Why customer service is so important to manufacturers serving the tradesman

By John Sonnhalter, Rainmaker Journeyman, Sonnhalter I've talked a lot about customer service and how important it is to resolve issues. But we've also addressed the issue that customer service is everyone's responsibility, from sales through tech support. Customer service is really all about your customers' total experience. This is true in our relationships with distributors as well as contractors. Manufacturers need to be careful, especially when business is on the uptick and attention to detail may come in second to short-term sales increase. Don't take your distributor and tradesman for granted. There's always someone out there that can identify the contractor's needs and deliver and it won't necessarily be based on price or delivery but the total customer experience. 11991read more >

Are You Maximizing Your B-to-B Blog?

By John Sonnhalter, Rainmaker Journeyman, Sonnhalter If you're a manufacturer and you don't have a blog, you should. Why? Because 4 out of 5 B-to-B marketers use blogs. B-to-B blogs aren't new, but manufacturers are finding out that they are a good way of setting themselves apart from the competition, and according to the Content Marketing Institute, over 50% of marketers expect blogs to be critical in 2017. Challenges of B-to-B Blogs Even though marketers expect blogs to be critical in the coming year, most B-to-B bloggers have some challenges ... here are 3 of them: 10890read more >

How the Manufacturing Sales Process Changed Over 40 Years

I think we all can agree that the manufacturing sales function has had its challenges and has changed over the past several decades. 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 channels and professional contractors are invaluable. Alan can be reached at alansipe@gmail.com. I am possibly the oldest living American who in 40+ years of manufacturing selling has pretty much sold just pliers for 35 of those years! Twenty four with Klein Tools, eleven with KNIPEX plus the four with Stanley and one with Waterloo fill in the rest of the 40. This successful career longevity gives me a pretty long view of what it takes to have sales success. 10421read more >