Articles by Fred Thal

All Customers Are Not Created Equal

October 9, 2006
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.
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Find Out What They Want

September 18, 2006
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.
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Distributors Examine Future Practices

August 7, 2006
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?
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2014 MCAA Annual Convention

Scenes from the 2014 MCAA Annual Convention in Scottsdale, Ariz.

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Kyle Gargaro, editor-in-chief of The NEWS, hosted the 2014 ACCA CEO Forum. At the event, six well-known, highly respected company executives, Gary Michel, Ingersoll Rand/Trane; Chris Nelson, Carrier Corp.; Chris Peel, Rheem Mfg. Co.; Rod Rushing, Johnson Controls; Brent Schroeder, Emerson Climate Technologies; and Doug Young, Lennox; provided individual industry outlooks and fielded questions directly from attending contractors. Listen to the entire event on the NEWSMakers podcast. Posted on April 14.

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