Author: GAWDA MEDIA

By Jay Spielvogel, Venator Sales Group, LLC “I am a face-to-face type of salesperson” “I don’t do well on the phone vs. physically meeting with people” “I like to press the flesh and sell in-person” Sound familiar? These are common responses to management when salespeople are asked why they fail to leverage the phone for selling. As a response to virtual selling during the pandemic, webinars and articles abound, presenting tips and tricks for even the most seasoned salespeople on how to sell in the virtual world. “Be energetic; ask how they are impacted by COVID; use video when engaging…

by Mike Marks and Dan Horan,  Indian River Consulting Group As practices continue to shift, there are two trends distributors should be paying close attention to in today’s market. One is understanding the role of technology, and the other is attracting and retaining talent. Attracting and Keeping Talent Recruiting qualified talent is no easy task. There is always a generational tension between the way “things used to be” and “how it is today.” The tensions between mature leaders and young professionals remain the same. Distributors must revisit their recruitment strategies to reflect these different perspectives. Training and education opportunities must…

COVID-19 has impacted all of our businesses in some way, shape or form. What lasting impacts will this experience have on our industry and the regulatory agencies that oversee it? By Steve Guglielmo, Tom Badstubner, Marilyn Dempsey, Michael Dodd and Rick Schweitzer As we enter the Fall, it seems like we have lived with COVID-19 for several decades, not six months. We have moved on from this being a novel threat to dealing with the reality of this being a part of our day-to-day lives. As we experience this “New Normal” and continue to work toward getting back to where…

Improvements Are Required inCommunications Between Manufacturer, Distributor and the Customer by J. R. (Buzz) Campbell & Ken Thompson In this article, we’ll look at what’s happened in the U.S. economy relative to our Gases and Hardgoods (HG) business, make a quick review of three of the biggest Gas Majors’ first calendar half for 2020 (H1/20) financial reports, review some key products and markets affected by the Coronavirus pandemic (COVID), and discuss new challenges in selling and the need for further integration of communications between the manufacturer, distributor and customer in Hardgoods. According to the July 30, 2020, U.S. Bureau of…

GAWDA Members Commemorate Milestone Anniversaries By Steve GuglielmoIt doesn’t seem like there has been much to celebrate in 2020. The year will forever be remembered in history as the year that COVID-19 swept through the world and ground the global economy to a halt. Though most in-person celebrations have been put on hold until it is safe to gather in large numbers, many GAWDA members are celebrating milestone anniversaries in 2020. Though the celebrations may be more muted than previous years, we would still like to recognize our members for reaching such important milestones in their history. Though times are…

By Dan Horan, Senior Associate Consultant at Indian River Consulting Group The need for a strong strategy does not stop because of unprecedented times. If anything, troubling times should highlight the importance of a sound strategy based on customer needs and market realities. Strategy starts from the outside in. That is, strategy starts with your customers, both what they need and what they could do without. It’s not enough to just ask your sales team what they think because they won’t think objectively. They’re focused on selling (which is what you want them to do). Their every interaction with a…

By Paul Banuski As we all find ourselves in an unprecedented and rapidly evolving situation regarding COVID-19, we know many employers are asking their employees to work remotely whenever possible, whether as a best practice to maintain social distancing or to comply with a state order regarding essential businesses. Working from home was already a growing trend prior to the pandemic, and many organizations are finding that there are some roles that may not require a physical presence at an office or jobsite at all. So, whether it’s a short term accommodation due to circumstances or part of a broader…

Is your sales team making these four mistakes that could make it more difficult to sell during an economic downturn? Here’s how your company can adapt by Jay Spielvogel, Venator Sales Group, LLC. A colleague recently asked me, “What are the top mistakes salespeople make when the economy begins to slow down?” I explained that during great economic times, most companies tell me their salespeople are good at closing business with existing accounts, bidding on inbound budgeted projects in new accounts or prospecting on smaller “quick-hit” opportunities. On the flipside, the challenge during recessed economic times is that while the phones…

The COVID-19 pandemic has been an incredibly trying time for our nation and our industry. Though many GAWDA members remained open in some capacity throughout the crisis as “essential businesses,” there isn’t a single person or company who hasn’t been affected in one way or another. Even the association has been impacted, as the difficult decision was made to cancel the Spring Management Conference as well as all 2020 Regional Meetings in an effort to keep members safe. Through it all, GAWDA members have been there to lend a hand to those in need during the crisis. The following are…

How COVID-19 has impacted GAWDA members and what will need to be done as businesses reopen. By Steve Guglielmo, Tom Badstubner, Marilyn Dempsey, Michael Dodd and Rick Schweitzer By the time that this issue hits your desk, it might feel like the COVID-19 pandemic has lasted forever. It may even be that the economy in your state has largely reopened. But the fallout from this crisis will last far beyond the initial lockdown and reopening. And, though businesses may have returned to some semblance of normalcy, the virus has not been eradicated. We may deal with a “second wave” or,…