If you are looking for a way to kick-start your success in your commercial business in 2010, I suggest you start with training in both sales and operations.
Here we are in December and for some in the industry the year has gone by quickly and profitably. For others, it has been painful and will not end nearly fast enough.
During this economic downturn, wouldn’t it be nice if you had an annuity that provided a steady income stream for your business? One way to build this income stream is through commercial and government term purchase agreements that may be available in your geographic area.
If you are considering the commercial possibilities, a marriage within the healthcare niche may be perfect if you have the right product mix, talented installers, good operations management, and a strong stomach for frustration.
If you have ventured into the commercial segment and are looking to increase your sales volume, sooner or later you will think about all of those school buildings that your property taxes support or the nearby college campus.
Be competitive by picking products
that allow you to get the job and maximize your profit. Do not be a complacent
bidder of commercial opportunities where others specify the critical products.
When you specify a product or help with a commercial specification, you
dramatically increase your chances of winning the job.
When you’re comfortable with your product
mix and installation focus, it becomes easy to shut the door on opportunities
that are knocking on your door -- profitable ones. In this tight economy,
competition is fierce and you have to take advantage of every chance to make a
profit. Yes, this does mean taking some risks.
To
succeed in the commercial market requires more than great salesmanship, good
installers, and the desire to do business in this sector. You must have the
right relationship with several mill reps that have terrific products. At the
same time, you must appeal to them as someone who is good for their dealer
network. Commercial manufacturers depend on their key dealers to create and
support their product specifications. The astute commercial dealer can ensure
his success by working closely with the commercial mill rep to promote their
business. But how?
No matter what the market
conditions you can make your own luck.
It is a matter of “opportunity meeting preparedness.” That means knowing
what steps to take to create opportunities. That also means research,
networking and some creativity. It is knowing how to use your expertise to
create a package that is compatible with the client’s long term needs. This is
particularly true when you are selling commercial flooring products. Sometimes
it all begins with a simple phone call and a question or two.