Electric Heating Co., Inc

Uphill?

I received an interesting letter from a magazine. It started by saying that experienced truck drivers will tell you not to wait until you're halfway up a hill before accelerating ... give it the gas when you see the slope approaching. The obvious reference is to an eminent upward-sloping growth curve. It maintained that the economy is turning upwards and we need to hit the throttle now.

My read is that we are seeing stability, but not some super encouraging upswing. Ken Roberge just returned from the Midwest and was lukewarm in his assessment of short-term growth. He visited a number of companies that are still off 25% to 40% ... or more.

The magazine editor may be right, in that it may be a good time to step up exposure for advertisers, but how does that relate to salespeople? Well, we would suggest that it is a good time to cement relationships with the key decision makers in each of your customers. One way to do that is to show your concern with making them as cost effective as possible.

Cost of Heating is our mantra. A customer who has realized the value of better performance, longer life and elimination of problems is a customer for life. It is a great time to introduce the Watt-Flex® cartridge heater as an alternative to a conventional heater and set your customer on the right path. In addition to benefits to the customer, it will make you less susceptible to competition from conventional cartridge heaters and competitors. Good selling.

Friday Funnies

A business woman named Cindy was in the airport VIP lounge on her way to Los Angeles. While in the VIP lounge, she noticed Donald Trump sitting on the sofa enjoying a brandy. As luck would have it, Cindy was meeting with a very important client who was running somewhat late.

Being a bold business woman, Cindy decided to go ahead and approach Mr. Trump, and introduced herself. Much to her surprise Mr. Trump turned out to be very nice. Encouraged by this she explained to "the Donald" that she was about to close a very important business deal and that she would be very grateful if he could say a quick "hello Cindy" to her when she was with her client. Mr. Trump consented to do just that.

Ten minutes later while Cindy was speaking with her client, she felt a rap on her shoulder. It was Donald Trump. Cindy turned about and looked at him as Trump said.

"Hi Cindy, what's going on?"

To which Cindy glibly replied, "Not now, Donald, can't you see I'm in a meeting!"

Dalton Electric Heating Co., Inc (978)356-9844
28 Hayward Street Ipswich, MA 01938 USA

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