Is company gravity killing your organization?
Most business leaders stress the importance of understanding and responding to ever-changing customer needs to stay relevant and competitive. Yet why do so many companies spend the majority of their time focusing inward? We recently surveyed 50 business executives to understand their organizations’ strategic priorities. Among their top five, “customer” was by far the most-mentioned word. But the majority of these companies...
The future of Reverse Logistics
Managing returns has traditionally been treated as an afterthought. But with the rise in eCommerce sales, returns are sure to be substantial, which can lead to a poor customer experience and revenue losses. Many businesses are now placing more emphasis on handling returns, called the reverse logistics process. And some initiatives have come a long way. Here’s what those look like and what we might expect from the future of reverse...
What does the future hold for California Forklift Buyers? Insights from Cromer’s General Manager, Doug Perez
Doug Perez serves as General Manager of Cromer Material Handling, and has worked in the material handling industry for over 20 years. Right now, our industry faces a number of big changes, coming fast and disrupting our processes. Doug wanted to offer his thoughts on these changes, what forklift buyers & operators should expect, and how Cromer is working to help. “In recent years, the material handling industry suffered an...
Cracking the Code: Aligned Incentives + Meaningful Consequences = Solid Results
“They want us to give great service, but they reduce our bonus if our calls go longer than three minutes. I’m not going to lie, I start talking faster at the 90-second mark.” “She asked me to suggest ideas, so I did. I now have a whole bunch of extra work to do. It’s the last time I’m opening my mouth. I didn’t realize offering an idea meant signing up to execute it.” “I get paid for selling products. Deep down, I know some of my...
143 new Industrial Manufacturing Planned Project in March 2023 with Q1 expansion increases MoM
IMI SalesLeads has announced the April 2023 results for the new planned capital project spending report for the Industrial Manufacturing industry. The Firm tracks North American planned industrial capital project activity; including facility expansions, new plant construction, and significant equipment modernization projects. Research confirms 143 new projects in the Industrial Manufacturing sector. The following are selected...
Stressing safety and safety related services to your customers is good business
With this month’s issue we are putting the spotlight on safety, it is a good time to discuss some products, accessories, and services that can be a part of a dealership’s aftermarket offering. Additionally, discuss how Customer Service Sales Reps, Parts Professionals, and Service Technicians can all drive the sales of said products and services. In my last article, I talked about dedicated customer service sales reps will allow your...
Salespeople: “Never fail again” Here’s how!
One of the greatest fears of salespeople is failure. Early in his career, the late David H. Sandler, founder of the Sandler Sales Institute, created a mechanism that prevented him, or any salesperson who uses it, from ever failing again. The following adaptation from You Can’t Teach A Kid To Ride A Bike At A Seminar, by David H. Sandler and John P. Hayes, explains Sandler’s technique The Upfront Contract. John Hayes recalls a magic...
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