Manufacturer’s Corner: The Difference Between Industrial and Consumer Marketing
The majority of college marketing graduates are simply unprepared to go to work for industrial companies. So attests Jack McNally, dealer sales manager of...
Evaluating Independent Manufacturing Reps
Manufacturers' relationships with independent sales reps cannot be the same as their relationship with factory salespeople. Independent sales organizations are just that: independent. ...
Industrial Marketing: The Dangers of Customer Concentration
In consumer product marketing, it's probably safe to say any customer is a good customer. Even if said customer is a deadbeat with bad...
Manufacturer’s Corner: Six Essential Questions for Growth
Small and mid-size manufacturers do not like to do business or growth plans. There are a lot of reasons for this, not the least...
Credibility Lessons from Bernie Madoff
Bernie Madoff single-handedly delivered an agonizing kick to the knees of every organization that relies on trust. In other words, Mr. Madoff has made...
Profiling Your Best Customers
In manufacturing, having an objective way of profiling your customers is important for two reasons. First, knowing how to profile the best customer—or ones...
Consumed by Challenges and the Changing Consumer Mindset
Collaboration is the theme vividly painted at The Nielsen Company's Consumer 360 morning kick off — as attendees found themselves consumed in data illustrating...
The First Impression of Credibility: Your Face
Here's the situation: A prospect has just walked up to you. Stop right there—what does your face say right then?
This instant in time is...
Will credit crunch make memo a memo-ry?
The recession has forced banks around the globe to tighten lines of credit, leaving suppliers with less leeway when it comes to giving out...
Are Your Sales Questions Holding You Back?
Recently, I read this advice about using questions in the sales process: Each time the customer makes a statement, always take the time...
