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JOHN E. BERGMAN LLC HVAC SALES AND MARKETING CONSULTING FOR MANUFACTURERS |
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I’ve been on the manufacturing side of the HVAC business twice, once as a general manager and once as a VP of Sales. Manufacturers have sort of a love/hate relationship with their reps and they frequently don’t understand them. Rep types, in fact, are very different people from management types. The proper products, understanding, motivation, and sales tools are what turn a rep force into a sales dynamo. Wouldn’t you like to… >> have someone produce marketing expense budget? >> be able to establish realistic sales goals? >> have someone to create and implement training programs to improve sales representative’s motivation, product knowledge, sales skills, and impart complete information regarding company policies and practices? >> have someone to create and implement training programs to educate your inside sales, customer service, and financial people as to industry customs, conventions, laws, and how reps, contractors, and engineers think? >> have someone to find new reps if necessary? >> have someone to participate in trade association meetings, shows, conventions, etc. to promote the company’s products? >> have someone to create ads, magazine articles, case studies, and sales materials? >> be able to evaluate and discover potentially profitable areas for new product R & D? >> have someone to prepare and make sales presentations? >> be able to decide which magazines ads, shows, and events produce the best return? >> know the market potential for your new and redesigned products? >> be kept current on all aspects of the HVAC industry? >> know the impact of legislation, internet, energy initiatives, rebate programs, LEED, etc? Well...this is what I do, I provide an experienced hand to augment your sales department and to keep you informed.
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