Cabinet Industry’s Most Wanted List
Close, Close, close that deal. Ask for the order. You have to be aggressive in this market. You can’t take no for an answer! Sound familiar?
Sometimes Sales is a Pain in the…
How do you find out what is motivating a prospect? It’s pretty easy – ask them. My sales rhythm is to ask prospects a big, ambiguous question…
The Same Old Mantra
Carrying multiple vendors for cabinets is important — especially in a non-standardized market like ours. Yes it is a challenge, but it also reduces your risk.
A Manufacturer SPIF Rant
It’s a funny thing really, having your manufacturer offer financial incentives directly to your salesreps so they will sell their products.
Why 1 Purchasing Head is Better Than 5
The salesperson spends less time doing what they don’t like – pushing paper – and more time doing what they like – selling. It works out great for everyone.
Your Winning Season
I think of business as a game. If I play the game well, my business prospers. If I play the game poorly, the business fails.
NASA Required for Cabinet Dealership Accounting Implementation
Accounting systems are set up to deal with non-configured products. Loading an inventory system with all the non-configured products the dealer sells is more of a labor challenge than a technical one.
The Lost City of Cablantis – A Story About Our Industry
It is a place where dealers only have to carry one manufacturer line (yet can adequately service every market segment).
