Subtle Sales Sparks
by Mike Detmer,
12.04.2008
Imagine how excited I was to hear that, as the new sales manager for a
high-end audio manufacturer, I was invited to Japan to train under the
company president. But when I got there it was like a bad scene from
The Karate Kid. More...
The Discounting Myth
by Mike Detmer,
8.27.2008
If you are a custom installer who feels like our business is becoming
commoditized, you are probably not alone. Mainly because of increased
competition, its easy to get painted into a corner where price becomes
the gating factor More...
Prying Away Sticky Fingers
by Mike Detmer,
7.01.2008
My job as vice president of sales and marketing is to preserve Niles
brand integrity. One way that I accomplish this is by identifying
unauthorized Internet resellers and shutting down their source of
supply. So, when I saw one of More...
Telephone Etiquette Essentials
by Mike Detmer,
4.28.2008
Those of you who live in Florida or visit here know that Floridians
love their driveways. Weve got all kindsfrom stone to concrete to
blacktop. I remember visiting the client of a Niles dealer in Naples
who had custom-made pavers More...
The Force of Ideas
by Mike Detmer,
3.06.2008
I can still hear her now. Michael, whats the big idea?! Youve cut
holes in the walls of every room of this house. Whats Uncle Tony going
to say when he gets home and sees this mess? That was my dear Aunt
Ann, and she was pretty More...