A Great Relationship With Your Sales Reps

One of the most important aspects of my business is helping companies with their relationships with their reps. Certainly it’s no secret that the rep/principal relationship is one of the most challenging that industry faces. This relationship is particularly challenging in the PC board industry with its’ tremendous ups and downs and its’ consistent struggles […]

Rescuing The Orphans

It’s happened to all of us. It’s just part of doing business. No matter how hard you try, somewhere along the way you lose a customer. There are a number of reasons why this happens, attrition being one of them. In terms of attrition, there is not much you can do about that. A customer […]

Five Marketing Myths

A list of things you’ve got wrong Yes things you’ve got all wrong when it comes to marketing, what it’s about, how it works and what it’s for. You know there are some distinct disadvantages to being in an engineering based business and one of them is that we all know way too little about […]

Marty

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 […]