An interesting question: When do you decide it’s not worth calling that prospect for the umpteenth time? Well it depends on the prospect. If you know for sure that you have exactly what a specific prospect needs, then you will never stop calling on them. This isn’t to say that you call them twice a […]
Astonishing Customer Experiences
I Should Have Thought of That! If you often see a new idea that impresses you, and you think, “I should have thought of that!” I agree with you. Yes, you should have thought of that. You should have spent more time thinking about how you can do things better. You should be spending a […]
PCB Reps Are Back!
After years of avoiding representing PCB shops, the reps are back looking for a good company, or two, to represent. There are a couple reasons for this. One is the onshoring of the market due to the pandemic and the tariffs. The other is that they feel – and several have told me this – […]
10 Ways To Bring PCB Business Back To America
The winds of globalism seem to be blowing in our direction; and I see indicators that we can bring at least a significant portion of the PCB market back to America in the next few years. That is if we stick together and do things right. Here are 10 ways we can bring the PCB […]
PCB Heroics
The PCB is not a commodity Normally I am a pretty mild mannered guy. But if you want to see me really get riled up, then call a printed circuit board a commodity! As I have said a million times a 28 layer blind and buried printed circuit board is not, nor will it ever […]
What Is Your Purpose?
I bet you have never been asked that question before, right? Sure, we all talk about what our company’s mission is, but we seldom, if ever talk about what our purpose is. Now let me make the prediction that if this is the first time you hear the question, it will not be the last. […]
Antagonizing Your Customers Wins?
What is this? This new trend to gain a following by antagonizing your customers. I guess I am too square, or old, or numb to understand any of this, but there is a trend that I have been reading about for a couple of years not that is exemplified by this quote, “If you’re not […]
More On Hiring…Again
Yes, this problem continues to challenge us as we head into 2021. I know of companies that have twenty or thirty job openings right now and are having a hard time finding people to apply, never mind filling them. One would think that with unemployment the way it is these days people would be storming […]
Lagniappe? What’s a Lagniappe?
“What the heck is a Lagniappe?” Okay, maybe it is not a so frequently asked question. This is exactly what I asked myself when I first saw the word the other day in a business book called What’s Your Purple Goldfish? How to Win Customers and Influence Word of Mouth by Stan Phelps. And then, […]
Customer Retention: The Great Lost Opportunity
We spend much more time and money and effort on attaining new customers than on retaining the ones we have already. It’s true that companies in all industries including ours are structured around customer acquisition rather than retention. In his new book, Never Lose a Customer Again: Turn any sale into a lifetime of loyalty […]