by tradespeopleinsights | Sep 21, 2018 | Trades, Tradespeople Insights
Where would we be without them? The unsung heroes of American Industry.
At Sonnhalter, we know tradesmen well. They are the customers of the clients we serve. They’re construction workers and maintenance professionals. Electricians and plumbers.
On the third Friday in September, National Tradesmen Day honors the men and women whose skills and hard work build America and keep it running strong. National Tradesmen Day is dedicated to the professionals who maintain the complex infrastructure of our roads, cities, water systems and power grids.
While these professionals work day in and out maintaining skills unique to their trade, our nation continues to operate smoothly without pause. The skills and knowledge of those in the trades keep business, homes and entire nations running. Whether walls go up or come down, roads cross rivers or the water flows, electricians, plumbers, masons, mechanics, carpenters and everyone in between ensures the job gets done.
With their hands, their skills and their tools, they keep America running smoothly.
Please join us by thanking the men and women in the trades. It’s truly a day to celebrate.
by tradespeopleinsights | Sep 18, 2018 | Manufacturing, Tradespeople Insights
by Chris Ilcin, Account Superintendent
As anyone concerned with problem-solving can attest, sometimes a different perspective can make a world of difference. That’s what makes this project from David Bohrer so amazing. A former White House photographer, he set out from Washington to Milwaukee on behalf of National Association of Manufacturers to document the state of manufacturing in advance of Manufacturing Day.
What he found was opportunity, innovation and dedication. Read more, and see some great photography in his post.
by tradespeopleinsights | Sep 11, 2018 | Insiders Guides
Are you in Chicago attending this month’s IMTS trade show? If so, check out our exclusive Insider’s Guide to Chicago and use this guide to help you get around town during your free time.
– Want to know where the locals like to eat and drink? We have the insider information from our friends in Chicago.
– Need tips on nightlife and sightseeing? We made a list of shouldn’t-miss recommendations.
– Have you ever driven in Chicago? We have you covered with taxi and limo services.
See you at McCormick Place…or at one of the great places in the guide!
by tradespeopleinsights | Sep 5, 2018 | Tips, Tradespeople Insights
By John Sonnhalter, Rainmaker Journeyman
I don’t know if it’s getting easier, but it sure is different from years ago. Twenty to 30 years ago, salesmen needed to make cold calls, and the only way to communicate was through land lines, faxes, letters and direct mail. The selling cycle certainly took longer back then!
Now, with the internet, cell phones, email and social media, much of the upfront work is already done for sales. YouTube videos, application data sheets and competitive comparisons are just a few of the resources available.
The key is not to try to sell something; instead, your main objective is to help solve a problem or issue. Here are a few key takeaways when selling to professional tradesmen:
– If possible, actually show you have a solution by demoing your product on an actual job site.
– Sell your value proposition on why using your product will be the reason to choose you over the competition.
– Give them names of other contractors who have similar problems/issues that you helped solve.
– Respect their time; show them your solution and ask when you should follow up.
Here are some tips:
- Deliver outstanding quality – from a great quality product to courteous customer service and user-friendly info – and then let them have the option on how they want to receive it.
- Understand what your customers want – don’t assume to know what they want – ask them.
- Connect with them – direct relationships are the most important and the most challenging. Always think WIIFT (What’s In It For Them). Be sincere and upfront with them. When communicating with them, don’t always be selling. Try to help solve a problem even though it might not, in the short term, result in a sale.
- Under promise and over deliver – exceed your customers’ expectations, then do it again.
- Don’t sit on your laurels – yes, you have real neat products, but instead of sitting there and just doing the same old, same old, innovate. If you don’t, someone else will.
by tradespeopleinsights | Aug 24, 2018 | Traditional Marketing, Uncategorized
By Chris Ilcin, Account Superintendent
There are still some hot days to get through, but Labor Day is fast approaching and most schools are back in session. So make sure you stop for busses, keep an eye out for kids and stop worrying about chasing the latest marketing craze.
Wait, what?
This is the perfect time of year to reassess what school your marketing efforts are going to. Are you “Old School,” still utilizing print, convinced social media is just a craze and missing printed catalogs? Or are you “New School,” only marketing to mobile, boiling your message down to 140 characters and laughing at the dinosaurs amongst you?
Guess what: it doesn’t matter.
Because in the end, what will make any and all of those marketing tactics succeed or fail is what you bring to it – a personal touch.
Old School Personal Touches
Print Ads – Make sure your advertising isn’t just a product catalog and includes a call to action, such as a dedicated phone number or website. This will be your best way to gauge ROI and allow you to make a personal connection with people who respond to your ad.
Catalogs – Be smart with distribution. Don’t just dump them in a distributor’s office or on a table at a trade show. Offer them on your website and free upon request. Just make sure you have a plan to follow up and utilize the customer info you get in return.
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by tradespeopleinsights | Aug 16, 2018 | Industry Articles, Marketing Tips
The Precision Machined Products Association has a growing membership of machine shops, technical members and others involved in the precision manufacturing sector. One of the more innovative ways they communicate with current and potential members is through a regular insert in the trade publication Production Machining.
The insert is a win-win for both the PMPA and the magazine. PMPA gains an additional way to communicate to their membership, and Production Machining gets valuable content.
A perfect example? This recent article on the upcoming IMTS show in Chicago. If you’re heading to this show, or any trade show in the near future, this is a great read.
The International Manufacturing Technology Show (IMTS) 2018 is set to take over Chicago’s McCormick Place from Sept. 10-15. The pure numbers of the show are pretty staggering, with more than 115,000 people expected to attend from more than 110 countries and more than 2,000 exhibitors with 1.37 million square feet of exhibit space divided into 10 pavilions, four co-located shows and more than 60 conference sessions.
So, like any big task, the secret to success at IMTS, or at any trade show, is to create a number of smaller goals and plan, plan, plan, all while leaving enough wiggle room for last-minute opportunities or challenges.
Here are some basic guidelines for planning to make the most of any trade show visit.
Pre-Show
- Book Early – Make sure to take advantage of any early bird specials for registration, not only to save money, but also so vendors have an idea of how many people are attending. It’s also best to book travel, transport and hotel as soon as possible.
- Stay in the Show Hotel – Sure, it may be more expensive, but it will be close to the show, probably have free transportation opportunities and offer lots of networking possibilities.
- Have a Plan – Make a list of goals and company needs. This way it is easier to know what to accomplish and determine whether a show was a success.
- Make a Map – Use the show planner or a printed map to physically see the locations of the booths, which will help immensely when it comes to scheduling.
- Look for Opportunity – Avoid visiting the same vendors. Their competitors will be there as well, as will potential customers.
- Have a List – Is it a selling show? Then make sure to know the company’s inventory and budget. This way, it is easy to take advantage of any show specials and ordering opportunities.
- Set Up Appointments Before You Leave – Call ahead and set up a meeting time. A few of these will not only allow visitors to ensure they get to see the right people, but act as a framework around which to build the rest of an itinerary.
- Bring Someone – Bring someone else not just to “divide and conquer” a larger show, but also to bounce ideas off of and serve as a mentoring opportunity.
- Travel Light – When packing, bring only the essentials. Visitors will be inside the majority of the time, so dressing for the weather can be minimal, and it is recommended to leave open space for the trinkets and other items. Make sure to bring at least two pairs of shoes.
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