Electric Heating Co., Inc

Heading South

If the economy is heading south, it's just not a good idea to follow it.  So what's your strategy? When the economy is under pressure, you may feel that the pressure is transferred to you. But the smart salesperson will dig in and simply get more focused on the primary plan.

1)  It's just a cycle ... you can ride this out by continuing to pursue the market, by staying close to your customers and making sure they understand that you will do all you can to support them through the bumps in the road.

2)  Don't chase business that you normally would not ... if you try to broaden your customer base to companies that don't normally fit your customer profile (price, quantity, industry, geographic support, etc.), you will wind up with customers that are less than satisfied, and they will likely go away when times get better, hurting your recovery.

3)  Don't pull the plug on pricing by increasing discounts ... deeper discounts in the pricing of your product base will decrease their value in the eyes of your customers ... and your best customers will be less satisfied.  And getting them back to your previous margins is even tougher.  If you absolutely must make your product more affordable, cut the price, don't increase the discount.

4)  Communicate ... your customers will be nervous about your intentions.  Make sure that they understand that you are in control and will continue as their partner in business through this slowness.

Friday Funnies

I have a great-looking Darth Vader mask. For Halloween, a friend asked if he could borrow it. I agreed, and when my friend came by to pick it up, I was surprised that he was dressed in his usual attire of jeans and a flannel shirt, with the addition of a black cowboy hat. "Where's your costume?," I asked.

"This is it," my friend replied.

"Well, what are you supposed to be?" I inquired.

My friend answered, "Darth Brooks."

Happy Halloween !!!       

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

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