Articles by Hank Darlington
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. Read More
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.Read More
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.
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.Read More
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.Read More
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.Read More
January 1, 2012
your client’s shopping experience the very best you possibly can. Read More
December 1, 2011
time you can add value, price becomes less important.
November 1, 2011
will always be a niche for well-run, family-owned wholesalers.
October 1, 2011
Customer service, employee training and integrated design distinguish showroom operations. Read More