2011 - Page 3 of 4

3 Things you need to know to make a great pitch.

If you’re not impressing, you’re probably boring! Ever lose out on a business opportunity because you fumbled your sales pitch? Or you started your elevator speech but the audience seemed bored after thirty seconds. Or maybe you felt like you did pretty well except now you’re scratching your head because you didn’t get the result you were after. Are you missing real opportunities or is this just p...
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Five ways to keep moving forward… in spite of change

Since the introduction of Henry Ford’s moving assembly line in 1913 time has become an important dynamic for every business, large and small. Fast forward nearly a hundred years and most manufacturers, including coatings operations, see or feel the effects of time being compressed. It has become a force of change that your business must reckon with, if it hasn’t already. What was novelty in 19...
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3 Elements of strategy you must have to succeed!

If you don’t know where you’re going, any old way will do. If your company is not working on surviving you have to be focused on growing, excelling and achieving goals. That’s a fact. Because, invariably, when we take our eyes off the target we usually miss. In other words, if you don’t get everyone rowing in the same direction, you’ll soon be working survival again before you know it. It can be a...
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Four forces of change…why it matters so damn much

Change is everywhere. It’s constant, and it’s subtle all at the same time. But what the signs don’t tell us is that when the world changes, the rules change. You can get stuck with currency nobody wants. Rules both define and constrain your business in significant ways. Since nobody’s handing out new rulebooks, understanding exactly what is changing, and how it’s affecting your business, is ke...
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ACCESSA COATINGS SOLUTIONS ADDS SAYERLACK PRODUCTS TO EXISTING ARSENAL OF INDUSTRIAL COATINGS

INDIANAPOLIS – ACCESSA is pleased to announce it has forged an agreement with Sayerlack, and will now distribute the Sayerlack line of premium polyester and polyurethane wood finishes. Sayerlack is based in Pianoro, Italy, and is known for quality finishes and innovative Italian wood finishing offerings. The Sayerlack products join the current metal, wood, and plastic industrial coating product li...
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7 Lesson package on efficiency and other survival skills.

New source for inspiration and wisdom will surprise you. Survival mode is a familiar place for way too many business managers. It’s not a place you want to visit often or want to be in very long. Once in it though, you want nothing more than to be out of the woods in a hurry. But what if reaction speed just isn’t your strong suit. In this post, I introduce a short new book that focuses squarely on...
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Supply better quality at an understandably higher price

Ask your sales team, “What part of our products’ value proposition do you take responsibility for?” It’s a fair question—even if you have to ask yourself. There are two roads, price and value and you have to choose just one. If your coatings company battles over price, you may be standing in the middle of the road where, ultimately, you’re gonna get run over. My recommendation? Step out and ru...
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Get Mojo with mobile links for your business.

Here’s the medium, what’s your message? “New rule: If you want to grow, you need to find customers who are willing to join you or believe in you or donate to you or support you. And guess what? The only customers willing to do that are looking for something new. The growth comes from change and light and noise [aka, Mojo].” I borrow that passage from “TRIBES,” a book by the most popular business b...
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Rescue sales and marketing efforts with effective email

Everyone has an email inbox. It’s the one media you know everyone uses virtually every day. But with all the hype around social media you might think that the power or relevance of email in the coatings industry has diminished. It hasn’t. There’s hardly anything in sales and marketing more cost effective, easier to track, easier to measure, or more direct than an email with a purpose. That sai...
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A four-step prescription to help you drive markets

Create impact where it matters most. In my previous post I suggested that in order to gain the greatest insight we must “look broadly outside the industry.” Well here’s an example by way of a comparison of the metals industry to, of all things, the airline industry. I discovered some striking similarities as well as some interesting common ground. The exercise illustrates how, by simply having mor...
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