School's Out for the Summer - NOT REALLY

"How's it going?"

"Oh, quoting more than a few months ago, but not writing many orders."

The above is a conversation I have had many times lately, even this morning. What does it mean? How do we interpret the data that comes to us from all sides? Sometimes it depends on if you are a "half full" or "half empty" person. There is a lot of uncertainty in this market and there has been now for a very long time. It is very hard to stay on a course when it is not met with early success. Maybe there are things you could do (should do) to capitalize on this time.

1. Invest in yourself. Are you an expert on the product or services (all of them) that your company offers? Ask your manufacturers or reps if there are resources you could utilize to make yourself more relevant. It is hard for your customer to value your participation in his or her business if you don't bring anything to the table.

2. Invest in others in your company. If there are new employees, other salespeople representing your company; share your knowledge with them. Make them better. A rising tide floats all boats.

3. Study your customers. With Google, Bing & Yahoo you will find just about anything there is to know about your customers. Learn if they are expanding or consolidating. The best single year I had with Texas Instruments was a year they were closing down some of their operations. I became their partner in that effort. Learn what they value as a company. Initiatives such as Green or Lean can add points to your offering if you know it in advance.

4. Make calls. In person, on the phone, via email or any other method, just do it

5. Make no enemies. You will sometimes be at odds with people or companies, you will disagree on answers or value, but only support your position. Never personalize or ridicule your competitors. If there is a divide between you let it come from them.

I offer goods and services to the material handling dealer community. As you reach out to your customer base perhaps I can be of help. Web development, SEO services, online or print catalogs and many other services tailored specifically for our industry. Call or email me for a conversation about your needs. I would love to talk to you.