8n597YEuk5o5zVZVStxCH3S27DsdtTFKuZ83_FvB0l92K_QaS5K_JlvBOdJRiY3vFhq-TyM1rVN4U3YS2k1ujERddQtDQsCXd6T8ev1hwk5nsrscEgp9-SZa8D40BWQn43Tv6giWooT-CVF/w133-h200/3-21-23%20New%20Sales%20Guy%20Cover%20r3.jpg" width="133" /></a></span></div><span style="font-family: arial; font-size: large;"><br />Need more details? The New Sales Guy Project is in the works and should be ready for distribution in the next couple of weeks! We will also have a “study group” to go along with it to help your newest salespeople stay on track. <a href="mailto:frank@riverheightsconsulting.com" target="_blank">Drop me a line</a> to reserve your copy!</span><p></p><p><span style="font-family: arial; font-size: large;"><br /></span></p><p><span style="font-family: arial; font-size: large;"><br /></span></p><p><span style="font-family: arial; font-size: large;"><br /></span></p><p><span style="font-family: arial; font-size: large;"><br /></span></p><p class="MsoNormal"><span style="font-family: arial; font-size: medium;"><i></i></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial; font-size: medium;"><i><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjMb0q7YY-cETa_m1KXXqTd2n8ZPh4CPTfmcUWnSg5MNL0Jy0WTpOxEUIcMdlbED-h6lONfqYCnJTqsXkIKxxp-UnWF9Q_M28FPFVnULR0R7lFKIcT2lhSKLkcBm86xZlGiEhdPfpIPXYTiBfMZAcMPrKFy-LE6yOt2HxRGs1eRyjVEg_rbgi0f9MUR/s228/frank.jpg" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" data-original-height="228" data-original-width="171" height="228" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjMb0q7YY-cETa_m1KXXqTd2n8ZPh4CPTfmcUWnSg5MNL0Jy0WTpOxEUIcMdlbED-h6lONfqYCnJTqsXkIKxxp-UnWF9Q_M28FPFVnULR0R7lFKIcT2lhSKLkcBm86xZlGiEhdPfpIPXYTiBfMZAcMPrKFy-LE6yOt2HxRGs1eRyjVEg_rbgi0f9MUR/s1600/frank.jpg" width="171" /></a></i></span></div><span style="font-family: arial; font-size: medium;"><i>Frank Hurtte, Founding Partner of River Heights Consulting,
shares his personal experiences with 28 years of "in the trenches"
training and 18 years as a consultant.
He serves as a personal coach to industry leaders across many lines of
distribution. He has authored 5.5 books
(one is almost done) and has written hundreds of articles for national trade
magazines, including IMARK Now Electrical Magazine.<o:p></o:p></i></span><p></p><p>
</p><p class="MsoNormal"><span style="font-family: arial; font-size: medium;"><i>Frank is also a sought-after copywriter of marketing
materials for technology companies. His
charismatic, yet laid-back, easy-to-follow manner makes him a favorite among
public speakers.</i></span><o:p></o:p></p><p><span style="font-family: arial; font-size: large;"><br /></span></p><p><span style="font-family: arial; font-size: large;"><br /></span></p><p><span style="font-family: arial; font-size: large;"><br /></span></p><p><span style="font-family: arial; font-size: large;"><br /></span></p><p><span style="font-family: arial; font-size: large;"><br /></span></p><p><span style="font-family: arial; font-size: large;"><br /></span></p><p><span style="font-family: arial; font-size: large;">.</span></p><div><br /></div><div class="blogger-post-footer">TheDistributorChannel is a service of River Heights Consulting.
Please visit our site at:
www.RiverHeightsConsulting.com</div>RHCAdminhttp://www.blogger.com/profile/09245018398011600397noreply@blogger.com0tag:blogger.com,1999:blog-2677706889728771219.post-56957189347502723302023-05-08T14:19:00.005-05:002023-05-08T14:19:54.200-05:00IMARK Feature: Using Services as a Competitive Advantage<p></p><div class="separator" style="clear: both; text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiU_6BtrHFkr9GhpphnVnNGv2TYDzy1rnZbXkrLzmfHHSlUUFDUzcKtepzom_KNqo9uscdcRsnf9WBiVNlfSjibBGpj-c3x4SXaDWWgeT_gp-kMNKWOlRsAoXkRwyoCwPd48WUgZcKpMIj8WMgzSjKvd2O9CbS5xF9YbEUxPNMAgjVu_7dSJ_1YMtpz/s945/IMARK%20Magazine%20Cover%20Winter%202023%20TDC.png" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" data-original-height="945" data-original-width="945" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiU_6BtrHFkr9GhpphnVnNGv2TYDzy1rnZbXkrLzmfHHSlUUFDUzcKtepzom_KNqo9uscdcRsnf9WBiVNlfSjibBGpj-c3x4SXaDWWgeT_gp-kMNKWOlRsAoXkRwyoCwPd48WUgZcKpMIj8WMgzSjKvd2O9CbS5xF9YbEUxPNMAgjVu_7dSJ_1YMtpz/w320-h320/IMARK%20Magazine%20Cover%20Winter%202023%20TDC.png" width="320" /></a></div><br /><span style="font-family: arial; font-size: large;">Come see why your services, especially those with a fee, are your ultimate differentiator when it comes to competition. </span><p></p><p><span style="font-family: arial; font-size: large;"> Making changes NOW will mean success in the future.</span></p><p><span style="font-family: arial; font-size: large;"><br /></span></p><p><span style="font-family: arial; font-size: large;">Special thanks to IMARK Now Electrical Magazine for getting the word out!</span></p><p><span style="font-family: arial; font-size: large;"><br /></span></p><p><span style="font-family: arial; font-size: large;"><br /></span></p><p><span style="font-family: arial; font-size: large;"><br /></span></p><p><span style="font-family: arial; font-size: large;"><br /></span></p><p><span style="font-family: arial;"></span></p><div class="separator" style="clear: both; font-size: x-large; text-align: center;"><span style="font-family: arial;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhVACGv9kf2na_eWI2mkkCc5BeDwtyblVPdSGbt5ZGlAT-2kUoFxXz--YGvEqZX4DgBBrpVLGvMDId3cimAInElpQla2op5boxzPrGzHF5LghELc_7p8nD9-YsKCHrfmSbKhXE4zs2nT_d5Z-UGD_20ZhLA6NFmA_GTByzvyFT_prRRaq1p451n3xJz/s228/frank.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><i><img border="0" data-original-height="228" data-original-width="171" height="228" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhVACGv9kf2na_eWI2mkkCc5BeDwtyblVPdSGbt5ZGlAT-2kUoFxXz--YGvEqZX4DgBBrpVLGvMDId3cimAInElpQla2op5boxzPrGzHF5LghELc_7p8nD9-YsKCHrfmSbKhXE4zs2nT_d5Z-UGD_20ZhLA6NFmA_GTByzvyFT_prRRaq1p451n3xJz/s1600/frank.jpg" width="171" /></i></a></span></div><span style="font-family: arial;"><i><span style="font-size: medium;">Frank Hurtte, Founding Partner of River Heights Consulting, shares his personal experiences with 28 years of "in the trenches" training and 18 years as a consultant. He serves as a personal coach to industry leaders across many lines of distribution. He has authored 5.5 books (one is almost done) and has written hundreds of articles for national trade magazines, including IMARK Now Electrical Magazine.</span></i></span><p></p><p><span style="font-family: arial;"><i><span style="font-size: medium;">Frank is also a sought-after copywriter of marketing materials for technology companies. His charismatic, yet laid-back, easy-to-follow manner makes him a favorite among public speakers.</span></i></span></p><p><span style="font-family: arial;"><br /></span></p><p><span style="font-family: arial;"><br /></span></p><p><span style="font-family: arial;"><br /></span></p><p><span style="font-family: arial;">...</span></p><div class="blogger-post-footer">TheDistributorChannel is a service of River Heights Consulting.
Please visit our site at:
www.RiverHeightsConsulting.com</div>RHCAdminhttp://www.blogger.com/profile/09245018398011600397noreply@blogger.com0tag:blogger.com,1999:blog-2677706889728771219.post-8729110368985154162023-05-01T13:46:00.002-05:002023-05-01T13:46:37.043-05:006 Distributor Thoughts for Successful Customer Dealings<p><span style="font-family: arial; font-size: large;"></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial; font-size: large;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjpgMYndkOO-UtbqdqzvtVd0_FoovGK4DHyKBzQGWDdLhsrFQAXSyFGSAo88TtgXW6uPF4SMOtUf0D3OuouEpIMvX3ZZrCg-C0AYSUpPS1UqyuWAxOwH7aD5vjO0WIu6t7cIxUTmNrF9Vgl7wwtR33g36ECiH9nF7EPROcRhURETYNBmDJ6Ug6O8OCo/s320/6%20things%20pic.png" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" data-original-height="320" data-original-width="320" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjpgMYndkOO-UtbqdqzvtVd0_FoovGK4DHyKBzQGWDdLhsrFQAXSyFGSAo88TtgXW6uPF4SMOtUf0D3OuouEpIMvX3ZZrCg-C0AYSUpPS1UqyuWAxOwH7aD5vjO0WIu6t7cIxUTmNrF9Vgl7wwtR33g36ECiH9nF7EPROcRhURETYNBmDJ6Ug6O8OCo/s1600/6%20things%20pic.png" width="320" /></a></span></div><span style="font-family: arial; font-size: large;">I recently attended the AHTD Spring Meeting. I always enjoy<br /> these meetings. They keep me up to date with the industry and always provide plenty of networking opportunities. It's important to eat meals and have drinks with future friends (I've never met a stranger) to gain insight. During an after-hours meeting one night, a brand-new sales manager asked me about keeping customers as prices continue to rise.</span><p></p><p><span style="font-family: arial; font-size: large;"><br /></span></p><p><span style="font-family: arial; font-size: large;">I thought back to an article I wrote for IMARK Now Magazine. Specifically, I addressed how distributors could find new customers and nurture their current customers. I began the article with these half dozen thoughts I believe distributors everywhere should use to better focus their businesses: </span></p><p><span style="font-family: arial; font-size: large;"> </span></p><p><span style="font-family: arial; font-size: large;"><b>Thought One:</b> Over the years, distributors have done a poor job of selecting their customers. In many instances, it is the customer who selects the distributor for reasons often unknown to the distributor.</span></p><p><span style="font-family: arial; font-size: large;"><br /></span></p><p><span style="font-family: arial; font-size: large;"><b>Thought Two: </b>The cost of bringing on a new customer, whether good or bad, is high. Doing business with the wrong customer subtracts from rather than adds to the bottom line of the distributor organization.</span></p><p></p><div class="separator" style="clear: both; text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgX7r09OxF-z8cAXQoyMii-mJQJYh6QKzqgGRlbxg-50QQScjxOgVXAxxRP0K2cjDzOPNaNYla--EGxLzHGy5JNzoaMMCacs0bUNuYfWIqTQ513qdTigh3fTOj_L23cuQ9LuNt9tf_2jLfVX3on2ztYIndkMvycrjCegUjs7Ypf1CXYaLtRDJlIP3yD/s200/subscribe%20circle.png" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><span style="font-family: arial; font-size: large;"><img border="0" data-original-height="200" data-original-width="200" height="200" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgX7r09OxF-z8cAXQoyMii-mJQJYh6QKzqgGRlbxg-50QQScjxOgVXAxxRP0K2cjDzOPNaNYla--EGxLzHGy5JNzoaMMCacs0bUNuYfWIqTQ513qdTigh3fTOj_L23cuQ9LuNt9tf_2jLfVX3on2ztYIndkMvycrjCegUjs7Ypf1CXYaLtRDJlIP3yD/s1600/subscribe%20circle.png" width="200" /></span></a></div><span style="font-family: arial; font-size: large;"><br /></span><p></p><p><span style="font-family: arial; font-size: large;"><br /></span></p><p><span style="font-family: arial; font-size: large;"><b>Thought Three:</b> Experts tell us half of the customers’ distributors we serve to provide negative profit contributions. Our research reports similar findings.</span></p><p><span style="font-family: arial; font-size: large;"><br /></span></p><p><span style="font-family: arial; font-size: large;"><b>Thought Four: </b> Current sales teams either lack the skills or abilities to properly prospect for new customers.</span></p><p><span style="font-family: arial; font-size: large;"><br /></span></p><p><span style="font-family: arial; font-size: large;"><b>Thought Five:</b> Research indicates our customers are online and 89 percent of B2B customers use the internet to find products early in their buying decisions.</span></p><p><span style="font-family: arial; font-size: large;"><br /></span></p><p><span style="font-family: arial; font-size: large;"><b>Thought Six: </b> Industry pontiffs have said for years that it is five times easier to sell more to an existing customer than to identify and develop a new customer. The internet may change this, but research is lacking. </span></p><p><span style="font-family: arial; font-size: large;"><br /></span></p><p><span style="font-family: arial; font-size: large;">So, what is the simple advice tied to these thoughts?</span></p><p><b><span style="font-family: arial; font-size: large;">Figure out which customers really contribute to the bottom line.</span></b></p><p><span style="font-family: arial; font-size: large;"><br /></span></p><p><span style="font-family: arial; font-size: large;"></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial; font-size: large;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEisonqPgKk3fpWj6JWGRsb00SubjFLdKh3Li_YSyQ7P8bH2wGAd0jtNhdR7J3j7TJ-q7S1RQjQd4uV2m4XPsePvaamLR3N0WpOxG2LphyBExOOClC1velXJQJlQ6fUhpQ_dk5xhc-l37-u8CjJAxKdBIaiwMfR4y_Xe12DT0ewv4aOEKVpWVXNDd3Uv/s200/profitgeneration.png" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" data-original-height="200" data-original-width="200" height="200" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEisonqPgKk3fpWj6JWGRsb00SubjFLdKh3Li_YSyQ7P8bH2wGAd0jtNhdR7J3j7TJ-q7S1RQjQd4uV2m4XPsePvaamLR3N0WpOxG2LphyBExOOClC1velXJQJlQ6fUhpQ_dk5xhc-l37-u8CjJAxKdBIaiwMfR4y_Xe12DT0ewv4aOEKVpWVXNDd3Uv/s1600/profitgeneration.png" width="200" /></a></span></div><span style="font-family: arial; font-size: large;">First, distributors need to understand who the good profit-<br />generating customers are, keeping in mind that most do not fall into this category. Profit generation cannot be measured in Gross Margin dollars or percentages. Instead, some real analysis is needed. The equation involves the number and size of orders/invoices, types of products purchased, service demands of the customer, and payment history. </span><p></p><p><span style="font-family: arial; font-size: large;"> </span></p><p><span style="font-family: arial; font-size: large;">Customers who do not generate a profit are an issue. Back in the old days, I heard a Distributor announce he was “terminating” all the unprofitable customers. He even held a meeting to let the unprofitable folks know they were being fired. I cannot recall if he served them snacks and beer at the meeting. Either way, I am <b>not</b> recommending that action. </span></p><p><span style="font-family: arial; font-size: large;"><br /></span></p><p><span style="font-family: arial; font-size: large;">For the unprofitable, some tools allow the distributor to take costs out of the system. Serving these customers electronically – via a webstore – makes sense. Similarly, increasing prices for these customers can offset some of the profitability drains. One distributor reported they are now charging some of these negative profit customers for things like expedites, handling, and assigning a fee if the customer requires a special order from a vendor who is not one of their key partners. You gotta admit, this one is smart!</span></p><p><span style="font-family: arial; font-size: large;"><br /></span></p><p><span style="font-family: arial; font-size: large;">For customers who require more service than their gross margin covers, it's time to migrate them to services tied to a fee. If they choose to go elsewhere for their service, you will be able to better serve the customers who do contribute to your bottom line.</span></p><p><span style="font-family: arial; font-size: large;"><br /></span></p><p><span style="font-family: arial; font-size: large;">Finally, when it comes to customers, salespeople rarely know who the “good ones” are. This is a management-driven task. Data is your friend. </span></p><p><b><span style="font-family: arial; font-size: large;">Do everything in your power to retain the best profit generators.</span></b></p><p><span style="font-family: arial; font-size: large;">Not only should you strive to outperform your competitors today, but you also need to understand these customers’ future direction. We call this distributor R&D. Typically, this is done with a management-to-management meeting. </span></p><p><span style="font-family: arial; font-size: large;"><br /></span></p><p><span style="font-family: arial; font-size: large;"></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial; font-size: large;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhAWVvZ7ZXLyLaET6lYHBFSHb7mOyrzRhyw3hnomjisq6n45POZSzJex-8WrHoL7xhKexacoVrQPiSp_CtnwmbEJ17YqUP7tmmKIg0nG3orAR4beb1K5ffcA1qDcrDIVRA9M_7lSvZEFQ0gyrm6Qi7EvpXjgal95TjtJH13TVeIyo7xr6U_0PScEsaX/s820/manager%20meeting.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" data-original-height="560" data-original-width="820" height="219" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhAWVvZ7ZXLyLaET6lYHBFSHb7mOyrzRhyw3hnomjisq6n45POZSzJex-8WrHoL7xhKexacoVrQPiSp_CtnwmbEJ17YqUP7tmmKIg0nG3orAR4beb1K5ffcA1qDcrDIVRA9M_7lSvZEFQ0gyrm6Qi7EvpXjgal95TjtJH13TVeIyo7xr6U_0PScEsaX/s320/manager%20meeting.jpg" width="320" /></a></span></div><span style="font-family: arial; font-size: large;">Why do we stress upper-level conversations? First, the lower-level contacts your salespeople know the best are usually not privy to the longer-range plans. For instance, would the head of the customer’s panel shop know the company was interested in outsourcing the panel business? Secondly, salespeople often suffer from not knowing when to listen and when to sell. When you start selling to a company president, VP, or plant manager, the conversation ends quickly, and great information does not flow. Finally, the top management of your customers knows where the company is heading in the future. </span><p></p><p><span style="font-family: arial; font-size: large;"> </span></p><p><span style="font-family: arial; font-size: large;">Distributors need time to prepare for the future, especially when the information from one of your best customers indicates a plan to invest heavily in a new technology outside your current expertise. Further, the existing and potentially long-running worker shortage drives customer needs tied to the outsourcing process and bits of their manufacturing needs. If the customer needs a service, it may take you time and effort to evaluate and respond. </span></p><p><span style="font-family: arial; font-size: large;"><br /></span></p><p><span style="font-family: arial; font-size: large;">These new process/service things are not the kind of commitments a salesperson can easily make. They often require both financial and human investment capital well before revenue begins. While no reasonable person would expect an instant decision or commitment, managers are in a better position to ask the kind of questions needed for a decision.</span></p><p><span style="font-family: arial; font-size: large;"><br /></span></p><p><span style="font-family: arial; font-size: large;"><b>A final thought - Data is important in distribution.</b></span></p><p><span style="font-family: arial; font-size: large;">For eons, distributors measured customers on two points: sales volume and gross margin. While any metric is better than no metric, these two points do not tell the full story. Years ago, my company decided to do an activity-based costing model for our customers. The results changed the way our team thought about customers. </span></p><p><span style="font-family: arial; font-size: large;"><br /></span></p><p><span style="font-family: arial; font-size: large;">For example, our highest profitability customer had a low gross margin percentage, their sales dollars were only moderately high, and they only placed orders with us four times a year. The deal was, they required almost no service, inventory, or inside sales time. Plus, they always paid early. </span></p><p><span style="font-family: arial; font-size: large;"><br /></span></p><p><span style="font-family: arial; font-size: large;">On the other side of the equation was a similarly sized customer with a higher gross margin percentage and slightly higher volume. They loved us and the service we provided. In fact, we were their de facto supplier for everything. The problem was they issued thousands of small orders every day and required constant attention from our technical specialists. The fact they were a profit drainer went against everything we believed – until that report.</span></p><p><span style="font-family: arial; font-size: large;"><br /></span></p><p><span style="font-family: arial; font-size: large;">Since this was done in the early 90s, our activity-based costing exercise took several hundred manhours. Much of the data had to be gathered manually. Today, data is far more easily gathered and put into a useful format. </span></p><p><span style="font-family: arial; font-size: large;"><br /></span></p><p><span style="font-family: arial; font-size: large;">The point of this is data helps us make better decisions. How do you gather and use your data? </span></p><p><span style="font-family: arial; font-size: large;"><br /></span></p><p><span style="font-family: arial;"><i></i></span></p><div class="separator" style="clear: both; font-size: large; text-align: center;"><span style="font-family: arial;"><i><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEj9qwfcym698vPRoKA-40uCOTkwegwe5XAlwlPEmP9L2ktOr2XHpTl_Rpp9jl4vMg0LCZEULHKoG9aIDS5EZGE1VMARO50r0fJvJqK96uRiLc_rzxo9wTyLZm04VqzqtrjXbmCcjvGa-NPUK42VZL35RNOME2tpnscGxaQcaVgQnTYAd9gf_FpCZy1D/s256/AI%20Frank.png" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" data-original-height="256" data-original-width="256" height="256" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEj9qwfcym698vPRoKA-40uCOTkwegwe5XAlwlPEmP9L2ktOr2XHpTl_Rpp9jl4vMg0LCZEULHKoG9aIDS5EZGE1VMARO50r0fJvJqK96uRiLc_rzxo9wTyLZm04VqzqtrjXbmCcjvGa-NPUK42VZL35RNOME2tpnscGxaQcaVgQnTYAd9gf_FpCZy1D/s1600/AI%20Frank.png" width="256" /></a></i></span></div><span style="font-family: arial;"><i><span style="font-size: medium;">Frank Hurtte, Founding Partner of River Heights Consulting, shares his personal experiences with 28 years of "in the trenches" training and 18 years as a consultant. He serves as a personal coach to industry leaders across many lines of distribution. He has authored 5.5 books (one is almost done) and has written hundreds of articles for national trade magazines, including Industrial Supply Magazine.</span></i></span><p></p><p><i><span style="font-family: arial; font-size: medium;"></span></i></p><p><span style="font-family: arial; font-size: medium;"><i>Frank is also a sought-after copywriter of marketing materials for technology companies. His charismatic, yet laid-back, easy-to-follow manner makes him a favorite among public speakers.</i></span></p><p><span style="font-family: arial;"><i><br /></i></span></p><p><span style="font-family: arial;"><i><br /></i></span></p><p><span style="font-family: arial;"><i><br /></i></span></p><p><span style="font-family: arial;"><i><br /></i></span></p><p><span style="font-family: arial;"><i><br /></i></span></p><p><span style="font-family: arial;"><i><br /></i></span></p><p><span style="font-family: arial;"><i><br /></i></span></p><p><span style="font-family: arial;"><i>...</i></span></p><div class="blogger-post-footer">TheDistributorChannel is a service of River Heights Consulting.
Please visit our site at:
www.RiverHeightsConsulting.com</div>RHCAdminhttp://www.blogger.com/profile/09245018398011600397noreply@blogger.com0tag:blogger.com,1999:blog-2677706889728771219.post-13157251559426537072023-03-06T14:30:00.001-06:002023-03-06T14:30:25.862-06:00The Poetry of First-Time Customer Visits<p class="MsoNormal"><span style="font-family: arial; font-size: large;">Over the past
couple of weeks, I have spoken with several folks about best practices for a</span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: arial; font-size: large;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEh3aIDIuxKZLL7fl-ul0objns0RRolOdeAyBV-kA63A_LUFQfL3KEwlLLa9p3xew4YkdaU09dqzI8uRyO_7DTaWs4VtcOBWZMfj6q8eYBEigWF05NiB3LxoDPaEZXcO0JeDTkEg1pnHF3OATtcUAlc1DJdAqYmbb1N9iN6cDeFixVRtTKnbNz495ORi/s945/ACME%20Line%20Card%20Raven.png" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><img border="0" data-original-height="945" data-original-width="945" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEh3aIDIuxKZLL7fl-ul0objns0RRolOdeAyBV-kA63A_LUFQfL3KEwlLLa9p3xew4YkdaU09dqzI8uRyO_7DTaWs4VtcOBWZMfj6q8eYBEigWF05NiB3LxoDPaEZXcO0JeDTkEg1pnHF3OATtcUAlc1DJdAqYmbb1N9iN6cDeFixVRtTKnbNz495ORi/s320/ACME%20Line%20Card%20Raven.png" width="320" /></a></span></div><span style="font-family: arial; font-size: large;">first-time sales call. This group was
more than just rookie sellers launching their careers. It included a couple of experienced sellers, a
sales manager doing a “sanity check” on his gut-level feelings, as well as a
seller in an expansion territory. Based
on this phone traffic, I would guess many others are also wondering about
first-time sales calls. With this
thought in mind, I decided to weigh in on the topic personally.</span><p></p>
<p class="MsoNormal"><span style="font-family: arial; font-size: large;">Quoting one of
these conversations, “Years ago my first boss insisted we all carry a line card
and present it to every new customer or new contact at an existing
customer. The line card was his baby;
printed on high-quality (and laminated) card stock. He even made us practice presenting it
through role-play exercises in his office.”<o:p></o:p></span></p>
<p class="MsoNormal"><span style="font-family: arial; font-size: large;">This
gentleman’s comment about his boss’ pride and devotion to the line card caused
me to recall my early days of joint-call prospecting with distributors. Looking back to 1975, boxer “Smoking” Joe
Frazier led with his powerful left hook and distributors led with a line
card. Alas, Smoking Joe is no more, the
line card is punch-drunk and stumbling but still refuses to “take the count.” <o:p></o:p></span></p>
<p class="MsoNormal"><span style="font-family: arial; font-size: large;">This morning
the conversations made me recall a poem I created for my soon-to-be-published
book for new salespeople. Without
further delay or fanfare, here is a sneak peek:<o:p></o:p></span></p>
<p align="center" class="MsoNormal" style="text-align: center;"><b><u><span style="line-height: 106%;"><span style="color: #38761d; font-family: arial; font-size: large;">The
Line Card<o:p></o:p></span></span></u></b></p>
<p align="center" class="MsoNormal" style="text-align: center;"><b><span style="color: #38761d; font-family: arial; font-size: large;">In the days of old, when sellers were
bold,<br />
before the internet was a passion.<o:p></o:p></span></b></p>
<p align="center" class="MsoNoSpacing" style="text-align: center;"><b><span style="color: #38761d; font-family: arial; font-size: large;">Line cards flew, and customers grew.<o:p></o:p></span></b></p>
<p align="center" class="MsoNoSpacing" style="text-align: center;"><b><span style="font-family: arial; font-size: large;"><span style="color: #38761d;">but Model Ts were in fashion…</span><o:p></o:p></span></b></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;"> </span></p>
<p class="MsoNoSpacing"><b><i><span style="font-family: arial; font-size: large;">Why
not use a line card on the first meeting?<o:p></o:p></span></i></b></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">While there
are a plethora of reasons to wait, let’s start with these three:<o:p></o:p></span></p>
<p class="MsoNoSpacing" style="margin-left: .25in; mso-list: l0 level1 lfo1; text-indent: -.25in;"><!--[if !supportLists]--><span style="font-family: arial; font-size: large;">1.<span style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal;"> </span><!--[endif]--><u>The first meeting should focus on the
customer</u>. People like to talk about themselves. If you as the seller are listening to the
customer’s background and company details, you will also discover their issues
and get a better idea as to how you might help.<o:p></o:p></span></p>
<p class="MsoNoSpacing" style="margin-left: .25in; mso-list: l0 level1 lfo1; text-indent: -.25in;"><!--[if !supportLists]--><span style="font-family: arial; font-size: large;">2.<span style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal;"> </span><!--[endif]--><u>The internet</u>.
If the customer has one drop of professionalism percolating through
their blood veins, they have already researched what you sell. If it’s important to them, they also read the
illustrious history of your organization.<o:p></o:p></span></p>
<p class="MsoNoSpacing" style="margin-left: .25in; mso-list: l0 level1 lfo1; text-indent: -.25in;"><!--[if !supportLists]--><span style="font-family: arial; font-size: large;">3.<span style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal;"> </span><!--[endif]--><u>Everyone distributes line cards</u>.
Why not step outside the box and approach the customer like a person who
cares about more than just selling?<o:p></o:p></span></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;"> </span></p>
<p class="MsoNoSpacing"><b><i><span style="font-family: arial; font-size: large;">“But I
want to make sure the customer knows what we offer…”<o:p></o:p></span></i></b></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">While this
might be a valid point, the question remains, will a line card do the
trick? Before the internet, the line
card was the key selling tool capable of informing the customer of your product
offering. Today is different. Everyone, including the customer across the
conference room table, has been exposed to the endless opportunities presented
by a well-designed webpage. If the
customer sees a product that interests them, they click the mouse and drill
down into greater detail. Hopefully,
your company’s website offers an enticing, informative, and user-friendly
purchasing experience.<o:p></o:p></span></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;"> </span></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">If you
believe the potential customer staring at the long list of your products and
suppliers will magically generate business, why not give the customer a
business card with a QR code printed on the back? <o:p></o:p></span></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;"> </span></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">This little
QR code can link to the place on your website that outlines a complete list of
both products and services. Further,
once the customer is on your website, they might see your webshop and, lord
help us, buy something. <o:p></o:p></span></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;"> </span></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">The QR code
can be used to measure customer interest.
Many distributors can create special landing pages to measure and track
the productivity of salespeople based on the number of customers coming onto
their online product/service page. My
guess is the “old boss” mentioned before would love this. Not only could he constantly tweak the line
card, but he could also see how many customers each seller convinced to look at
it. <o:p></o:p></span></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;"> </span></p>
<p class="MsoNoSpacing"><b><i><span style="font-family: arial; font-size: large;">Now
back to the poetry stylings of Frank Hurtte<o:p></o:p></span></i></b></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">Edgar Allan
Poe was my father’s favorite poet. As I
rode along with him to make sales calls, he would recite every word of Poe’s
poem, “The Raven.” <o:p></o:p></span></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;"> </span></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">While only a
few lines of this famous poem remain in my memory, I will always remember how
the words apply to our industry.<o:p></o:p></span></p>
<p class="MsoNoSpacing" style="text-align: center;"><span style="font-family: arial; font-size: large;"> </span></p>
<p class="MsoNoSpacing" style="text-align: center;"><b><i></i></b></p><blockquote><div style="text-align: center;"><b><i><span style="color: #38761d; font-family: arial;"><span style="font-size: large;">Once upon a midnight dreary, while I
pondered, weak and weary,</span></span></i></b></div><b><i><span style="font-family: arial; font-size: large;"><div style="text-align: center;"><span style="color: #38761d;">Over many a quaint and curious volume of forgotten lore-</span></div><o:p></o:p></span></i></b></blockquote><p></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;"> </span></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">Think twice
when considering the use of the line card as the centerpiece of your first
sales call. Are you still not
convinced? Call or email me and I will
talk you out of it!<o:p></o:p></span></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;"> </span></p>
<p align="center" class="MsoNoSpacing" style="text-align: center;"><b><i><span style="color: #38761d; font-family: arial; font-size: large;">“Quoth the Raven ‘Nevermore.’”</span><span style="font-family: Arial, sans-serif;"><o:p></o:p></span></i></b></p>
<p class="MsoNoSpacing"><span style="font-family: "Arial",sans-serif;"> </span></p><p class="MsoNoSpacing"><span style="font-family: "Arial",sans-serif;"><br /></span></p>
<p class="MsoNormal"><span style="font-family: Trebuchet MS, Trebuchet, Verdana, sans-serif;"><span style="font-size: 13px;"><i></i></span></span></p><div class="separator" style="clear: both; text-align: center;"><span style="font-family: Trebuchet MS, Trebuchet, Verdana, sans-serif;"><i><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEg8P9oW2cGbrmlzSUWIqhdsrx1UO7QwMw9-YdDuRIoGV0z-2IIRHLv-Frxt6vLeuiY0IWIA7K93fAXijTjbXPGmjm1QoVWBFQ_uFOrVBoxmvx6UU9CbGMtSj7gPcrwbgcCx4D-QJLs5ZyPOntVy8Vo0mi9-3kuzwmip2YGyNI1wPtogZhwU5oDqiRHR/s256/AI%20Frank.png" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" data-original-height="256" data-original-width="256" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEg8P9oW2cGbrmlzSUWIqhdsrx1UO7QwMw9-YdDuRIoGV0z-2IIRHLv-Frxt6vLeuiY0IWIA7K93fAXijTjbXPGmjm1QoVWBFQ_uFOrVBoxmvx6UU9CbGMtSj7gPcrwbgcCx4D-QJLs5ZyPOntVy8Vo0mi9-3kuzwmip2YGyNI1wPtogZhwU5oDqiRHR/s16000/AI%20Frank.png" /></a></i></span></div><span style="font-family: Trebuchet MS, Trebuchet, Verdana, sans-serif;"><i><br />Frank Hurtte, Founding Partner of River Heights Consulting, shares his personal experiences with 28 </i></span><i style="font-family: "Trebuchet MS", Trebuchet, Verdana, sans-serif; font-size: 13px;">years of "in the trenches" training and 17 years as a consultant. He serves as a personal coach to industry leaders across many lines of distribution. He has authored 5.5 books (one is almost done) and has written hundreds of articles for national trade magazines, including Industrial Supply Magazine.</i><p></p><p class="MsoNormal"><i style="font-family: "Trebuchet MS", Trebuchet, Verdana, sans-serif; font-size: 13px;"> Frank is also a sought-after copywriter of marketing materials for technology companies. His charismatic, yet laid-back, easy-to-follow manner makes him a favorite among public speakers.</i></p><p class="MsoNormal"><span style="font-family: "Arial",sans-serif;"><br /></span></p><p class="MsoNormal"><span style="font-family: "Arial",sans-serif;"><br /></span></p><p class="MsoNormal"><span style="font-family: "Arial",sans-serif;"><br /></span></p><p class="MsoNormal"><span style="font-family: "Arial",sans-serif;"><br /></span></p><p class="MsoNormal"><span style="font-family: "Arial",sans-serif;"><br /></span></p><p class="MsoNormal"><span style="font-family: "Arial",sans-serif;"><br /></span></p><p class="MsoNormal"><span style="font-family: "Arial",sans-serif;"><br /></span></p><p class="MsoNormal"><span style="font-family: "Arial",sans-serif;"><br /></span></p><p class="MsoNormal"><span style="font-family: "Arial",sans-serif;">.</span></p><div class="blogger-post-footer">TheDistributorChannel is a service of River Heights Consulting.
Please visit our site at:
www.RiverHeightsConsulting.com</div>RHCAdminhttp://www.blogger.com/profile/09245018398011600397noreply@blogger.com0tag:blogger.com,1999:blog-2677706889728771219.post-73937847124317302502023-02-22T13:17:00.000-06:002023-02-22T13:17:13.626-06:00A Distributor’s Guide from Above<p><span style="font-family: arial; font-size: large;"> </span></p><div class="separator" style="clear: both; text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjjXHa5_qe_mlBCSJZy9souWJvQngTTwuhPi-k71gZVko2AhCJko5hhwrnQYAhkxajwS5jaPPXrDIqheDv2hDOfrQUjmteh7AvHjlOzylCcsYFEMi2CkYvQ2jQYZGXCs8TWx1gbwmiuRFBx-rJtp2XVM7XcKik38SzyOcsxJXnwLElfOzWeKHu5bSHV/s1080/North%20Stars%20Graphic.png" imageanchor="1" style="clear: right; float: right; margin-bottom: 1em; margin-left: 1em;"><span style="font-family: arial; font-size: large;"><img border="0" data-original-height="1080" data-original-width="1080" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjjXHa5_qe_mlBCSJZy9souWJvQngTTwuhPi-k71gZVko2AhCJko5hhwrnQYAhkxajwS5jaPPXrDIqheDv2hDOfrQUjmteh7AvHjlOzylCcsYFEMi2CkYvQ2jQYZGXCs8TWx1gbwmiuRFBx-rJtp2XVM7XcKik38SzyOcsxJXnwLElfOzWeKHu5bSHV/s320/North%20Stars%20Graphic.png" width="320" /></span></a></div><p></p><p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">Yesterday, I had the opportunity to address the sales
team of a very progressive distributor.<br />Zoom meeting etiquette calls for the speaker to introduce themselves and
provide a bit of background. As I
thought about my presentation, I had an epiphany. Every presentation I have made in the past 20
years could be tied to four or five guiding principles first developed when I
joined a small Electrical/Automation Distributor in about 1991. <o:p></o:p></span></p><p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p><p class="MsoNoSpacing" style="margin-left: .25in; mso-list: l0 level1 lfo1; text-indent: -.25in;"><!--[if !supportLists]--><span style="font-family: arial; font-size: large;">1.<span style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal;"> </span><!--[endif]-->A
distributor needs to not only know the technology of the products they sell,
but they also must know how the product is applied.<o:p></o:p></span></p><p class="MsoNoSpacing" style="margin-left: .25in; mso-list: l0 level1 lfo1; text-indent: -.25in;"><!--[if !supportLists]--><span style="font-family: arial; font-size: large;">2.<span style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal;"> </span><!--[endif]-->That
knowledge of both product and application must be used as a competitive
advantage to sell more.<o:p></o:p></span></p><p class="MsoNoSpacing" style="margin-left: .25in; mso-list: l0 level1 lfo1; text-indent: -.25in;"><!--[if !supportLists]--><span style="font-family: arial; font-size: large;">3.<span style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal;"> </span><!--[endif]-->A
distributor should be paid for what they know.
Whether they are paid through higher prices or via fees attached to
services, it takes money to fuel the study and training to know more.<o:p></o:p></span></p><p class="MsoNoSpacing" style="margin-left: .25in; mso-list: l0 level1 lfo1; text-indent: -.25in;"><!--[if !supportLists]--><span style="font-family: arial; font-size: large;">4.<span style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal;"> </span><!--[endif]-->We
sell technology and we need to use technology to make our business more
efficient. <o:p></o:p></span></p><p class="MsoNoSpacing" style="margin-left: .25in; mso-list: l0 level1 lfo1; text-indent: -.25in;"><!--[if !supportLists]--><span style="font-family: arial; font-size: large;">5.<span style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal;"> </span><!--[endif]-->People
make a difference in every business.
Work isn’t always fun, but whenever possible it should be.<o:p></o:p></span></p><p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p><p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">These are my North Stars and my guiding thoughts. They take me down a lot of paths and through
some very exciting adventures, but my thoughts keep returning to these points.<o:p></o:p></span></p><p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p><p>
</p><p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">Try as I might, I can’t break from those five points. </span></p><p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;"><br />
What’s guiding you? <br /><a href="mailto:frank@riverheightsconsulting.com" target="_blank">We’d love to hear about it</a> and possibly feature you in a future article!</span><o:p></o:p></p><p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;"><br /></span></p><p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;"><br /></span></p><p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;"><br /></span></p><p class="MsoNoSpacing"><i></i></p><div class="separator" style="clear: both; text-align: center;"><i><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjvDue4Yz-An_l6EwHq6TCD-bG3gI8jLy9I1h7okfBXhCrhVYPGDQnm-lWXKSVut2LFPrZ1dUX9RkOeZLnihW-rPGyhivPbuPuoEfP7qW3j_njJwyEAuKCrqyet_y9ZVC-Ywy9CmGlnpsr8WcYbmmqBKSXs8AmkiNL-pLxjEjfUQmvSnIrLa7sUsHUR/s228/frank.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" data-original-height="228" data-original-width="171" height="228" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjvDue4Yz-An_l6EwHq6TCD-bG3gI8jLy9I1h7okfBXhCrhVYPGDQnm-lWXKSVut2LFPrZ1dUX9RkOeZLnihW-rPGyhivPbuPuoEfP7qW3j_njJwyEAuKCrqyet_y9ZVC-Ywy9CmGlnpsr8WcYbmmqBKSXs8AmkiNL-pLxjEjfUQmvSnIrLa7sUsHUR/s1600/frank.jpg" width="171" /></a></i></div><i>Frank Hurtte, Founding Partner of River Heights
Consulting, shares his personal experiences with 28<o:p></o:p></i><p></p><p class="MsoNoSpacing"><i>years of "in the trenches" training and 17
years as a consultant. He serves as a
personal coach to industry leaders across many lines of distribution. He has authored 5.5 books (one is almost
done) and has written hundreds of articles for national trade magazines,
including Industrial Supply Magazine.<o:p></o:p></i></p><p class="MsoNoSpacing"><o:p><i> </i></o:p><i>Frank is also a sought-after copywriter of marketing
materials for technology companies. His
charismatic, yet laid-back, easy-to-follow manner makes him a favorite among
public speakers.</i></p><p class="MsoNoSpacing"><i><br /></i></p><p class="MsoNoSpacing"><i><br /></i></p><p class="MsoNoSpacing"><i><br /></i></p><p class="MsoNoSpacing"><i><br /></i></p><p class="MsoNoSpacing"><i><br /></i></p><p class="MsoNoSpacing"><i>.</i></p><p class="MsoNoSpacing"><i><br /></i></p><p class="MsoNoSpacing"><o:p></o:p></p><div class="blogger-post-footer">TheDistributorChannel is a service of River Heights Consulting.
Please visit our site at:
www.RiverHeightsConsulting.com</div>RHCAdminhttp://www.blogger.com/profile/09245018398011600397noreply@blogger.com0tag:blogger.com,1999:blog-2677706889728771219.post-70338237112238503872023-02-17T13:44:00.000-06:002023-02-17T13:44:40.525-06:00The Importance of AI in Industrial Distribution<p><table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: right;"><tbody><tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEheSTSqzZGB3HtDFCWoFMDJVy_gJ5BCsrFQXlqttq13tzOENi1gxjGGCRxq3Ujq2aGE6graYdIUw9wBCKu41x91T74V8nynO4mKq5ttT7yORNJf09XchQSuprhSB2nZvMjnjP0WW7rz8k00m66pss3gt0CbIZFp61diQCli-dWtLzG-M7AZE4EIHGUs/s1080/3.png" imageanchor="1" style="clear: right; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><span style="font-family: arial; font-size: large;"><img border="0" data-original-height="1080" data-original-width="1080" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEheSTSqzZGB3HtDFCWoFMDJVy_gJ5BCsrFQXlqttq13tzOENi1gxjGGCRxq3Ujq2aGE6graYdIUw9wBCKu41x91T74V8nynO4mKq5ttT7yORNJf09XchQSuprhSB2nZvMjnjP0WW7rz8k00m66pss3gt0CbIZFp61diQCli-dWtLzG-M7AZE4EIHGUs/w320-h320/3.png" title="AI generated robot taking over your office" width="320" /></span></a></td></tr><tr><td class="tr-caption" style="text-align: center;"><span style="font-family: arial; font-size: large;">I doubt robots need an office</span></td></tr></tbody></table><a name="_Hlk127359621"><b><span style="font-family: arial; font-size: large;">The Importance of AI in
Industrial Distribution<br /></span></b></a></p>
<p class="MsoNoSpacing"><b><i><span style="font-family: arial; font-size: large;">A few months ago, I found myself in a late-night
discussion of robotics. My compatriots
were a distinguished group of automation distributors, and our conversation was
fueled by a perfect desert evening and copious amounts of Mexican Cerveza. The conversation turned to robotics in off-the-wall applications. <o:p></o:p></span></i></b></p>
<p class="MsoNoSpacing"><b><i><span style="font-family: arial; font-size: large;"> </span></i></b></p>
<p class="MsoNoSpacing"><b><i><span style="font-family: arial; font-size: large;">Flippy, the burger-cooking robot, now works at
White Castel and CaliBurger. Little Caesars
has pizza-making robots. My local
Checkers drive-through has a robotic voice order taker that handles my nearly
daily request for two chili dogs. The
list went on for a very long time, when somebody jokingly shared this little
gem, “With all this AI stuff, all of us will be replaced by some form of
automation.”<o:p></o:p></span></i></b></p>
<p class="MsoNoSpacing"><b><i><span style="font-family: arial; font-size: large;"> </span></i></b></p>
<p class="MsoNoSpacing"><b><i><span style="font-family: arial; font-size: large;">I shared this thought with Jenny, who serves as my
assistant and editor, and somehow it percolated to top of mind. While waiting a few minutes for me to finish
an article, in frustration she replaced me with automation. Both the piece you are about to read and the associated photos were 86.7% created
using OpenAI/ChatGPT. <o:p></o:p></span></i></b></p>
<p class="MsoNoSpacing"><b><i><span style="font-family: arial; font-size: large;"> </span></i></b></p>
<p class="MsoNoSpacing"><b><i><span style="font-family: arial; font-size: large;">This is a Distributor Channel First…<o:p></o:p></span></i></b></p>
<p class="MsoNormal"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNoSpacing"><b><span style="font-family: arial; font-size: large;">The Importance of AI in Industrial Distribution<o:p></o:p></span></b></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">Artificial intelligence (AI) has become a buzzword in the
world of technology, and its impact is being felt in many industries.
Industrial distribution is no exception. In recent years, the integration of AI
in industrial distribution has revolutionized the way businesses operate and
has brought numerous benefits to the table. In this blog post, we'll explore
the importance of AI in industrial distribution and how it can help businesses
achieve their goals.<o:p></o:p></span></p>
<p class="MsoNormal"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">Improved Efficiency<o:p></o:p></span></p>
<p class="MsoNoSpacing"><table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left;"><tbody><tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEh7NWcj9fSeLRwnkgdmN8DdIWlHlkkxaRFvKT19f7aIRjUlBtT8CeGR3WqEQauIHXVVDECuOVQcPhliYTWzFCBObF-wwnqZfChQAg9V95nSDENRrm6lWyruwb954EkqbfhU4r7ghw-YEOSgyVRJ1-Ok7zL7Rpq2Qf420kpnn6-0E7_iUFOciGrMGyKi/s1080/2.png" imageanchor="1" style="clear: left; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><span style="font-family: arial; font-size: large;"><img border="0" data-original-height="1080" data-original-width="1080" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEh7NWcj9fSeLRwnkgdmN8DdIWlHlkkxaRFvKT19f7aIRjUlBtT8CeGR3WqEQauIHXVVDECuOVQcPhliYTWzFCBObF-wwnqZfChQAg9V95nSDENRrm6lWyruwb954EkqbfhU4r7ghw-YEOSgyVRJ1-Ok7zL7Rpq2Qf420kpnn6-0E7_iUFOciGrMGyKi/w320-h320/2.png" title="AI generated robot analyzing data" width="320" /></span></a></td></tr><tr><td class="tr-caption" style="text-align: center;"><span style="font-family: arial; font-size: large;">AI analysis improving efficiency</span></td></tr></tbody></table><span style="font-family: arial; font-size: large;">One of the most significant benefits of AI in industrial
distribution is its ability to improve efficiency. With the help of AI,
businesses can automate many of their processes, freeing up employees to focus
on more important tasks. For example, AI algorithms can be used to analyze
sales data, identify trends and patterns, and make predictions about future
demand. This helps businesses make better-informed decisions and reduce waste,
increasing their overall efficiency.<o:p></o:p></span></p>
<p class="MsoNormal"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;"><b>Enhanced Customer Service</b><o:p></o:p></span></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">Another important benefit of AI in industrial
distribution is its ability to enhance customer service. AI algorithms can be
used to analyze customer data and identify trends and preferences, helping
businesses better understand their customers and</span><table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: right;"><tbody><tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiqzaNMm3BHbPmLFt_u58adymTDIpenLpKMc1B3PcejST4_DC6sIPf0nuiGgrEuOIhIiQ7jGz-mMGdsaqQhQ9NrxkfPb8uO6xQ2voN233cFk3cMnUsJ-wZ13SYhNt-pOht70rfVi1xHTgsfx68o122K2S8IlBuGSXDf-02Xm3QplgABDV_UwHohQBc8/s1080/5.png" imageanchor="1" style="clear: right; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><span style="font-family: arial; font-size: large;"><img border="0" data-original-height="1080" data-original-width="1080" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiqzaNMm3BHbPmLFt_u58adymTDIpenLpKMc1B3PcejST4_DC6sIPf0nuiGgrEuOIhIiQ7jGz-mMGdsaqQhQ9NrxkfPb8uO6xQ2voN233cFk3cMnUsJ-wZ13SYhNt-pOht70rfVi1xHTgsfx68o122K2S8IlBuGSXDf-02Xm3QplgABDV_UwHohQBc8/w320-h320/5.png" title="AI Chatbot at your service." width="320" /></span></a></td></tr><tr><td class="tr-caption" style="text-align: center;"><span style="font-family: arial; font-size: large;">AI Chatbot at your service</span></td></tr></tbody></table><span style="font-family: arial; font-size: large;"><br /> meet their needs. For example,
AI can be used to predict which products will be popular, enabling businesses
to stock the right products at the right time, and keep customers satisfied.
Additionally, AI chatbots can be integrated into websites and mobile apps,
providing customers with quick and convenient access to information and
support. Many customers have the same
3-5 questions that can be easily accessed by a customer service AI app.<o:p></o:p></span></p>
<p class="MsoNormal"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;"><b>Predictive Maintenance</b><o:p></o:p></span></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">In industrial distribution, maintenance is a critical
aspect of keeping equipment and machines running smoothly. AI algorithms can be
used to predict when maintenance is required, reducing downtime and maximizing
the life of the equipment. For example, AI can analyze machine data, such as
vibration and temperature, to identify potential issues before they become
serious problems. This helps businesses avoid unexpected downtime, reduce
costs, and maintain high productivity levels. Many costly last-minute trips to customers
can now be fixed remotely.<o:p></o:p></span></p>
<p class="MsoNormal"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;"><b>Inventory Management</b><o:p></o:p></span></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">Effective inventory management is crucial in industrial
distribution, as it helps businesses avoid overstocking and stock shortages. AI
algorithms can analyze</span><table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left;"><tbody><tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhlelrryVi1mp_g6HuZ96DkpYjeIqRMAtudL6x5e5sy0uD68TDjJ73POcJmXd4CKed26C0u0kpNGLDhlF5Or3ngWu8SdOVQmiUEO4ndWaHWL4bBbcy4KVCUXLHbOtyHZJ_60kut7uBqruw4D_5dISSzayKP5PzllvlsO3_BMRetfouisMJ1tKHrPWqq/s945/robot%20inventory.png" imageanchor="1" style="clear: left; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><span style="font-family: arial; font-size: large;"><img border="0" data-original-height="945" data-original-width="945" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhlelrryVi1mp_g6HuZ96DkpYjeIqRMAtudL6x5e5sy0uD68TDjJ73POcJmXd4CKed26C0u0kpNGLDhlF5Or3ngWu8SdOVQmiUEO4ndWaHWL4bBbcy4KVCUXLHbOtyHZJ_60kut7uBqruw4D_5dISSzayKP5PzllvlsO3_BMRetfouisMJ1tKHrPWqq/w320-h320/robot%20inventory.png" width="320" /></span></a></td></tr><tr><td class="tr-caption" style="text-align: center;"><span style="font-family: arial; font-size: large;">AI algorithms can predict inventory needs.</span></td></tr></tbody></table><span style="font-family: arial; font-size: large;"> inventory data, such as sales patterns and
delivery times, to predict future demand. This helps businesses make informed
decisions about when to restock, reducing waste and maximizing profits.<o:p></o:p></span></p>
<p class="MsoNormal"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">In conclusion, AI has a profound impact on the industrial
distribution industry. From improving efficiency and enhancing customer service
to predictive maintenance and inventory management, AI is revolutionizing the
way businesses operate. If you're looking to stay ahead of the curve and take
your business to the next level, the integration of AI is a must.<o:p></o:p></span></p>
<p class="MsoNormal"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNormal"><span style="font-family: arial; font-size: large;"><b>Not sure if Artificial Intelligence is for you? Consider this…</b><o:p></o:p></span></p>
<p class="MsoNormal"><b><i><span style="font-family: arial; font-size: large;">This is Frank again.
I decided to run a test on AI just
to see if Artificial Intelligence had an opinion on me. Here is what it said…<o:p></o:p></span></i></b></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">Frank Hurtte is an expert in the industrial distribution
industry, with over 30 years of experience in sales, marketing, and business
management. He is the founder and CEO of River Heights Consulting, a firm that
provides consulting and training services to distributors and manufacturers in
the industrial sector.<o:p></o:p></span></p>
<p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">Hurtte is a recognized thought leader and author in the
industry, having written several books and articles on topics such as sales,
marketing, and channel management. He is also a sought-after speaker and
trainer, having delivered keynote speeches and training sessions at numerous
industry events and conferences.<o:p></o:p></span></p>
<p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">Hurtte's areas of expertise include:<o:p></o:p></span></p>
<p class="MsoNoSpacing" style="margin-left: .5in; mso-list: l0 level1 lfo1; text-indent: -.25in;"><!--[if !supportLists]--><span style="font-family: arial; font-size: large;">1.<span style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal;">
</span><!--[endif]-->Sales and marketing strategy development<o:p></o:p></span></p>
<p class="MsoNoSpacing" style="margin-left: .5in; mso-list: l0 level1 lfo1; text-indent: -.25in;"><!--[if !supportLists]--><span style="font-family: arial; font-size: large;">2.<span style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal;">
</span><!--[endif]-->Channel management and distribution<o:p></o:p></span></p>
<p class="MsoNoSpacing" style="margin-left: .5in; mso-list: l0 level1 lfo1; text-indent: -.25in;"><!--[if !supportLists]--><span style="font-family: arial; font-size: large;">3.<span style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal;">
</span><!--[endif]-->Customer relationship management<o:p></o:p></span></p>
<p class="MsoNoSpacing" style="margin-left: .5in; mso-list: l0 level1 lfo1; text-indent: -.25in;"><!--[if !supportLists]--><span style="font-family: arial; font-size: large;">4.<span style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal;">
</span><!--[endif]-->Industrial automation and technology trends<o:p></o:p></span></p>
<p class="MsoNoSpacing" style="margin-left: .5in; mso-list: l0 level1 lfo1; text-indent: -.25in;"><!--[if !supportLists]--><span style="font-family: arial; font-size: large;">5.<span style="font-stretch: normal; font-variant-east-asian: normal; font-variant-numeric: normal; line-height: normal;">
</span><!--[endif]-->Business process improvement and optimization<o:p></o:p></span></p>
<p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNoSpacing"><span style="font-family: arial; font-size: large;">Overall, Frank Hurtte is a highly respected and
knowledgeable expert in the industrial distribution industry, with a proven
track record of helping companies improve their sales, marketing, and business
operations.<o:p></o:p></span></p>
<p class="MsoNoSpacing"><span style="display: none; mso-hide: all;">Top of Form<o:p></o:p></span></p>
<p class="MsoNoSpacing"><o:p><span style="font-family: arial; font-size: large;"> </span></o:p></p>
<p class="MsoNormal"><b><i><span style="font-family: arial; font-size: large;">I am looking forward to using AI…<o:p></o:p></span></i></b></p><p class="MsoNormal"><b><i><span style="font-family: arial; font-size: large;"><br /></span></i></b></p><p class="MsoNormal"><b><i><span style="font-family: arial; font-size: large;"><br /></span></i></b></p><p class="MsoNormal"><i><span style="font-family: arial;"></span></i></p><div class="separator" style="clear: both; font-size: x-large; text-align: center;"><i><span style="font-family: arial;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiLyY3Q1GdEj_2fC0izDHl_s7VzoQM_UAwkZYu8n_zQaedr3fHbrwITn7YcIf8KdssoswsPxgDbeswBuyKhsMTpzigOwiIyP8CSGj-sh0p9bmdaUhs7sSJfd7KReIXbZWyXFgvkE2sU8bnGGWq_bcLlouGrCBEHt0jnDM8cmuHTlc2u6yJyQIhewhIe/s199/frankheadshot.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" data-original-height="199" data-original-width="199" height="199" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiLyY3Q1GdEj_2fC0izDHl_s7VzoQM_UAwkZYu8n_zQaedr3fHbrwITn7YcIf8KdssoswsPxgDbeswBuyKhsMTpzigOwiIyP8CSGj-sh0p9bmdaUhs7sSJfd7KReIXbZWyXFgvkE2sU8bnGGWq_bcLlouGrCBEHt0jnDM8cmuHTlc2u6yJyQIhewhIe/s1600/frankheadshot.jpg" width="199" /></a></span></i></div><i><span style="font-family: arial;"><span style="font-size: medium;">Frank Hurtte, Founding Partner of River Heights Consulting, shares his personal experiences with 28</span></span></i><p></p><p></p><p class="MsoNormal" style="line-height: normal; margin-bottom: 0in;"><span style="font-family: arial; font-size: medium;"><i><span>years of "in the trenches" training and 17 years as a consultant. He serves as a personal coach to industry leaders across many lines of distribution. He has authored 5.5 books (one is almost done) and has written hundreds of articles for national trade magazines, including Industrial Supply Magazine.</span></i><span style="mso-fareast-font-family: "Times New Roman";"><o:p></o:p></span></span></p><p class="MsoNormal" style="line-height: normal; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto;"><i><span style="font-family: arial; font-size: medium;">Frank is also a sought-after copywriter of marketing materials for technology companies. His charismatic, yet laid-back, easy-to-follow manner makes him a favorite among public speakers.</span></i></p><p class="MsoNormal"><b><i><span style="font-family: arial; font-size: large;"><br /></span></i></b></p><p class="MsoNormal"><b><i><span style="font-family: arial; font-size: large;"><br /></span></i></b></p><p class="MsoNormal"><b><i><span style="font-family: arial; font-size: large;"><br /></span></i></b></p><p class="MsoNormal"><b><i><span style="font-family: arial; font-size: large;">...</span></i></b></p><div class="blogger-post-footer">TheDistributorChannel is a service of River Heights Consulting.
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www.RiverHeightsConsulting.com</div>RHCAdminhttp://www.blogger.com/profile/09245018398011600397noreply@blogger.com0