Grouping customers together doesn't serve any of the parties involved. Using velocity marketing, distributors should look at a customer's growth or contraction and each one's account activity to see which companies to spend time and money on in order to make more money for yourself.
It's incredible that distributors, many of whom are professional marketing organizations, never take the time to do the first and most basic marketing step. Knowing and selling what the customer wants is the first and most vital step.
How can distributors prepare their business and their staff to once again raise the level of customer service and satisfaction? How are they going to separate themselves from the competition?
Photos from the 2013 ACCA Conference & IE3 Expo in Orlando, Fla.
Podcasts
Cade Clark, assistant vice president of government affairs for the Air-Conditioning, Heating & Refrigeration Institute (AHRI), gives a brief overview of the new version of the Shaheen-Portman bill, what AHRI thinks of the energy-efficiency legislation, and how it might affect the HVACR industry if it becomes law.
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