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Articles by Hank Darlington

Darlington on Showrooms: Showrooms Down Under

December 6, 2001
Australia's largest plumbing wholesaler has a savvy attitude about showroom selling.
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Darlington on Showrooms: Recipe for success

October 10, 2001
Employee training is one of the four "secret" ingredients to achieve success in the showroom business.
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Darlington on Showrooms: Professional showroom selling: Part IV

September 7, 2001
Closing the sale is the most important step in selling, but first know how to qualify the customer.
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Darlington on Showrooms: Professional showroom selling: Part II

June 11, 2001
Showroom owners and managers owe it to themselves and their employees to develop a sales-training program that incorporates basic selling skills.
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Darlington on Showrooms: Professional showroom selling: Part I

June 6, 2001
Turn your showroom into a high profit "selling room" by offering sales training to your salespeople.
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Darlington on Showrooms: Step out of the box!

June 6, 2001
Make your showroom a one-stop shopping outlet and boost profits.
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Darlington on Showrooms: Beating the big-box stores

April 5, 2001
Wholesalers' showrooms offer some distinct advantages when compared with the giant home centers.
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Darlington on Showrooms: Diversify your product lines

September 1, 2000
Having a wider selection will enhance your ability to grow sales, revenues and gross profit margin.
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Darlington on Showrooms: The personal side of selling

April 1, 2000
The most effective salespeople are friendly, confident and knowledgeable.
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Darlington on Showrooms: How to sell in a showroom

March 1, 2000
In part one of a two-part series, learn the seven steps required to improve the selling skills of your showroom salespeople.
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BNP Media's Plumbing Group Visits Grundfos North American Headquarters

BNP Media’s Plumbing Group, comprised of the Plumbing & Mechanical, Supply House Times, PM Engineer (pme) and Reeves Journal brands, recently visited Grundfos’ new North American headquarters building in the western Chicago suburb of Downers Grove, Ill.

5/7/13 2:00 pm CST

How To Use Your Strengths To Fight The Threat Of Amazon Supply

AVAILABLE ON DEMAND A new 8,000 lb. gorilla, Amazon Supply, has taken aim at many of the customers of PHCP supply houses. Supply House Times columnist Dick Friedman, an authority on business planning and the strategic use of inventory, warehouses and technology will present strategies and tactics for you to compete with Amazon Supply.


Supply House Times

April 2014

2014 April

In the April issue of Supply House Times, there is much focus on young professionals in the distribution industry. Find out who is being recognized as this year's Young Executives for the American Supply Association and read who will be taking over Aaron & Co. when it's current owners retire. Read about Central Plumbing Specialties' recent expansion, catch up on the latest news from the distribution industry as well as the latest products!
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