Hank Darlington

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

Be prepared when that new customer walks through the door.

Hank Darlington

July 1, 2012

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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.

Tools of the future

Technology integration at the forefront of Michael Werner's KBIS speech.

Hank Darlington

June 1, 2012

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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.

The importance of teaching selling skills

Closing the sale is critical in a showroom operation.

Hank Darlington

May 1, 2012

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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.

A century of success

Keidel Supply's investment in showroom operations pays off in a big way.

Hank Darlington

April 1, 2012

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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.

A time to give, say thanks

Recognizing the efforts of others can go a long way in life.

Hank Darlington

March 1, 2012

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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.

A few forms can reap big benefits

Gathering the proper information will increase sales, productivity, efficiency and morale.

Hank Darlington

February 1, 2012

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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.