Learn about a recent experience where I faced a competitor selling a product for 50% less and how I won the customers business back.
Recently our delivery driver brought to my attention that one of our top 5 customers had purchased some product from a competitor. This, of course, got my attention so I made a sales call as soon as possible and I discovered that this customer had indeed purchased a skid of brake shoes and a skid of drums from a competitor. Then I got a shock when one of the mechanics told me that they had purchased the product for approximately 50% less on the shoes and 20% less on the drums than what I had been selling our products for.
My first reaction was panic! Continue reading “Dealing with Competitors Cheaper Products (3-minute read)”
Learn how I am changing my industry by innovating how I work with Manufacturers Sales Reps.
In the Heavy Duty Truck and Trailer Parts business, most manufacturers have sales reps assigned to work with OEM’s, Truck Dealers, Aftermarket Distributors, and Aftermarket Retailers. The relationship is strictly B2B and the manufacturers rely on their customers to sell their products to the end users.
Manufacturers want to work with the people who sell their products to the end users. Sadly over the last 20 years, there has been a trend of declining interest in collaborative sales work. This is a mystery to many manufacturers as their only goal is to make the people and businesses who sell their products to the end-users successful. Continue reading “Setting a New Standard in Collaborative Sales Work (3-minute read)”
Learn about my personal journey and the discovery of a secret weapon – patience.
When I was a teenager I didn’t give a lot of thought to my future, I graduated high school not knowing what I wanted to do with my life.
Once I entered the workforce I found the Commercial Heavy Vehicle Parts Industry. This industry is perfect for me, it allows me to work in a blue collar industry while holding positions in Management and Sales. After 12 years in the industry, I left to start my own business which I successfully bootstrapped with a $700.00 initial investment and built a 6-figure contracting business that I sold 7 years later. Now I am back in the Commercial Heavy Vehicle Parts Industry and I am loving every minute of it.
Sounds like a great story with a happy ending right?
Continue reading “Patience – My New Secret Weapon”
In this article we discuss the impact of personality profiles on the hiring process and outline three steps to hiring outstanding people.
Your employees are your greatest asset. Hire and invest in the right people and they will take care of the customers. The customers will, in turn, take care of the shareholders. It’s a simple idea but how do you hire the right people?
Let’s look at three steps:
Continue reading “3 Steps to Hiring Outstanding Employees”