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If I close my eyes I can imagine the scene right now. It is a Friday morning nearing 8 a.m. A sales team is sitting around a conference table. While not everyone is indulging in the breakfast fare (doughnuts and coffee), most are eagerly waiting for the morning announcement.
Did the team beat the XYZ product goal?
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Now that the curtain has almost closed on 2008, the beverage industry can look back on one of the craziest years in memory. For starters, the economy slumped tremendously causing pundits to bypass the R word (recession) and head straight for the D word (depression). Consumer confidence fell to bargain basement levels, the financial system almost crashed, and oil prices (and prices at the pump) moved up and down like a yoyo.
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Last week I had an interesting chat with the President of a Midwest beer distributor. We talked about the state of the economy and what his sales people were doing to help customers through these difficult times. No doubt about it, consumer confidence is low right now; lowest it has been in years. He shared that many of his customers (especially on-premise) were hurting both financially and emotionally. So, while you can’t really affect consumer confidence, you can help your customer’s confidence. Yes, their psyche.
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This is crunch time for all beverage professionals! Don’t be a turkey. Show that you value your customers this time of year and you will knock the stuffing out of last year’s numbers!
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Recently, the following question was posed to me: I just received a list of new accounts – what should I be finding out about these accounts to get the relationship off on the right foot? What questions should I be asking?
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Recently, the following question was posed to me: I get along with most of my customers. Why do I have such trouble seeing eye to eye with customers who are different from me?
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Halloween is this week, which means the holidays aren’t far behind. While the holidays bring in elevated numbers, this time of year also ushers in elevated stress levels. No question – things with customers can get heated in a hurry. To that end, I have 10 Tips for diffusing the situation and keeping the Customer.
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