COLUMBUS, Ohio — Heating, Air-conditioning & Refrigeration Distributors International (HARDI) released its monthly TRENDS report, showing that average sales for HARDI distributor members increased 7.0 percent in March 2017.
DC Editor Tom Perić recently interviewed Chris DeBoer, HARDI's marketing manger, about the Sales & Marketing Focus Forum, slated for September 17 to 19.
Countless distributors have labored under tremendous misconceptions in regard to how their companies really make money. However, because everybody has been at a similar disadvantage, there has been a near-level playing field.
As part of our follow-up, we did deep dives with nearly two dozen distributors, in four lines of trade (HVACR, industrial, electrical and automation, and building supplies). Clearly, distributors are struggling to get to a compensation plan that drives the right behaviors. And thoughts on commission extended past outside sales.
It can take up to 20 years to build a quality brand name, but just a handful of bad experiences can destroy it. The great entrepreneurs of our time believed this to be true. Steve Jobs, Mark Zuckerburg and Keith Merrill all bought into the concept that having a superior innovative product was not enough.
The other day, I had the pleasure of discussing the challenges of marketing ROI with Jim Obermayer, CEO and executive director of the Sales Lead Management Association, on his Internet radio show.
Good time management for salespeople has been an obsession of mine for more than 30 years. In the last decade, I’ve helped tens of thousands of salespeople improve their results through more effective use of their time. Over the years, I’ve seen some regularly occurring patterns develop – tendencies on the part of salespeople to do things that detract from their effective use of time.
COLUMBUS, Ohio, November 16, 2016– Heating, Air-conditioning & Refrigeration Distributors International (HARDI) released its monthly TRENDS report, showing average sales for HARDI distributor members increased by 7.3 percent in September 2016.
I recently had the opportunity to present “PR University: Building Your Business with Public Relations” to the HARDI Sales and Marketing Conference in San Diego. I was impressed with the audience’s interest, engagement and enthusiasm for the topic. And there’s a good reason for that. Because your industry, like others, is changing in significant ways, and PR can significantly help grow and protect your business.
