Those of us who have spent our lives in sales, sometimes forget who really matters. As we pursue those elusive orders or solve problems, meet challenges, and soothe angry customers, it is easy for us to forget those who are really doing the work. The ones who are back at the shop, sweating it out […]
Why PCB Shops Can’t Get Good Reps
For the past couple of years now I’ve noticed that it is much more difficult to get independent sales reps interested in selling for board shops. One of my offerings, one that is becoming my least favorite by the way, is trying to find reps for shops. My fee for this is getting higher every […]
What Makes A Great Leader?
There is an old axiom that goes behind every messed-up company is a messed-up leader, the real version is somewhat more graphic, but this is a g-rated rated publication and I respect that, heck you never know when a six your old might want to read this column. Anyway, any version you use of this saying it’s […]
Book Recommendation: Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants
A book recommendation from Dan Beaulieu: Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants By Paul Cherry Copyright 2018 Amacon Price $ 17.95 Pages: 227 and Index The one book to read and study if you truly want to know who your customer is. This is a great book to help […]
Marketing Your Rep Firm
Who are you and what are you doing here? If you want to stand out as a rep company, you have to get your name out there. And that means getting involved in some good old marketing and branding. The good news, is that there are practically no rep companies paying any attention to marketing […]
Customer Service Is Everywhere!
It’s all customer service… all of it! Whatever you do, everything you do in a company is all a version of customer service. Just like everyone in your company is a sales person, everyone in your company is a customer service representative. From the owner to the person in shipping to the person in plating […]
So You Have Signed A New PCB Rep Firm. Now What?
Finding them is one thing. Keeping them is another. Here’s how. Look we all know that this is one of our industry’s greatest challenges. For a number of reasons not the least being that many board shops have screwed many reps over the years, it is getting more and more difficult to get good reps […]
What’s The Question?
Asking the right questions will lead to sales I have a question for you. Or actually, more than one. Are you asking the right questions? When you are face to face with a customer, especially a new prospect, do you have a list of the right questions to ask? Are you like a good lawyer, […]
Six Things That Will Guarantee A Great 2018
Okay here we are again. The beginning of a brand-spanking shiny new year. 2018! Who would have thought we would make it this long? But we did, and the North American PCB business is still alive and kicking. But, as we turn the page on another new year we should consider what we want to […]