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.
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.
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.
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.
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.
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.