You can talk all day about how great your company is. You can tell people that you have great products, that your services are unparalleled and that you have the best customer service on the planet, and it will be to no avail. All you’ll get is a big yawn. The simple reason is that everybody says that about […]

Okay after eight weeks of lockdown, eight weeks of the world being scary, and challenging, and unpredictable, it’s time for a break. I have spent the past two months and counting working with companies and reps and salespeople doing what I can to help in any way I can to conduct business as usual. I have given numerous presentations on […]

  Over the past few weeks, we have been writing about how to keep business as usual in these unusual times. How to market your company, how to make sales calls, how to sell your products while not being able to be in front of your customers. I have also offered a plan called Business as Usual: Selling without visiting […]

  “Do not let us speak of darker days, let is speak rather of sterner days. These are not darker days, these are great days, the greatest days our country has ever lived” Winston Churchill. The great orator was talking about the bombing of London when he said these words. A time, far more serious and scarier even than what […]

We have heard all the bad things concerning this new virus, the numbers, the dangers, the risks, the precautions, the varied political opinions, the damage to sales of Corona beer.  Now it’s up to us to come up with ways to operate in these hard times. It is up to us to find ways to conduct business while the virus […]

One of the most important aspects of my business is helping companies with their relationships with their reps. Certainly it’s no secret that the rep/principal relationship is one of the most challenging that industry faces. This relationship is particularly challenging in the PC board industry with its’ tremendous ups and downs and its’ consistent struggles with the importance of sales […]

It’s happened to all of us. It’s just part of doing business. No matter how hard you try, somewhere along the way you lose a customer. There are a number of reasons why this happens, attrition being one of them. In terms of attrition, there is not much you can do about that. A customer disappears for one good reason […]

A list of things you’ve got wrong Yes things you’ve got all wrong when it comes to marketing, what it’s about, how it works and what it’s for. You know there are some distinct disadvantages to being in an engineering based business and one of them is that we all know way too little about marketing, and guess what?  That […]

Ten great Business Tips from Breaking Bad Yes Breaking Bad was a hit show on AMC; it is also a fascinating show to watch. After all how often to you see a high school chemistry teacher with cancer trade in  his second job at a car wash to become a crystal meth fabricator and dealer. Not only does our hero Walter […]

Let me tell you about my good friend Marty Petersen. He was one of the most intriguing people I have ever met, and had the pleasure to work with. Marty was always all in whatever task he undertook. When I met him, he was handling the purchasing for us at Automated Systems, the PCB shop we both worked at just […]