Glorified parts runners
Last month, we spoke about the differences between equipment salespeople (ES), and customer service representatives (CSR’s). I explained that your equipment sales staff is akin to a group of hunters, that seek singular targets and specific results. CSR’s in contrast, look to establish and cultivate ongoing, long-term relationships with end-users. The customer’s connection to the dealership may have been initiated by the ES, but their...
Status report, please
Well, how is it going out there? You where you think you were going to be? Are customers still buying at your best guess rate considering COVID-19? Even though customers are still buying, how much longer can that go on considering shortages of parts and materials. Are you going to survive the PPP forgiveness test? Did you include the “forgiveness” in your income tax estimate for the current year? Remember you have one last chance to...
20 years Saluting Women in Material Handling- Three leaders with trailblazing careers with the desire to succeed
Lisa Reonegro has heard some cringe-worthy lines while on the job. When she began in the material handling business in the late 1980s, she said the discriminatory treatment of women was more common than it is today. “Back then,” she said, “I met with quite a bit of discrimination. I was at times told on the phone, ‘Give me to a man who knows what they’re talking about.’ “I’ve heard it all,” she said. While such treatment was at first...
What I learned from 100 Podcasts
The New Warehouse Podcast recently hit its 100th episode mark on August 17th just a year and a few months after its debut in March of 2019. If you did not know, I am the host and founder of The New Warehouse. I have had the pleasure of putting together these 100 episodes to help deliver some additional value to those in the logistics, distribution, transportation, and material handling world by having conversations with others from...
The Isolation Process, A powerful path to more sales
Psst — hey — c’mere! I’ve got a secret to tell you…Sometimes prospects will stall you, sometimes they will lie to you, sometimes they won’t tell you the real reason why they won’t purchase. When a prospect gives you some lame excuse (stall) about why they won’t buy now, he’s really saying, “not yet.” There are two basic types of stalls: People stalls and Thing stalls. Thing stalls are when prospects say — I’m too busy now, your price...
True leaders try to move the needle rather than avoid blame
Companies are consistently looking for new ways to grow Every organization is trying to discover new innovations which will catapult revenue, and build a bigger gap between them and the competition. However, many of these organization’s leaders are making business decisions they can defend, rather than what will truly make an impact. It’s driven by a fundamental psychological bias we all face – loss aversion Loss...
Small Businesses: Are first-year depreciation write-offs right for you?
Under today’s federal income tax rules, your business may be able to claim big first-year depreciation write-offs for eligible assets that are placed in service in the current tax year. But that strategy might not be right for every small business every year. Here’s what you should know before claiming 100% first-year bonus depreciation or first-year Section 179 deductions. CARES Act Changes Rules for NOL Carrybacks...
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