3 Tips for Improving New Product Rollouts
Today we have a guest post from Alan Sipe, President of Toolbox sales and consulting. Alan has over 40 years of experience including Sr. VP of Sales and Marketing for Klein Tools and President of Knipex Tools. His insights in selling through various distribution...
Are You Ready to Talk to the Media?
By Rachel Kerstetter, PR Architect, Sonnhalter We're officially in trade show season, which means planning booths, putting together promotions, connecting with customers and preparing your staff for the show. One often overlooked aspect of trade show participation is...
Contractors are the Most Important Customer in Building Materials
Today we have a guest post from Mark Mitchel of Whizard Strategy. Building materials companies frequently only see the customer who is directly in front of their nose. They are laser focused on selling a builder, an architect, a facilities manager or even a homeowner....
How to Create Distributor Plans that Incent Growth [FREE TEMPLATE]
Many manufacturers treat their distributors equally. They offer everyone the same discounts, the same promotions, and the same training programs. However—not all distributors work equally hard for your business.
Call Reports & Sales People…the Reality!
OK, let’s get real about sales people for a minute. Sales people want to make sales calls. They want to make calls on qualified leads and on profitable customers who can generate sales and compensation. They are like gunslingers interested in the “quick kill.” You hire them to sell and that’s where you want them to spend their time.
Manufacturers: When’s the last time you looked at your Value Proposition?
Have you given contractors clarity and conviction as to who you are? Sometimes manufacturers focus all their efforts on products and not enough time on developing their value proposition. Others take for granted that everyone knows who we are and what we do.
Improve Your Communication with Calls to Action
When you think about a Call to Action (CTA), what comes to mind? Perhaps a print or banner ad that says “Click Here”? Or a TV commercial urging you to “Call Now”?
Manufacturers: Is Social Media Working for you in Reaching Contractors?
Social media has been around long enough that by now you should have an idea of whether or not it’s working for you. Is it? Do you really know? Do you really care?
Sustainable Pricing Starts with Your Sales Force
Achieving significant pricing gains can feel like a long, hard-fought battle. This makes it all the more satisfying when the numbers start to roll in, validating your efforts and proving without a doubt that profitability is attainable.
Content Marketing Helps Drive Business Results
I think we all can agree that content marketing is playing a vital role in everyone’s overall marketing plan. Everyone wants lead generation and engagement, and to get both, you have to give them good content.