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- Global Marketplace Strengthens U.S. Operations [Third Quarter 2010]
The distribution and demands of goods in manufacturing give the U.S. more diversity within a global marketplace.
- Know-More Selling [Third Quarter 2010]
Use Google, LinkedIn and your local library to access information about your customers and your competitors.
- Same Thing In A New Way [Third Quarter 2010]
Distributors share their strategies for improving service, increasing efficiency and evaluating new markets.
- Spike Selling And Service [Third Quarter 2009]
The current economic downturn does not only affect gases and wedling distributors, but their custormers as well. Buying habits for gases and welding equipment may dramatically change.
- Selling A Price Increase In A Soft Economy [Second Quarter 2009]
Salespeople must understand the necessity of selling a price increase, especially in a soft market. Salespeople in the gases and welding industry must learn how to sell these price increases.
- The Lost Art Of Persuasion [Second Quarter 2008]
Tips for delivery an effective presentation in the gases and welding industry using PowerPoint and other tools, and effective methods of persuasion as a gases and welding salesperson.
- A Little Philosophy . . . On Change [Second Quarter 2008]
In order to improve sales of industrial gases and welding equipment, salespeople must change their strategies by increasing effort and doing more to produce gases and welding sales.
- In 2008, You'll Need To Focus On Fighting Your Main Squeeze [First Quarter 2008]
The margin squeeze means lowered prices by large competitors are forcing others to decrease margins. Proactive salespeople must help a customer define what he wants and needs to be successful.
- Prospecting [Fourth Quarter 2007]
Prospecting is an important part of gases and welding sales. To successfully prospect customers salespeople must dedicate sufficient time and resources to prospecting.
- Help Your People (And Yourself) To Success [Third Quarter 2007]
Consistency in the gases and welding sales process comes from clear expectations, managing and measuring activities and providing sales feedback.
- 10 Innovations To Revitalize Your Business [Second Quarter 2007]
Ten innovations in the gases and welding industry that ensured success for distributors of industrial gases and welding equipment.
- The Sales Professional [Second Quarter 2007]
Sales professionals in the gases and welding industry can be distinguished from sales people by their dedication to skills and their sales training.
- Sales Strategy And Budgets [Second Quarter 2007]
Developing a sales strategy for your gases and welding company as well as a sales budget will ultimately increase efficiency and give added incentives to employees.
- Five Easy Ways You Can Increase Gross Margins [First Quarter 2007]
Gases and welding distributors can increase gross margins by raising prices on lower tier customers, selling high margin products or stripping away unpaid services.
- Search For The Silver Bullet [Fourth Quarter 2006]
The most important technique a gases and welding salesperson can use is to schedule a next step with the customer by asking what needs to be done next and when it needs to be done by.
- The One Thing Prospects Want, But Just Can't Seem To Get [Third Quarter 2006]
When trying to make a sale in the gases and welding industry, salespeople must consider value propositions and convince the customer that they are adding value to their company.
- Know What You Want [Second Quarter 2006]
Setting goals for yourself is a key to sales success in the compressed gases and welding industry. It is important to use time efficiently to maximize selling potential.
- Sell Like A Change Agent [First Quarter 2006]
Salespeople should be careful not to commoditize their product by offering rehearsed messages and value propositions, but should offer unique value to prospects.
- You Say You Want A Resolution? [First Quarter 2006]
To achieve sales success in the gases and welding industry in 2007, one must set goals that are specific, measurable, achievable, recorded, timed and shared.
- Build Lifetime Customer Loyalty [Fourth Quarter 2003]
The spirit of service refers to people who go above and beyond their normal job functions, which is something that must come from corporate culture rather than programming.
- Fight…Fight Now!!! [Fourth Quarter 2002]
Regular Americans have the opportunity to fight back in a post-9/11 economy by engaging customers, transitioning sales force and bringing experience to clients to keep the economy growing.
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- Minimum Sell Price Policy for Internet Sales [Second Quarter 2009]
Manufacturers are able to set a minimum sell price for internet sales, and some manufacturers opt to set a minimum advertised price for their gases and welding products.
- Internet-Based Guerilla Marketing [Fourth Quarter 2008]
Gases and welding companies can market themselves on the internet for free using tools like blogs, YouTube, LinkedIn, and other social networking tools.
- Quit Your Whining And Learn To Deal With It! [Fourth Quarter 2007]
Internet sales are here to stay and gases and welding distributors can take advantage of sales opportunities on the internet by using internet sales techniques to sell gases and welding equipment.
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- Critical Sales Leadership And Coaching Skills [Second Quarter 2008]
Management of gases and welding sales professionals depends on the four pillars: personal discipline, relationship skills, strategic selling and tactical selling in the gases and welding industry.
- Goal Setting and Your Salespeople [Third Quarter 2004]
Motivating salespeople to change can be difficult. Allow salespeople to plan their own course of action, come up with solutions, negotiate agreements, and offer rewards.
- Proactive Sales Management [Third Quarter 2004]
In order to obtain different results from your gases and welding sales team, a sales manager must change procedures, including strategy, planning, sales process, account profiles and compensation for gases and welding salespeople.
- Don't Let Success Breed Failure! [First Quarter 2004]
Gases and welding distributors can determine manufacturer success by expanding the trap line, leaving the comfort zone, demonstrating product use, solving customer products and fending off competitors.
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- New Markets for Gases & Welding [Third Quarter 2010]
New technology in solar panels and photovoltaics creates new applications for hydrogen, nitrogen and other gases.
- Marketing On A Tight Budget [Second Quarter 2009]
Gases and welding distributors should maintain or increase marketing in difficult economic times using the internet, email or other advertising methods.
- Distributor Marketing Programs [Second Quarter 2008]
Members of the Gases and Welding Distributors Association discuss innovative ways to promote their gases and welding business and stretch limited marketing budgets.
- Street Fighter Marketing [Second Quarter 2008]
Postcards and simple advertising items like customer testimonials and contests can generate business for a gases and welding company at little cost.
- What Should A Company Expect From Its Marketing Program? [Second Quarter 2007]
The goal of the marketing department is to create customers by generating company interest, differentiating the company, locking the marketplace and retaining customers in the gases and welding industry.
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- The Customer Empathy Solution [Second Quarter 2009]
Customer empathy in the gases and welding industry means making a customer love you and creating an emotional tie with an industrial gas or welding equipment customer.
- Who's The Boss [First Quarter 2007]
Customer service in the gases and welding industry involves listening to customers, appreciating customers and working for the customer.
- Customer Satisfaction Surveys [Fourth Quarter 2006]
Customer surveys allow an industrial gases and welding equipment distributors to get feedback on their service and customer satisfaction from their gases and welding customers.
- Five Most Frustrating Voice Mail Phrases [Third Quarter 2005]
Avoid frustration with a voice mail system in the gases and welding industry by refraining from five major mistakes and leaving effective voice mail messages.
- No Snakes Need Apply [Fourth Quarter 2004]
Having an organized approach to hiring an advertising agency allows a gases and welding distributor to avoid hiring the wrong advertising agency.
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- The Partnerships That Keep Us Moving [First Quarter 2004]
Successful Sales Partnerships between suppliers of industrial gases and welding equipment, their gases and welding distributors and end-users.
- Distributor Salespeople Have What It Takes To Outperform The Economy [Fourth Quarter 2003]
Sales superstars in the gases and welding industry demonstrate hard work and determination to ensure that they make big sales and remain atop the sales chart for industrial gases and welding equipment.
- Partnering For Sales Success [First Quarter 2003]
Distributors work with their suppliers and manufacturers in the industrial gas and welding equipment industry to partner for sales success.
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