Let me tell you about my good friend Marty Petersen. He was one of the most intriguing people I have ever met, and had the pleasure to work with. Marty was always all in whatever task he undertook. When I met him, he was handling the purchasing for us at Automated Systems, the PCB shop […]
Selling On Price Is How You Lose
If you prospect for price you are going to get price oriented customers. You are only going to “buy” your way into an account and yes, you are going to set the precedent for the life of that account. So says Mark Hunter in his great new book High-Profit Prospecting published by Amacom. And allow me to […]
Care About Your Customers And They Will Love You For Life
Years ago, when I lived in Milwaukee, there was a great, and wonderful airline by the name of Midwest Express. I loved that airline, it was the one airline that I was proud to be a frequent flyer on. To this day, I still have the leather travel wallet they gave out then you hit […]
Contract Manufacturers: Does Anybody Know Your Name?
Unlike PCB shops where there are now less than 200 left in North America, there are well over 1000 contract manufacturers of all shapes and sizes. Everyone knows the big guys from Celestica, to Flextronics, to Sanmina to Plexus all of them doing hundreds of millions to billions of dollars, but what about all the […]
Open-Minded Selling
Great sales people will try anything. There is a theory that goes, “Look at the way a person dresses today, and you can tell when he went to high school” Try it out, and you’ll see that most of the time it’s true. Khakis and button-down oxford cloth shirts? Pre-hippie days sixties. Gray haired ponytails? […]
A Better Relationship With Your PCB Manufacturer Will Yield Better PCB’s
We have talked a lot in this column about how board shops should treat their customers. How they should try to get to know their customers and their needs. So now let’s switch things around and talk about how customers should treat board shops, how they should work with board shops to get the best […]
Eight Great Things To Teach A New Salesperson
Listen!! All of us are working diligently on getting more young people involved in our business today. And of course, many of those people are going to be involved in sales. These young people are going to need the right training to make sure that they become good, effective, and of course successful, sales people. […]
Book Recommendation: Seven Stories Every Salesperson must tell
A book recommendation from Dan Beaulieu Seven Stories Every Salesperson must tell By Mike Adams Copyright 2018 Price Paperback $14.95/ Kindle: $2.99 A great book to get you started on storytelling There are a lot of good books out there about storytelling. They talk about the importance of telling stories. They always indicate, how people […]
Choosing The Right PCB Vendor Is Critical To A Contract Manufacturer’s Success
Choosing the right PCB vendor is not as easy as you want to think it is. There are still many contract manufacturers out there who believe the myth that all PCB shops are the same and that in the end it’s only a matter of basing their decision on price and price alone. Oh, sure you’ll make […]
Yes Virginia, Advertising Does Work…Sometimes
I was listening to the radio, as I drove to the airport last Sunday, when an ad came on about smoke, and carbon monoxide alarms. I was half listening, not really paying attention, since it was not exactly a captivating subject. In fact, I was a little irritated, because I always get irritated, when I […]