Posts Tagged: Business

Make Communicating With You Easier

Written by William G. Handlos, P.E. Your company expends a high cost to acquire leads.  Presto’s cost to create a lead is estimated at $250 – $300 per qualified lead.  Think of that cost when your phone rings or you receive an email inquiry.  Leads are precious.  Treat leads well, so that they convert.  Treat leads poorly and they just may flip to a competitor. Have your contact info on each and every e-mail.  It is frustrating to receive email from “Bob” without all contact info at the signature line.  Make it easy to reach you.  Smart phones allow one click calling to phone numbers on email. Answer telephone calls and leave customers to voicemail only if absolutely necessary Customers are ready to buy when they’re ready to buy….you may miss your chance.  You must be present to win! Make it clear to your customer after hours calls are no problem They likely won’t use it, but it strengthens the relationship to know they can access you when they need you. Let them know that you are there for them…….anytime. Place your name and greeting on your voicemail so I know they know they have reached the right number.  No… Read more »

Distributors Add Value to Geosynthetics

Written by William G. Handlos, P.E. As a manufacturer of specialty engineered geosynthetics, Presto Geosystems markets and sells through a worldwide network of geosynthetics distributors and representatives.  Why?  What value does a network bring?  The decision to work through distribution is driven by the value that the network brings and is reinforced by the success of this model over thirty years of operating experience. Now and then, the model is challenged.  Contractors sometimes see the distributor as a non-essential layer of cost.  But, take a closer look and see how a well prepared network adds value to both the manufacturer, the contractor and most importantly…..to the project owner. It would be impossible for each geosynthetics manufacturer to maintain a sufficient workforce to cover the US, much less the world market.  Distributors function as a sales and service cooperative – shared by all manufacturers for whom the distributor represents.  Distributors vary in the number of manufacturers they represent.  But, it is not uncommon for the local distributor to carry dozens of products from 6 to 10 manufacturers. Engineers and Architects as well as contractors benefit from local trade shows and educational presentations sponsored by informed product salesmen who are known and trusted… Read more »