Articles by Hank Darlington

Big and bold

Kohler announces game-changing Internet policy.
Kohler Co. recently announced a game-changing policy pertaining to how its products are sold on the Internet. Perhaps you read my Supply House Times Web exclusive last month.
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Kohler announces game-changing Internet policy

Pertaining to how its products are sold on the Internet. 
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A win-win

Adjust your compensation plan and everybody benefits. 
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Designer Bath and Salem Plumbing pack a great one-two punch

Tag team champions. This month we catch up with another unique and special decorative plumbing and hardware showroom.
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Showrooming and the Internet

Embracing technology will help strengthen your business.
I, like you, have had a great concern on how the Internet is changing the way decorative plumbing and hardware showrooms do business.
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Best Plumbing Tile & Stone has forged its own path to success

Bucking the trends with Best Plumbing Tile & Stone.
Since I sold my showroom business in 1995, I have had the unique pleasure of working with dozens of wonderful plumbing wholesalers; some of the very largest and a number of smaller ones, as well.
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The first 20 minutes

Be prepared when that new customer walks through the door.
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.
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.

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.
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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Multimedia

Videos

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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.

8/26/14 1:00 pm EST

Free Webinar: Low Temperature Heat Emitter Options in Hydronic Systems

With proper design, you can create systems that require supply water temperatures no higher than 120° F under design load conditions.

Supply House Times

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2014 December

The December issue of SHT featured Supply House Times on the Road: AD Chairman and CEO Bill Weisberg talks inspiration at annual meeting; Distributor roundtable: Smart bets; and much more!
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