It was a half-century ago, 1964. The nation was still reeling from the impact of the Kennedy assassination. My family had just purchased a cool seven-passenger Chevy wagon. In spite of the hitting power of my hero Mickey Mantle, the St. Louis Cardinals had just overcome the Yankees in the World Series.
Let’s start with a premise. Your company is better, maybe even much better, than the competition. And since we’re done with that little nicety, let’s talk specifics. You are better for the following reasons… (Insert something real, measurable and substantial here.)
Research by industry consultant Brent Grover indicates the typical distributor invests more than $150,000 before a salesperson starts generating profit for the company. Think about this: that new guy out there struggling to figure things out is burning through dollars like a forest fire. Did this get your attention?
With this cultural background, is it any wonder so many salespeople burn their time servicing customers with little or no payback? To drive home just how pervasive this equal treatment for all ideals loom, allow me to relate a story. In distributors around the country, salespeople argue for technical support for customers lacking the potential to ever repay the investment costs of this precious commodity.
Emerson Climate Technologies, Inc. and White-Rodgers, businesses of Emerson, have launched two aftermarket air conditioning service contactors designed to support system reliability: CoreSense Protection for Copeland Scroll and SureSwitch Relay universal replacement. Both offerings provide a long-life electronic upgrade for the mechanical contactor and are simply installed using existing mounting....More
Join Sean Kilcarr, Senior Editor at Fleet Owner, to hear about advancements in light vehicle manufacturing and technology. Sean will cover the latest manufacturing trends, including aluminum body frames, new van models for 2015 and how manufacturers are addressing fuel efficiency through technology....More