by Content Marketing | Sep 3, 2016 | Revenue Growth Formula
This step explains a simple technique that you can implement today to increase the average win rate of anyone who sells anything at your distributorship. And when I say anyone, I’m including the people who sell new and used equipment, your aftermarket products and...
by Content Marketing | Feb 7, 2016 | Growing Ideas
When it comes to customer retention each of us is keenly aware of the need to deliver to and satisfy our customers, but what’s “Wowing” about? Wowing is a lesson that I learned from my neighbor, Jim. Jim, his wife Kim, their twin daughters and dog moved in next door 5...
by Content Marketing | Dec 5, 2015 | Growing Ideas
When we talk growth I suspect that most of you envision selling more new equipment. I appreciate that view. A couple of years ago a distributor that represented 18 different manufacturers told me that I’d be his friend for life if I could figure out how to keep those...
by Content Marketing | Nov 17, 2015 | Growing Ideas
The hard part isn’t knowing what to do to grow your distributorship’s revenue. You’ve already got most of that figured out. The hard part is knowing how to do it. That’s the part that bothers you most. If you don’t know how to do it, then how can you be sure that we...
by Content Marketing | Nov 4, 2015 | Growing Ideas
In a letter to Berkshire Hathaway’s shareholders, dated March 2, 1990, Warren Buffett introduced a concept he referred to as the Institutional Imperative. Since he introduced the ideas, hundreds of articles, many of them scholarly, have been written about his...
