Business Planning with Purpose

We were half-way through the meeting when all of the sudden the Vice President of Marketing and the senior level decision maker in the room...

There will be many opportunities to leverage and challenges to overcome in the coming year.

I had the opportunity last month to be a featured speaker at the International Door Association (IDA) Show, which focuses on the garage door industry.

Forming “The Plan” is one thing. Getting your team to execute it is another.

Your sales force can be one of your biggest expenses.

Don’t forget the dreaded strategic planning process.

For many products, selling through architects is a necessity.

Many companies see distributors as an expense to be minimized — a necessary evil — instead of an asset to grow.

Many companies that sell to dealers as part of their distribution channel take a short-sighted approach.

If you want to sell more products that require an experienced installer, you need to sell contractors.

For decades, most dealers have relied on two ways to sell builders.

When major decisions must be made, individuals tend to seek advice from those with vast experience.