Choosing the right PCB vendor is not as easy as you want to think it is. There are still many contract manufacturers out there who believe the myth that all PCB shops are the same and that in the end it’s only a matter of basing their decision on price and price alone. Oh, sure you’ll make […]
Yes Virginia, Advertising Does Work…Sometimes
I was listening to the radio, as I drove to the airport last Sunday, when an ad came on about smoke, and carbon monoxide alarms. I was half listening, not really paying attention, since it was not exactly a captivating subject. In fact, I was a little irritated, because I always get irritated, when I […]
It’s Only Common Sense: Yes, Virginia, Advertising Does Work (Sometimes)
While listening to the radio as I drove to the airport last Sunday, an ad came on for smoke and carbon monoxide alarms. I was only half listening and not really paying attention since it was not exactly a captivating subject. In fact, I was a little irritated because I always get irritated when I […]
Are Your Sales Prospects Really Just Sales Suspects?
Do you ever feel you are barking up that proverbial wrong tree? Do you keep seeing the same people and getting nowhere? Do you sometimes wonder if you are in the right state never mind the right company with the right person? Scary thoughts aren’t they? Especially if any of them apply to you. In […]
Sometimes You Just Get Lucky
An oldie worth repeating: “The harder you work, the luckier you get.” Being successful in sales takes a lot of hard work, dedication and downright stubbornness. It takes working long hours, and being prepared, after all nothing good just falls into your lap…or does it? I am about to tell you a true story. Yes, […]
Finding Salespeople For Contract Manufacturers
We talked last week about how contract manufacturers need sales and marketing So, being a big proponent of the putting your money where your mouth is school of thought, this week we’re going to talk about finding and hiring the right salespeople to sell your services. “Aren’t sales people alike?” I hear you asking. Yes, […]
No Willie Lomans Please!
Reinventing yourself Okay, you have been at this a long time, maybe too long, heck twenty, thirty, or even forty years, and now you’re getting a bit, shall we say, long in the tooth and somewhat tired. But you still love the business, and kind of, still like what you do. You like it enough […]
Contract Manufacturers Are Not Exempt From Needing Sales And Marketing
For many years now, too many that I want to count, I have been a real pain in the neck advocating that all board shops need marketing, they need to advertise, send out newsletters, hire and manage, measure, and motivate sales people, create forecasts, and account plans and pay attention to their customers’ needs. Interestingly […]
Getting The Kids Into Manufacturing
Let me tell you about my son Damon. From the time he was thirteen years old he has been fascinated with everything Japanese. I’m not sure how that started, maybe the video games? Anyway, when we moved to Maine in 2012 and he was about to enter his Freshmen year in high school, he asked […]
Stop Procrastinating And Start Prospecting
I know you hate to prospect and you hate to make cold calls, so this is what we have to talk about today. Whether you like it or not. To help us, there is a great book by Mark Hunter called High-Profit Prospecting a trade paperback published by Amacom. This book is a first rate […]