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...
Get ready for the restart
The Coronavirus epidemic has abruptly and unexpectedly changed the operating environment. Even if your company wasn’t impacted financially, the human toll on your staff, customers, and partners has likely been a management challenge in and of itself. Here’s the good news: this, too, shall pass. Market recoveries followed the 2007-08 financial crisis, the 2001-02 tech bubble burst, and the 1987 market crash. We should expect the same...
COVID-19 relief for employers: New employee Retention Tax Credit
The coronavirus (COVID-19) pandemic has shut down many sectors of the U.S. economy, causing widespread job losses. Over 10 million Americans applied for unemployment benefits in March, according to the U.S. Department of Labor. And far more claims are expected in April. Some economists predict that the unemployment rate could rise to Depression-era levels of 10% to 15% before the crisis ends (compared to 3.5% in February 2020). To...
COVID-19 Pandemic vs. Lift Truck Industry
Novel Coronavirus COVID-19—Demand Shock—Supply Shock—Shutdowns—Restrictions—Employee concerns—Unknowns versus Lift Truck Industry This does not look like a fair fight. Seven against one. All eating away at your cash flow which is the lifeblood of any business. If this fight is short-term, say 60-90 days, most of you can figure out how to manage expenses and cash flow to survive. If longer, 180 days or...
What will change Post-Coronavirus
It’s an unprecedented time in our history. The COVID-19 epidemic has turned virtually all business on its head. With virtually the entire world on partial or complete lockdown, this is the opportunity to examine what the business world will look like once we get through this pandemic. While many might believe that our world will dramatically change, it’s more likely that many people and organizations will want to...
How marketing leaders can both manage the coronavirus crisis and plan for the future
In the economic recovery from the pandemic, marketing—the link between businesses and their customers—will play a pivotal role. Planning starts now The COVID-19 crisis is unprecedented. The speed with which it has spread and its effects on families and daily life have led to a deep sense of fear, anxiety, and confusion. The human toll has devastated many of us and continues to drive home the reality that the coronavirus is a tragedy...
Dave Baiocchi: Hitting the reset button
I am writing this column on April 9th. It’s Tuesday, during one of the most painful and deadly weeks of the COVID-19 crisis. For most people in our industry, life has changed. The severity of the change is more evident in some departments than in others, but let’s face it, a pandemic will change the way you operate. Forklift dealerships were on the government’s “essential” services list during the crisis. Our services are still...
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