Articles by Hank Darlington

A win-win

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

By Hank Darlington
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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.
By Hank Darlington
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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.
By Hank Darlington
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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.
By Hank Darlington
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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.
By Hank Darlington
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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.
By Hank Darlington
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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.
By Hank Darlington
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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.
By Hank Darlington
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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.
By Hank Darlington
One Comment
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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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.

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