Articles by Hank Darlington

Expanding the variety of products and manufacturers you represent will lead to increased sales and higher gross profit margins.

Working as partners, the wholesaler and plumbing contractor can turn a showroom into a win-win situation for all concerned.

Wholesalers can benefit from the new, expanded role played by reps in the marketplace.

Australia's largest plumbing wholesaler has a savvy attitude about showroom selling.

Employee training is one of the four "secret" ingredients to achieve success in the showroom business.

Closing the sale is the most important step in selling, but first know how to qualify the customer.

Showroom owners and managers owe it to themselves and their employees to develop a sales-training program that incorporates basic selling skills.

Turn your showroom into a high profit "selling room" by offering sales training to your salespeople.

Make your showroom a one-stop shopping outlet and boost profits.

Wholesalers' showrooms offer some distinct advantages when compared with the giant home centers.