November 2013
www.dakotasupplygroup.com
SPOTLIGHT Tom's
Current
Getting Real Have you ever been part of one of those oldschool courses that offer to teach you the secrets of successful salespeople? Some of the most aggressive courses treat customers like prey, with lots of techniques that focus on “closing” the deal. If you listen to the language used by many of the so-called sales experts who create these courses, you’ll hear the word “sell” used as if it is something that you do to a customer – you “sell them.” This isn’t a viewpoint that I share. Instead, I’ve always felt that a sale is something that you do with a customer, not to him. Back when I was a salesperson, my best experiences always came from customers with whom I had built personal relationships. When I called on them, we spent a lot of time talking about our families and our fishing adventures. Eventually I would ask them how business was going – not because I was angling for a big score, but because I was legitimately interested in how their business was going. You see, by treating your customers like real people, you can cut through the sales jargon and business clichés. Offer them yourself – the genuine deal, the same guy that your friends like to have around – and soon it becomes a natural step to offer them your
help – just like you do for your friends. The help you offer may be free advice or it might be a great idea for a product that will make their life easier. If your customers know you as an authentic person who cares about their well-being, then they will appreciate that you suggest a tankless water heater because you listened when they told you how much their wife hates running out of hot water. They will recognize that you are trying to help (whether they purchase it or not), rather than seeing your suggestion as just another sales ploy. It all starts with dropping the overused sales techniques and getting real with your customers. Here at DSG, we consider each of our customers a partner, and I suggest that you look at your own customers in the same way. Ask questions and listen before you try to help, then make suggestions with their best interest in mind. In the end, the sales you make with your customers are the only ones that benefit you both.
ELECTRICAL
Heat Up Your Business
With The Power Of Berko! ASLC Series Slimline Aluminum Convection Heaters And BDBSL Series Draft Barrier Heaters
These heaters are perfect for use in residential and light commercial applications. • Fewer parts = faster installation Unique “Snap-Lock” closure design secures the one-piece extruded aluminum top and front grille to the one-piece back and bottom. • Versatile wireway = easier wiring Units are designed for either right- or left-hand entry for easy connection of supplied wiring from the bottom or the end. BWD Wash-down Corrosion-resistant Unit Heaters
These heaters are ideal for harsh, corrosive environments that call for freeze protection and the need to be hosed down. • Protected motor = extreme reliability The motor is totally enclosed, permanently lubricated and epoxy coated to resist moisture and corrosion. •
BDBSL Series Draft Barrier Heater
Stainless steel construction = longer life The 304 stainless steel cabinet and industrial stainless steel finned elements provide improved heat distribution and incredible corrosion protection.
ASLC Series Slimline Aluminum Convection Heater
BWD Wash-down Corrosion-resistant Unit Heater
Printed On 100% Recycled Paper!
Fast FACT
The average office desk has 400 times more bacteria than a toilet.
PLUMBING Smooth, Seamless Installation Comes Standard With A2 Composite Tubs And Showers From Aquatic. A2 composite tubs and showers have a simple, four-piece design that integrates smoothly into small spaces without the need for caulking. You’ll love how easy A2 composite showers are to install – almost as much as your customers will love how they look. Here are five reasons why A2 composite showers will save you time on every installation:
1. Caulk-less system 2. Pre-leveled base 3. Lightweight 4. Easy wedge and lock connections 5. A single installer can manage the entire process
AUTOMATION Longer-lasting Motors And Less Maintenance With The Enclosed Altistart 22 Soft Start Motor Controller. The Enclosed Altistart 22 combination motor controller merges integrated bypass and control components to improve a machine's performance, efficiency, reliability and even life expectancy.
• Minimize wiring time – With six terminals instead of 12, the Altistart 22 is quick to install. •
Set up and operate with ease – The Altistart 22 features an integrated display terminal that allows you to change both the programming and the monitoring parameters in order to adapt and customize the application.
Pop
Quiz
Aaron Daniel from Lincoln Telephone in Lincoln, Mont., shows off an impressive elk.
1. What is the average weight of a dsg-outdoors.
turkey purchased at Thanksgiving?
2. What NFL team holds the record for
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most consecutive road wins at 18?
3. Which of the five senses is most
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closely linked to memory?
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4. On average, how many hockey pucks
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are used throughout an NHL game?
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1. 15 pounds 2. san francisco 49ers (1988-1990) 3. smell 4. 12
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NIVERSITY OF
DEVELOP
ING SUPE RIOR
GROWTH
Supercharge Your Success
With two of the most important training sessions you’ll see this spring. Get a seat reserved now for: Power Tools Success Workshop – A one-day educational event with longterm benefits for your business. Recharge with quick and easy ideas and strategies for improving profitability. Feb 3 Feb 4 Feb 5 Feb 6
• • • •
La Crosse, Wis. Twin Cities, Minn. Fargo, N.D. Aberdeen, S.D.
P4 Learning Lab – Two days of hands-on training that is guaranteed to make your business more profitable. Experienced consultants will teach you how to develop profitable hourly rates, add loyal customers, employ the proven “what-if” process and more. Feb 17-18 • Rapid City, S.D. Feb 20-21 • Fargo, N.D. Feb 25-26 • Helena, Mont. Mar 3-4 • Twin Cities, Minn. Mar 6-7 • Wisconsin Dells, Wis.
HVAC/R
Get A $75
VISA
®
Gift Card For Every
Venmar H50100H-HRV HEPA Unit You Buy! October 14 through November 30, 2013. Venmar has introduced a newly redesigned H50100H-HRV, and you can earn money back every time you purchase one. DSG will track your purchases. Best of all, H50100H-HRV units are great for your customers and healthy for your profit margins. Here’s why:
• HRV With HEPA Filtration • Two-speed Operation • Energy Star Rated • Low Power Consumption • Quiet Operation • Quick And Easy Installation
Enroll today at www.dakotasupplygroup.com/venmarhepa.
DSG PRODUCT# VNVH50100H
Gift cards will be distributed at the end of the promotion.
DidYou Know? A new Kids Club contest is ready to download. Check it out at www.dsgkidsclub.com. Every kids club member who participates wins a prize!
The
WINNERS Of This Month’s
Spotlight Super Code
1176747
1174492
PRESORTED STD US POSTAGE
PAID Detroit Lakes, MN Permit No. 14
Box 13573 Grand Forks, ND 58208-3573
MDM SUPPLY
Are...
1172483
Check the code on the printed version of your October issue of Spotlight to see if you are a winner! If your code matches one of the codes above, bring in your October 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 December!
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What's Inside
COMMUNICATIONS The TS 54 TDR From Fluke – A TDR, Toner And Pair Identifier All In One Compact Test Set! ®
The TS54 is perfect for voice, data and video professionals, delivering 10 testing functions and a multitude of user-friendly features.
•
Improve safety by lightening up the tool belt – Lineman no longer need to carry a separate TDR, toner, pair identifier and test set. That’s a 62 percent weight reduction, minimizing the stress on the lower back and hips.
•
Butt in on live DSL lines without crashing data service, even when the going gets rough – The TS54 utilizes RainSafe™, DropSafe™ and DataSafe™ technology to function properly even under extreme conditions. This means the TS54 is always ready to butt-in on live DSL lines to test POTS quality without disrupting service.
Tom’s Current November Featured Products Fast Fact DSG Outdoors Pop Quiz University Of DSG Did You Know?