Articles by Hank Darlington

The first 20 minutes

Be prepared when that new customer walks through the door.
July 1, 2012
The first 20 minutes with a client, especially a new client, is probably the most important time you can spend with them. There are lots of things that should happen in that first face-to-face time with the client.
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Tools of the future

Technology integration at the forefront of Michael Werner's KBIS speech.
June 1, 2012
Wow! I just finished reading, watching and then trying to digest the state of the industry address that Michael Werner, president and CEO of Globe Union Group, gave at KBIS 2012 in Chicago. I later followed that up with an interview with Michael via Skype.
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The importance of teaching selling skills

Closing the sale is critical in a showroom operation.
May 1, 2012

The fact that I’m sitting here in swim trunks and a T-shirt at our home in Baja, Mexico may make you think that I don’t have a very busy day in front of me. Well, you’re wrong. This article will take three or four hours to write and edit. Then I have to do six to eight miles in my kayak since I’m getting ready to do a 130-mile, eight-day kayak trip down the beautiful Sea of Cortez.


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A century of success

Keidel Supply's investment in showroom operations pays off in a big way.
April 1, 2012
From time to time, I’m asked to write about an outstanding showroom operation. I love doing these in-depth articles.
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A time to give, say thanks

Recognizing the efforts of others can go a long way in life.
March 1, 2012
I keep a file folder labeled “article ideas.” After writing an abundance of articles, I have to be careful not to be too redundant, although you know I do have some favorite topics! My writing style has always been to be less formal and more personal.
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A few forms can reap big benefits

Gathering the proper information will increase sales, productivity, efficiency and morale.
February 1, 2012
I’ve been reluctant to write on this subject because, quite frankly, I really don’t like a lot of “forms.” However, when I reflected on how much they helped my business become more professional and proficient, and how they’ve helped dozens of my consulting clients, I decided to plunge ahead.
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Would I want to buy from you?

January 1, 2012
Make your client’s shopping experience the very best you possibly can.
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Learning To 'Sell' Features And Benefits

December 1, 2011
Every time you can add value, price becomes less important.
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Understanding Gross Profit Margin

November 1, 2011
There will always be a niche for well-run, family-owned wholesalers.
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Klaff's Raises The Bar

October 1, 2011
Customer service, employee training and integrated design distinguish showroom operations.  
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Multimedia

Videos

Image Galleries

2013 Manufacturers Representative of the Year: Spirit Group

 

Supply House Times Editor Mike Miazga recently traveled to Orlando to meet with Spirit Group, which has been named the 2013 Manufacturers Representative of the Year. 

Photos by Mike Miazga

3/13/13 2:00 pm EST

Prepared to Navigate the New Lead-Free Laws?

AVAILABLE ON DEMAND Sail through lead-free law compliance. When your contractors pipe a potable water system, some of those bronze valves you supply have an expiration date –January 4, 2014. Find out what US Senate Bill S.3874 is about, how it compares to previous standards, and most importantly — how it will affect your customers. Help your contractors save money and ensure compliance by defining where to install lead-free valves, and where it’s still okay to use standard products.

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