May 2014
www.dakotasupplygroup.com
SPOTLIGHT Tom's
Current
Handling The “B” Word In Michael Stone’s book Profitable Sales, A Contractor’s Guide, he devotes a section to the proper use of the word “backlog” when meeting with potential customers. Specifically, he discusses how contractors of all sorts become dependent on the word. “We’ve got a huge backlog,” they tell their customers, using the word both as a means of stalling and as a badge of courage. After all, if you’re backlogged, you must be in demand, right? Unfortunately, very few customers see it that way. Almost no business enjoys the kind of unlimited goodwill that it takes for customers to say, “We’ll wait. After all, they must be worth it if they are so busy.” Instead, prospects evaluate their options. Sometimes, this results in their choosing to wait for you. Many times, it means they choose a competitor who can simply get to the job sooner. In his book, Michael Stone breaks down how to deal with this common predicament in a positive way that gives you a fighting chance of landing the project, even if you can’t start right away. The trick, you see, is starting right away. Nope – that’s not a typo. It’s simply a more positive way of addressing the situation. Let’s say you are meeting with a prospective customer, and you know that you won’t be able to put a crew on the project for two months. First of all, leave any discussion about scheduling until the end of the conversation. That way, you can build up some trust. Then, when the topic does finally come up, explain that you plan on starting the project’s prep work right away, and also
how long those steps take: First of all, it’s likely that the design phase of the project will take two or three weeks, plus a few days for customer approvals. Then it may take a week or more to get quotes from subcontractors or suppliers. Once plans are finalized, it often takes a few weeks to apply for and receive permits from the local government. Finally, assure the customer that you will order materials as soon as it makes sense, and that this step can take a week or more, depending on the project. Finally, be truthful about your workload. Tell them that toward the end of the process, you will put them on the schedule – and that even though you are busy, it looks like your crew will be ready for the project at about the same time that the prep work is done – two months or so. By approaching the process in this way, your prospective customer has a better understanding of two critical facts: (1) Progress will be made on their project right away, and (2) it’s natural for a project to take a while to get going, thanks to a list of important factors, including government paperwork, as well as their own part in the approval process. Instead of focusing on what you can’t do, you’ve told them what you can do. That makes a big difference. Try it out next time you have a backlog, and I think you’ll be excited by the results.
PLUMBING
Say Goodbye To Callbacks – The ChampionŽ Pro Toilet From American Standard Flushes For Good! DSG is proud to stock Champion Pro toilets from American Standard. Not only do they protect plumbers from callbacks with the size of their industry-leading siphonic trapway and max MaP test rating, but they also help to protect 2,000 children worldwide from poor sanitation conditions. When you buy a Champion Pro toilet, American Standard donates a sanitary toilet pan to its partners as part of its Flush For Good Program. In 2013, this program resulted in the commitment of more than 500,000 sanitary toilet pans to organizations working with communities suffering from poor sanitation, helping to save thousands of lives.
Contact DSG today about the Champion Pro toilet, and find out how you can help Flush For Good!
Printed On 100% Recycled Paper!
Fast FACT
It would take 1.2 million mosquitoes – each biting one time – to completely drain the average human of blood.
COMMUNICATIONS
FlexLink™ Loose Tube Cable From Prysmian: Stays Tough And Loose Outdoors For Unbeatable Installation Flexibility. Dry water-blocked cable core helps you work faster to increase productivity. • Permits rapid cable preparation and termination • Allows for the easy removal of water-blocking materials Flexible buffer tubes minimize challenging installation obstacles. • Provide increased flexibility and superior kink resistance • Facilitate route management in closures • Eliminate need for closure transportation tubes Medium density polyethylene jacket is tough enough to allow installation, no matter the conditions. • Enables low-friction installation • Offers excellent protection from environmental hazards
Pop
Quiz
1. What Major League Baseball dsg-outdoors.
team holds the record for lowest attendance at a game?
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Counter Days Are Coming To DSG! Want a great way to learn about new products and industry trends? Want to hear from exciting speakers? Want a chance to win some great prizes and enjoy a tasty meal? Then check out a DSG Counter Day. Our Counter Day events are brief, come-and-go-as-you-please training events that bring together industry experts, manufacturer reps and your DSG team to introduce new products, answer questions and more.
To see if there is an upcoming Counter Day event at your local DSG, visit us online at www.dakotasupplygroup.com/counter-days/ or ask your DSG representative.
ELECTRICAL
Brighten Up Your Bottom Line With A Dimmer That Works With Both CFL And LED Bulbs. When customers demand a single dimming solution for a variety of CFL and LED lights, Pass & Seymour’s 120V Harmony CFL/LED Dimmers are all you need.
These dimmers feature convenient operation that your customers will have you to thank for: • The dimmer combines an ON/OFF Decorator switch with a separate slider for ultimate dimming control. • A green LED glows when the lights are OFF to make the dimmer easy to find in the dark. • Constant memory returns the lights to their previous level after a power failure. • The dimmer comes with three interchangeable face plates. • The dimmer requires a neutral connection.
DSG PRODUCT# H703PTUTC
DidYou Know? There’s a new Kids Club contest available that educates participants about trade professions. Sign a kid up and download the contest today at www.dsgkidsclub.com.
The
WINNERS Of This Month’s
Spotlight Super Code
12008608
1209924
PRESORTED STD US POSTAGE
PAID Detroit Lakes, MN Permit No. 14
Divisions of DS G Box 13573 • Grand Forks, ND 58208-3573
Are...
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Check the code on the printed version of your April issue of Spotlight to see if you are a winner! If your code matches one of the codes above, bring in your April Spotlight to your local DSG to claim your prize! Plus, don’t forget to hang on to the printed version of this issue of Spotlight to see if you’re a winner in June!
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What's Inside
HVAC/R Dehumidifier Sales Never Dry Up When You Offer Santa Fe And Ultra-Aire Models From Therma-Stor ®. Santa Fe free-standing and Ultra-Aire ducted dehumidifiers are energy-star rated to reduce more moisture per kilowatt of electricity than other dehumidifiers. Plus, these powerful dehumidifiers offer these benefits that make them an easy sale to your customers:
• Protection for property by removing excess moisture that can cause damage to wood, electronics, artwork and even the structure of a home. • Improved health with superior filtration, fresh air ventilation and moisture control to reduce the health problems associated with poor indoor air quality. • Maximized comfort by minimizing odors and the hot/sticky or cold/clammy feelings inside the home.
Tom’s Current May Featured Products Fast Fact DSG Outdoors Pop Quiz University Of DSG Did You Know?