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In the Finishing Industry, Lead With Questions and Act Accordingly

Posted by on April 8, 2014 in Material Insights | 0 comments

In the Finishing Industry, Lead With Questions and Act Accordingly

How likely is it that a customer would recommend our company to a friend or colleague? That’s a great question for anyone in the finishing industry and your organization to ask because the answer provides a revealing measure of your company’s product through your customers’ eyes. What could be better? But if you cannot answer the question with conviction “They’re loyal enthusiasts who’ll keep buying from us,” well, you’ve got your work cut out for you. The point is, good questions will lead you to action. “How can we become...

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A Few Words on Workflow for Coating Finishers Big and Small

Posted by on February 25, 2014 in Material Insights | 0 comments

A Few Words on Workflow for Coating Finishers Big and Small

For coating finishers, finishing has everything to do with workflow; it’s the most promising path to perfection and effectiveness. Your stuff must be produced fast and smart. It requires teamwork, efficiency and effectiveness. And it’s the effectiveness you produce that earns success. Your efficiency is merely the “how,” which, if you think about it, is precisely what everyone else must do. So efficiency is not what you’re gaming for, it’s merely the ante for having a chance to play. That said, if you were not scoring efficiencies,...

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Primers Form Foundation for Success

Posted by on February 20, 2014 in Material Insights | 0 comments

Galileo, one of history’s most famous scientists, conducted one of his legendary experiments in Italy—at the Tower of Pisa (aka “Leaning Tower of Pisa”). There, as the story goes, using the convenience of the overreaching balconies, he proved that gravity was undiscerning and would pull any object of the same air resistance to the ground at the same rate, no matter the weight of the object. A ton has been written about the experiment. I found much less information (make that zero) about his thoughts on the real elephant in the...

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Shift Your 2014 Perspective With Best-of-Breed Business Podcast

Posted by on February 7, 2014 in Material Insights | 0 comments

Shift Your 2014 Perspective With Best-of-Breed Business Podcast

There’s promise for economic improvement in the coming year. Your sales team had better be ready because customers have learned a few things in this new economy. Values and priorities are shifting, so if you’re not also honing your game, learning more about how to address your customers’ problems, you’re likely to fall from favor. Meaningful relationships are difficult to impossible to forge when you seem irrelevant. Therefore, more than ever, a salesperson must add value to the equation or there’s simply no value in the model....

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Engage customers for the right finishing order

Posted by on October 16, 2013 in Material Insights | 0 comments

Do you spend more time talking about you’re capabilities than asking questions? If you’re not engaging with customers around their very individual finishing problems you’re simply adding to them. Change your habits and you’ll build stronger, longer-lasting relationships and you will attract more business in the process. Standing out from your competition comes with the package. Stop taking orders and take a few more notes. Pose more questions and make it your mission to create more value. A slight shift in your sales process puts...

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End-users Drive RV Market—2 Trends Secure It

Posted by on August 13, 2013 in Material Insights | 0 comments

End-users Drive RV Market—2 Trends Secure It

The market for RVs virtually left the highway in 2009 when shipments dropped to below $5 billion from a high of nearly $15 billion in 2006.* But in a steady turn, the industry has enjoyed substantial momentum in the 3 years since 2009. The Recreational Vehicle Industry Association (RVIA) is projecting shipments to reach $11.7 billion in 2013. In the first five months of 2013, RVIA reported a 13.3 percent increase in domestic shipments compared to the same period in 2012. Drilling down, RV manufacturers shipped more than 26,000 units in...

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What Difference Does Your Finishing Business Make?

Posted by on August 8, 2013 in Material Insights | 0 comments

Looking for an extra edge? The finishing business is like a house of cards—an achievement of delicate balance in spite of facing an array of factors stacked against you. Change the smallest thing and you risk the calamity of total failure. Yet conversely, the smallest incremental competitive difference can yield a huge and positive impact on your outcomes. In fact, when you’re challenged, change may be the last thing you need. You want improvement not disruption. And you want to win, but you don’t need to kill your opponent in the...

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Industry Opportunity: Switching From Solvent-Based to Water-Based Coatings

Posted by on July 23, 2013 in General Industrial | 0 comments

Industry Opportunity: Switching From Solvent-Based to Water-Based Coatings

By Mike Manetta, Target Account Executive This is a major industry shift that is becoming commonplace. If you have yet to make the shift, now is the time to put the wheels in motion. Potential benefits Switching from solvent-based to water-based coatings has a lot of benefits for industrial and wood customers. It can lower your carbon footprint, improve the health of your workplace, demonstrate to buyers that you are forward thinking, and reduce your vulnerability to government regulations related to solvent-based coatings. But the biggest...

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Mistake 6: Allowing Complacency in the Workplace

Posted by on July 16, 2013 in General Industrial | 0 comments

Mistake 6: Allowing Complacency in the Workplace

By Les Yoder, Account Executive Getting complacent with who you work with and failing to innovate is easy to do. It’s also easy to quickly lose your competitive edge. We have seen too many people have an attitude of “if it’s not broke, don’t fix it” that gets them into trouble. Potential risks Your competition is innovating and changing to build their businesses and increase their market share. If you are getting too comfortable with the status quo, you risk falling behind, losing customers and revenue. Small issues you don’t want...

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Mistake 5: Choosing a Coating That Has More Features than You Need

Posted by on July 9, 2013 in General Industrial, Material Insights | 0 comments

Mistake 5: Choosing a Coating That Has More Features than You Need

By Les Yoder, Account Executive While we don’t think you should choose a coating based on price alone, we want you to be as profitable as possible. That means avoiding spending money on coatings that deliver more bells and whistles than your project requires. Potential risks You want to deliver an end product that is high quality and competitive in the market. If you waste money choosing a coating that’s delivering more bang for your buck than you need, you are jeopardizing your competitive edge. How to prevent this mistake It’s all...

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